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How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to... Read More

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!

Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.I discovered the power of saying no... Read More

Sell Without Feeling Like A Used Car Salesman

Many business owners and professionals are appalled at the thought of having to sell their products or services. If you are going to be successful... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that... Read More

Yikes - My Feet Hurt! 8 Tips for Trade Show Exhibitors

Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking. Standing, standing. Talking, talking. Walking, standing, talking - and walking some more.We've become a comfortable... Read More

What Does It Take To WIN A Sale?

What to do when you win or lose.You have given your elevator pitch, you have met with the customer, and you have identified their business... 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


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Successful Selling in 21 Steps

1. Dependability was chosen as the most important.2. Integrity was next. With this trait the salesman is incapable either of being false to the trust... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the need to fit in somewhere, anywhere. I call it the "herd mentality"... we tend to... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why or why not? When you stop to think about it, these are valid questions. Most... Read More

The Top 7 Sales Blunders

We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made... Read More

Keep Sales Simple

For those of us working in the exciting world of sales, we are all too familiar with the pressures of meeting our daily, weekly, monthly,... Read More

The Power of Confidence

My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you. They are the clients who understand your offering, are happy with your services, are willing... Read More