Anything for a Sale
By Peter DeHaan Last year, my family’s two favorite TV shows were on the WB and UPN television networks. These two networks merged this fall to become the CW Television Network. Since our provider...
View ArticleSales Secrets from Baja, California
By Jeff Beals To unearth the age-old secrets of sales and marketing, I journeyed 2,600 miles to Cabo San Lucas on the extreme southern tip of Baja California Sur. Actually, it was just a vacation. But...
View ArticleValue What Your Customers Really Want: Learn How to Sell Based on Value, Not...
By Nathan Jamail How many times do you hear, “The customer only cares about the price”? Most companies or individuals will say they hear it all the time. Price is only an issue when it is presented...
View ArticleSales Lessons Learned at Sea: Plot Your Course for Success
By Larry Jacobson Imagine that you’re standing at the wheel of your beautiful sailboat you’ve always dreamed of owning. You untie the lines, back out of the slip, motor up the channel, and head out to...
View ArticleHow Can I Get More Sales?
By Peter DeHaan Almost every day, someone asks me, “How can I get more sales?” In fact, for most businesses, increasing sales is a primary concern. Rarely does anyone tell me that their company is...
View ArticlePump Up the Volume: Create the Soundtrack of Your Sales Career
By Victor Arocho All salespeople know that making a sale involves much more than a simple conversation with a prospect. In fact, the number of things the average salesperson has to do to close a deal...
View ArticleFive Steps for “Off the Grid” Sales Success
By Lance Cooper Many entrepreneurs and high-activity salespeople get stuck in survival mode. They don’t organize activities to establish a better, more stable way of living. They end up doing sales...
View ArticleHow Can I Get More Sales? Check Your Email
By Peter DeHaan How do you regard email? Is it something that you can’t live without, an inconvenient irritation, or somewhere in between? A few years ago I sent out an email to 156 salespeople to...
View ArticleA Look at the Buyer’s Objectives
By Tony Cole A good look at the buyer’s objectives is enlightening. Why do they do what they do? Let’s assume that you are meeting with a prospect for the first time. There may be several reasons for...
View ArticleWhat is the Ideal Sales Follow-up Strategy?
By Peter DeHaan Once I researched some software that promised to streamline my business and integrate operations, as well as offer new services. Given all this, I suspected it would be pricey. But why...
View ArticleGround Rules for Selling
By Tony Cole Clearly, a buyer has different objectives than we do as sales people. In this article, we will talk about how you might be more effective by following some Ground Rules in the early stages...
View ArticleWhat’s Love Got to Do with It? For Sales, It’s Everything
By Pam Lontos and Troy Horne In today’s sales environment, having the most product knowledge and the best pitch or presentation can only take you so far. What really makes prospects and clients eager...
View ArticleStop Waiting by the Phone: Three Steps to Take to Keep a Sale Moving Forward
By Paul Cherry Steve was frustrated because he was encountering the same problem over and over. He had a successful meeting with a prospect that expressed interest in his products. The prospect asked...
View ArticleCreate a ‘No Excuses’ Sales Environment
By Tony Cole In order to help our sales people be successful reaching goals, we must hold them to the necessary activity by building strong tracking and accountability processes. We call Accountability...
View ArticleThe Salesperson’s Handbook: Five Common Sales Obstacles and How to Overcome Them
By Paul Cherry Lucy was a brand new salesperson who wanted to make a big impression. She did everything she could think of to establish relationships with prospects and wow them with her proposals....
View ArticleChoose Your Business Partners with Care
By Peter DeHaan Conference planners sometimes ask me to sit on a panel. The common format is that each panelist makes an initial presentation, followed by a Q&A. Other times the presentations are...
View ArticleEight Steps to Outstanding Sales Structure
By Patricia Fripp You have great products and services, often complicated and technical, which require trust in order to sell them. Even if you’ve made a compelling presentation, it often takes weeks...
View ArticleCustomer Service That Sells to Boomers Comes From Training Millennials: 6...
By Bob Phibbs When you are focused on creating to team culture of customer service, it is important to realize how generational differences can impact the selling process. That Generation Gap was on...
View ArticleThe Silent Selling Tool We All Have
By Todd Cohen Selling is something everyone does each and every day. Every conversation is a selling moment and a perfect opportunity to leave an indelible impression with whom you are speaking. That...
View Article5 Tips to Close More Sales
East to use techniques to help prospects make decisions in your favor By Patricia Fripp In your business, how long does it take for you to go from an inquiry to a serious sales presentation with the...
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