I was in a slow moving security line at the airport (that's redundant, isn't it?) and couldn't help but overhearing the conversation between two...
THIS Determines if It Is a Great Day
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Beware of the Sales Advice You Read Online
I imagine there are some new sales reps out there who might get their information from just one source, take it as gospel, and as a result get stuck...
Get New Business from One of Your Best and Easiest Sources: Referrals
Today, I’m sharing some excerpts from Bill Cates’ new book, “Beyond Referrals- How to Use the Perpetual Revenue System to Convert Referrals into...
Mistakes, Tips on Using Names
At the Safeway grocery store I frequent, the check-out personnel are instructed to call customers by name when they hand them their credit or debit...
Avoid These Words That Kill Sales
From the mailbag: "Art, an email I received from a vendor, in response to a question we asked about a policy issue, started out with, 'You're not...
Ask the Plastic Surgery Question from Nip/Tuck
“Tell me what you don’t like about yourself.” That was the question posed to their patients by the plastic surgeons, Drs. Christian Troy and Sean...
“How’s it going?” is NOT a Good Call Strategy
Sales 101 tells us that it easier and more profitable to sell more to an existing customer than to try and get a new one, we should do whatever we...
You Got Them On the Phone Again, But They Didn’t Do What They Said
Ever have that prospect who doesn't follow through with what they promised to do by the next call? Yeah, I know, shocking.Here's what I heard on a...
Don’t Ask if You May Ask Sales Questions. Just Ask
Anyone talking to anyone else: "May I ask you a question?" A reasonable reply: "You just did.' Ok, maybe it's just one of life's tiny little...