Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with the same decision criteria.

When sitting toe-to-toe with a prospective client, how well do you answer the question, "What sets you apart from your competitor?"

Tom Snyder, vice president of Huthwaite ? the creators of SPIN Selling ? says in the audio book, "Sound Advice on Sales Strategies," that professional sales people often have trouble articulating what makes their offerings unique.

"In this day and age," he says, "it's all about creating customer value, and that means more than just explaining what your product can do that no one else's can."

Snyder says the answer should change from customer to customer, depending on their specific needs. "Price may be paramount in one client's mind while quick delivery or installation could be the deal clincher for another."

When asked about differentiators, Snyder recommends sales people first ask themselves what differences will matter to this specific client. "Successful sales professionals know this, and more importantly, they know how to make the sharing of these differentiators a value-creating opportunity, not just a value-communicating event."

Tom Snyder offers advice on planning and executing sales strategies each week in the free audio-newsletter from What's Working in Biz, http://www.whatsworking.biz/full_story.asp?ArtID=92

About The Author

Richard Cunningham is a principal of What's Working in Biz, http://www.whatsworking.biz, a publisher of business audiobooks and online audio programs on marketing, sales, and small business strategies.

In The News:

10 questions to consider when choosing a sales training provider  Training JournalLooking for a good sales trainer? These tips from Mike Schultz should help.
Corporate Visions Featured on Selling Power's 2019 Top 20 Sales Training Companies List  PRNewswireRENO, Nev., May 20, 2019 /PRNewswire/ -- Today, Corporate Visions, a leader in sales and marketing messaging, *content*, and skills training services, ...
Where Can You Find Online Sales Training for Your Small Business?  Small Business TrendsIf you want to give your sales results a positive nudge, take a look at these online sales training sites for small businesses and solopreneurs.
ValueSelling Associates Selected as a Top 20 Sales Training Company on Selling Power's 2019 List featuring the “Best of the Best”  GlobeNewswireRANCHO SANTA FE, Calif., May 10, 2019 (GLOBE NEWSWIRE) -- Today, ValueSelling Associates, Inc. announced it has been included on Selling Power's ...
A look back at the sales training for Radio Shack's Model 100, a groundbreaking early laptop  Boing Boinghttps://www.youtube.com/watch?v=l2TiKFBS3LY When Radio Shack released the Model 100 in 1983, it was a breakthrough for portable computing: an ...
Selling Power Features Revenue Storm on 2019 Top Sales Training Company List  PR.comSchaumburg, IL, May 19, 2019 --(PR.com)-- Revenue Storm announced it has been included on the Selling Power list of the Top 20 Sales Training Companies ...
A Comprehensive study of Management & Sales Training Providers Market Growth with Top key Vendors like KARNKRAFTSAKERHET OCH UTBILDNING AKTIEBOLAG, LEARN4AUTO AB and BERGHS SCHOOL of COMMUNICATION AB  Global Market ResearchResearch N Reports has recently made the addition of a new research report to its growing repository. The research report, titled “Management & Sales Training ...
The Art, Science + Engineering of Sales Management  Customer ThinkI recently recorded a wide-ranging conversation about the art, science and engineering of sales management with Michael Webb of Sales Performance ...
Selling Power Magazine Names Integrity Solutions to Top 20 Sales Training List for Fourth Year in a Row  Business WireNASHVILLE, Tenn.--(BUSINESS WIRE)--Selling Power magazine is out with its annual list of the leading, most innovative companies in sales training and ...
Broadcast Sales Training A Top Draw For Kansas State Students  Radio & Television Business ReportP1 Learning, vCreative and the Kansas Association of Broadcasters (KAB) link record number of students with broadcast sales at Kansas State University in ...
Grow Your Business With This Online Sales Training That’s 85% Off  The Daily CallerIf you work in sales, your earning potential is limitless. Get the tools you need to close more deals with The Ultimate Sales Mastery Bundle. Four online courses ...
BCI Wins Third Top Sales Training Company Award  EIN NewsSellingPower announces that BCI is a winner of the Top 20 Sales Training Company Award.
Selling Power Features BCI on 2019 Top 20 Sales Training Companies List  EIN NewsToday, Selling Power announced Baker Communications' inclusion in Selling Power's 2019 list of the Top 20 Sales Training Companies that excel in helping ...
Global Corporate Leadership Training Market 2019 – Business Strategies, Product Sales and Growth Rate, Assessment to 2024  Market ReporterThis report titled Global Corporate Leadership Training Market 2018 by Manufacturers, Countries, Type and Application, Forecast to 2023 is all about assessing ...
Sales Training in Bangalore? Yatharth Marketing Solutions, A Leading Sales Training Company offers scientific customized sales training.  InventivaSales training in India is struggling to keep up with the explosion of the internet and digital media. The traditional methods of buying are losing relevance every ...
