Speed Kills!

No, I haven’t become the spokesperson for the National Highway Safety Commission, I’ve had more than my fair share of speeding tickets (and actually...

The Art of Selling to Women

Last week, we talked about the science of selling to women and how our brains differ by gender and how that affects buying patterns and decision-making....

Gift Cards: From Last Minute Gift to Best Seller

Once upon a time, you would buy a gift card as a present if you were short on gift ideas. It was generally a...

Are You Selling What Your Customer is Buying?

I’ll jump to the bottom line, then retrace my steps. “Customers buy holes in walls, not drills.” Actually, they may not be buying holes in walls,...

How to Sell Without Selling

Have you ever heard of the saying "If your prospects feels like you are selling to them, then you are doing it wrong"? This infographic gives tips and insights on how you can drive sales.

It’s Never Too Early to Start Selling to Customers

Savvy entrepreneurs start testing their ideas on potential customers even before the concept is fully cooked. They have enough confidence in their ability to...

Shooting from the Lip

Customers don't want a knee jerk reaction. They don't want the rehearsed response. They want to invest their time with people who are prepared, who are ready to engage in high impact conversations about their businesses.

Critical Selling Skills That Distinguish Top Performers

Last week, Tim Ohai and I were talking about the future of selling. We got onto a discussion of the critical skills needed for high...

Always Be Closing!

Closing starts long before the first call we ever make on the customer. It starts with identifying our sweet spot—what problems are we the best in the world at solving, who has those problems. It's virtually impossible to close, at least successfully, if we aren't focused on the right customers.

Is Cold Calling Contrary to Being a Go-Giver?

A reader recently emailed me the following: “Hi Bob, I love being in sales and want to make a difference. The company I just started...

Most Popular