Get a Call Back with the Alien Message

Over the past few weeks we have posted several articles on why you should return to using the your Smartphone’s calling feature to actually make...

The Psychology of Sales: 4 Strategies to Increase Your Conversions

If you want to increase your sales, it helps to have an understanding of psychology. People make purchases for complex, often emotional reasons. That’s...

How Will You Justify This to Your Management?

Too often, our customers focus on price, consequently we focus on price—after all we want to be responsive to our customers.

“I Need An Excuse to Get Back Into the Customer”

I hear it all the time: “I need an excuse to get back into the customer.” Creating excuses to get back into the customer is nothing but old sales mythology. It does nothing to serve us or the customer.

The Killer Closing Technique

Through my career, I've been "taught" and subjected to 100's of different closes. The assumptive close, the puppy dog close, the limited time close, and the list goes on and on and on.

Your Key to Success: Sales Preparation

Fail to prepare, prepare to fail. It’s an often heard adage that applies to virtually any situation, but with sales it’s especially important because failure...

“Checking In” is Not a Next Step!

For those of you that know me, this won't be a stunning confession, but I really struggle with my impatience. So in deal reviews and pipeline reviews, it's not unusual for me to interrupt, cutting to the chase, asking, "What's next, when will it happen?"

Direct Sellers Don’t Sell “Stuff”!

Direct sales consultants do not sell stuff. You sell products, services, and value! As a direct seller, you should have more respect for your company and product than to call it STUFF!

Rescuing Deals!

Each of us has experienced it, we’re struggling winning a deal. It’s an important one for us and for the company, we look for...

How to Be a Dictator Enforcing Sales Offer Deadlines

Everyone who manages a company or its sales force wants to write as many new deals as possible, and is usually warry about doing...

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