In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have about their case to opposing counsel. It makes it really easy to see the other person’s case. It’s strengths and its ...
Sometimes your dream client has immediate needs and is ready to place an order before you are through the sales process. It ...
Too many people leave their life’s direction and meaning to others.
There aren’t too many jobs more difficult than the first line sales manager. The pressure to produce results is real, and ...
We waste too much time worrying about and trying to fast forward to proposing a solution. Proposing the solution, like ...
This morning I received an email asking me about the difference between being persistent and being a nuisance. Here we go!
I had a recent interaction with a salesperson. He asked me a lot of questions, and it was clear that the line of questions ...
Some salespeople resist buying the company line. They resist buying the hype. They are too cool for school, pointing out ...
If you would have referrals, you need clients that feel so strongly about you and what you do that they are willing to talk ...
A question on Focus.com and the accompanying responses got my attention. Actually they got my attention because my name and ...
Breaking News! I have just learned that you can make a single donation to the Japanese Tsunami Relief Fund and register for ...
You want to sell something more than price. You want to help your dream client produce greater results, and you want to help ...
There are a lot of “wont’s” between you and what you want.
Image: Aspen Photo / Shutterstock.com
A few days ago, I wrote a post on qualifying. Salespeople, especially desperate salespeople, try to sell their product or ...
I spent my weekend at the SOBCon conference in Chicago, so I am woefully behind on my reading of the first book from The ...
There is this idea called the law of attraction. It says that what you put out into the universe, the universe brings back ...
What if I told you that you only had a short time to live? What if I told you that you had only a very short time to ...
When you don’t invest you time and energy on winning your dream clients, you end up spending your time on prospects that are ...
To succeed in sales you have to hustle—without being a hustler. Hustle means taking action. It means always moving forward. ...
Yesterday, I was part of a Focus roundtable discussion on sales. During the discussion, I made the point that the deep ...
