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It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until... Read More

Cold Calling Reluctance

Most salespeople I know consider cold calling a dreadful, but essential activity in our profession. Even those who are good at it rarely like it.... Read More

Solution-Sell is a Myth!

Who among us is not already up to here with the omni-smarts who wax poetic the benefits of "Solution Selling." Now it may seem strange... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people engage in behavior that takes the least effort and provide the highest payoff. If someone... Read More

Aikido and The Art of Cold Calling

Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who've had too much to drink.You... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how to manage the sales process. But one thorny issue keeps popping up for my clients?... Read More

Why There Will Always Be High Paying Sales Jobs

With the dot.com revolution crushing once solid business models on an almost daily basis, the question surely crosses one's mind "am I next?". Selling is... Read More


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How To Take The Right Steps To Increase Your Selling Results

Steps - it is unrealistic for most salespeople to expect to make a sale in a single step. Most sales don't end after a single... Read More

Success Reloaded: The Matrix

So the other day I'm watching the movie The Matrix, again. For some reason I can't get enough of the great special effects.Remember the part... Read More

How To Write A Riveting Sales Letter That Closes Sales

How do you get people's attention and build their interest to take the time to read your sales letter? Let's face it. If you can't... Read More

It Isnt A Sale Until Youre Paid

Back in the days when I sold for CTV and CBC Television I had a manager that once said " It isn't a sale until... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up with our prospects until they buy. Unfortunately, while we're busy trying to make all these... Read More

Unique Selling Propositions

If you have competitors, then you should have at least one Unique Selling Proposition (USP). The more REAL ones you have, the better - for... Read More

Don?t Waste My Time!

Many participants in my programs ask how to deal with people who appear to be seeking information and nothing more. In many environments these individual's... Read More