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Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road.... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least I'm going to try.I'm going to tell you exactly why you make a sale, and... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up in your sales calls, it's a good idea to bring them up before the prospect... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to... Read More

Make More Sales By Creating How To Use It Product Updates

Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work... Read More


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Sales Training - What Is a Disguised Implied Need?

Have you ever been in the position where you are getting, what you think to be, close to concluding the deal only to find your... Read More

Humanize the Sales Process

Q & AQ. Sometimes when I'm presenting to clients, I sense that the customer tunes out. Is there a better way to communicate with a... Read More

Change Takes Time

I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a... Read More

Increase Your Sales With an Incredible Offer

What are you selling?Coaching? Consulting? Professional services? A product? Information?To start with, you need to sell your product or service in terms of benefits to... Read More

Value Add Negotiating for Sales Professionals

Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel... Read More

Making Sales is Easy When You Learn How to Make Friends

Friends buy from friends. Why? Because people trust that their friends will go above and beyond the duties of a typical salesperson. They know that... Read More

Shout At Your Customers - Theyre Hard of Hearing!

Some people say we live in the Information Age.I call it the Distraction Age.My new hometown is Distractionville. Everything and everybody shouts, "Hey, look at... Read More