Here are three tips for advancing the sale and establishing a solid next step. If any one of these is missing or if you soften one in any way, you’re increasing your chances of stalling the deal… so be strong with all three! read more...

Are you exhausted? …feeling like you have lost your passion? Here’s a list of 10 things you can do to climb out of the rut and get re-energized! read more...

If customers can find the information they want using a Google search, why would they ever contact a sales rep? If it’s accessible via Google, they don’t need you. In fact, if it’s accessible via Google or from your website or from a competitor’s website, they don’t want you. They’ll correctly assume that all you’ll do is burn more of their time, and there’s not enough of that to go around as it read more...

The tasks of everyday life require good eyesight.

Thankfully, my close-up eyesight is quite good. I can read my morning newspaper, see my breakfast eggs, and clip my toenails without any problem whatsoever (rest assured, I don't do all three at the same time).

But thanks to my nearsightedness, I can't see read more...

Crazy-busy prospects can’t handle complexity. They hate it when things are difficult to decode, decide or decifer. It grinds them to a screeching halt – which is the normal human reaction to being overwhelmed and stressed out.

Because of the chaotic business environments we work in, simplicity has recently emerged as a key factor in sales success. read more...

Critical question: Would a CEO, CFO or C-Whatever-O rather talk to you about features, benefits, price and discounts or an ROI of 78% and $486 grand of positive net cash flow? read more...

From the World Cup to Monday morning quarterbacks, I wonder… “What can I take away to help me sell better?” read more...

I read a true story about a pessimistic railroad engineer who was let out of work early along with his coworkers. In the process of shutting down, he accidentally locked himself in a refrigerator car. Knowing his coworkers were leaving for the day and realizing the dangers of being trapped in freezing temperatures all night, the engineer began to panic! He yelled for help and banged on the doo read more...

This sign has been on the bookshelf of every office I’ve ever had. In those years before I earned a private office, it sat next to my telephone. (A few of you out there will recognize its heritage…) read more...

Buyers are not fooled. They find these lame attempts at rapport-building gratuitous and insincere. Over time, they become numb to rapport-building efforts. If you want people to buy you, forget about rapport. Remove the word from your vocabulary. Instead, focus on... read more...