Instructional Designer (Sales Training) - Paylocity  Built In ChicagoPaylocity is hiring for a Instructional Designer (Sales Training) in Chicago. Find more details about the job and how to apply at Built In Chicago.
Sales Training & Enablement Specialist - LogicMonitor  Built In AustinLogicMonitor is hiring for a Sales Training & Enablement Specialist in Austin. Find more details about the job and how to apply at Built In Austin.
Sales Training Website: Sales Training Brisbane  NewswireSales Training Brisbane expert James McNamara has released a new website. The site provides useful resources to improve their sales results.
Time For Training Providers To Raise Their Sales Game  FE NewsGetting to Grips with Sales in the Education Market. The Adult education market is facing a perfect storm of change. Training providers and colleges used to hold ...
Trump Bypasses Congress to Sell Arms to Saudis, UAE  Defense OneTrump administration officials told lawmakers they would bypass Congressional approval and invoke a rarely used provision in the Arms Export Control Act to ...
Selling Power Announces 2019 List of Top 20 Sales Training Companies  PR WebThe 2019 list of the Top 20 Sales Training Companies that excel in helping sales leaders improve the performance of their sales teams appears in the May issue ...
Six Steps in Selling to Executives  Medical Tourism MagazineIn digital environment, selling at the top may not be necessary, but calling on the relevant executives for the sales opportunity. A relevant executive whose ...
Why building trust is key to sustainable long-term sales relationships  SmartCompany.com.auCreating and earning trust is a skill salespeople have to master, and indeed, a lot of sales training and the respective literature focuses on this skill.
The Greatest Competitor You've Never Met  ForbesIn almost every pitch deck, there is at least one slide dedicated to the 'competitive landscape' but there is one competitor that is NEVER on the grid, which is ...
Corporate Sales Training Market Enhanced in 2019 With Amazing Features and Demand In The Industry | PNC Financial Services, Integrity Solutions, Corporate Visions, Inc., Performance Methods, Inc.  Market Research Report“Corporate Sales Training” is effective only when applicable to your business. The most common process is ineffective because not all unique companies can ...
Latest trending report on Product-based Sales Training Market is booming globally by Top key Players ASLAN Training and Development, DoubleDigit Sales, GP Strategies, etc.  Microfinance ObserverSales training refers to the training activities organized by enterprises or relevant institutions around sales staff, products, customers, etc. The prime objective of ...
The Best Affordable Negotiation Skills Training & Online Courses 2019  BenzingaEnhance your negotiation skills from sales to your salary with a negotiation skills training. Enroll and learn at your own pace from industry professionals.
Sales Training And Onboarding Software Market Rising Trends and Technology Advancements 2019 to 2025  industryreports24.comThe report provides a unique tool for evaluating the Market, highlighting opportunities, and supporting strategic and tactical decision-making. This report ...
VR Sales Training Company Pitchboy Closes $675K Seed Funding Round  VRFocusVirtual reality (VR) startup Pitchboy specialises in immersive training, focusing on sales and customer *service*. This week the company has announced the ...
Sales Pipeline Radio, Episode 165: Q&A with Raymond Ivory @blackbaud  Customer ThinkBy Matt Heinz, President of Heinz Marketing. If you're not already subscribed to Sales Pipeline Radio, or listening live every Thursday at 11:30 a.m. Pacific you ...
Sales Performance Training Market 2019 Analysis And Demand By Top Key Players: DoubleDigit, Sales Performance International, Mercuri International Group AB, Integrity Solutions LLC  Global Market ResearchSales Performance Training Market Report objectives to present the analysis of global market segment by applications, regions and also offers details about ...
Paper's parent promotes three | Spotlight  The Star DemocratEASTON — APG Media of Chesapeake, which publishes The Star Democrat, has promoted three associates in the sales and marketing departments.
Sponsor Student Opportunities  Youth TodayYouth Today is seeking corporate sponsors to provide funding to train qualified students in real-world job opportunities at the Center for Sustainable Journalism.
Suzuki, Toyota to extend partnership to sales, service learnings  MoneycontrolMaruti Suzuki's parent company Suzuki Motor Corporation and heavyweight Toyota could be looking to learn sales, marketing and *service* methods from each ...
Palo Alto Networks: Partner Sales Training, 24 May 2019, Wellington, Wellington, New Zealand  EIN NewsWe are continuing to see a rapidly evolving and changing IT Security Market - with the C-Level requiring more in depth conversations around security and it's ...
5 Tips to Speed up Sales Onboarding without Sacrificing Quality  Business 2 CommunityA pipeline full of high-quality leads is great, but you can't close them without skilled sales reps who know what they're doing. So, when you do find a skilled rep, ...
Sales Training and Onboarding Software Industry Size, Regional Outlook, Price Trend, Market Share and Forecast 2019-2025  Market Talk NewsHome · Information Technology; Sales Training and Onboarding Software Industry Size, Regional Outlook, Price Trend, Market Share and Forecast 2019-2025.
Is Your Sales Team More Committed to Success Than Your Prospects?  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Sales Training and Onboarding Software Global Market 2019, Industry Analysis, Growth Trends, Opportunity and Forecast To 2024  Industry TodayWiseGuyReports.com adds “Sales Training and Onboarding Software Market 2019 Global Analysis, Growth, Trends and Opportunities Research Report ...
Why Sales Operations Could Be the Key to Scaling Your Company  AlleyWatchSalespeople are great at selling. They're less great at all the things that surround the sales process — things like filling out spreadsheets, hunting down pricing ...
PBMA Technical Workshops return for a third season  Bicycle RetailerCLEVELAND (BRAIN) — The Professional Bicycle Mechanics Association has announced a series of four manufacturer-direct training workshop, running from ...
Global Product-based Sales Training Market Size 2019- Huge Growth Till 2024  Industrial ReportsGlobal Product-based Sales Training Market 2019 report contains all analytical and statistical brief summary regarding the market survey, growth, demand, and ...
Positive vibes drive sales increase, Fla. dealer says  Automotive NewsA Florida dealership's staff meetings focus not on sales strategies but on anything that could be hindering their relationships with others at work and home.
Sales Trainer - Paylocity  Built In ChicagoPaylocity is hiring for a Sales Trainer in Chicago. Find more details about the job and how to apply at Built In Chicago.
Training puts focus on safe sales of alcohol | News, Sports, Jobs  Fairmont SentinelFAIRMONT — The Fairmont Police Department and Martin County Substance Abuse Prevention Coalition on Tuesday sponsored a business owner/employee ...
The Art of Qualified Leads: Years of Training Not Required  Business 2 CommunityIf done correctly, lead qualification is a bit like a well-choreographed dance. It requires two willing partners – sales and marketing – and an interactive plan that ...
Future Growth of Product-based Sales Training Market By New Business Developments, Innovations, And Top Companies: ASLAN Training and Development, DoubleDigit Sales, GP Strategies etc  The Market Research NewsIndustrial Growth Forecast Report Product-based Sales Training Market 2019-2025: The Global Product-based Sales Training Market Report provides Insightful ...
Carnival drops sales requirement for training credential  Travel WeeklyThe requirement was dropped as part of a transition from the old program, Carnival Passport, to a new version to be called Learn and Earn.
GlaxoSmithKline revamps incentives for sales representatives  Financial TimesGlaxoSmithKline is to reintroduce performance-based bonuses linked to the number of prescriptions written for its medicines, reversing a company ban on the ...
World Software Corporation Announces Record Sales for April as Well as Top First Quarter Revenue  Yahoo FinanceWorld Software, the creators of the industry standard legal document management product Worldox, announces 2018 ended with the highest revenue in their ...
Tyson Group Selected as a Finalist in the Sales Training Category by the IES 9th Annual Sales Excellence Awards  PR WebTyson Group, the sales consulting group that coaches and trains sales leaders and teams to compete in a complex world, today announced that it has been ...
LIC Announces More Than 8000 ADO Vacancies; Online Application Begins Today  NDTV NewsLife Insurance Corporation of India (LIC) has announced more than 8,000 vacancies for Apprentice Development Officer recruitment. The vacancies are open for ...
Convene CEO Ryan Simonetti's passion to run office spaces like hotels  Crain's New York BusinessAs CEO of Convene, which bills itself as commercial real estate's first "workplace as a *service*" platform, Ryan Simonetti partners with landlords to upgrade and ...
Score gear, tools and training this Memorial Day weekend [Deals]  Cult of MacFor Memorial Day weekend, we've rounded up deals on a powerful VPN, comprehensive Excel lessons, and 5G wireless drive.
The Brooks Group Launches Selling to Different Personality Types Training Program  PR WebGreensboro, North Carolina (PRWEB) May 09, 2019 -- The Brooks Group, a global sales training and selling solutions firm, announced the release of the ...
Great Selling is “Habit Forming!”  Business 2 CommunityI'm sure you've experienced something that gives you a “rush.” It's when, all of a sudden, everything just falls into place, everything is working as it should, ...
Global Product-based Sales Training Market Insights & deeep Analysis 2019-2024: ASLAN Training and Development, DoubleDigit Sales, GP Strategies  News Stock ExchangeThe “Product-based Sales Training Market” far and wide is a standout amongst the most blossoming and colossally sorted division involving. This worldwide ...
Marna Rayl Greenberg DO, MPH has received the Theodore and Venette Askounes-Ashford Distinguished Scholar Awar  Allentown Morning CallLehigh Valley area business hires, promotions and awards.
Purdue Pharma accused of 'corrupting' WHO to boost global opioid sales  The Guardian'Unscrupulous' drug manufacturer replicated false marketing claims to change WHO guidelines, report by members of Congress alleges.
Is Your Dealership Getting Fooled by Vanity Metrics? - Jonathan "JT" Thompson, Force Marketing  http://cbtnews.com/Here to tell us why dealerships shouldn't be fooled by vanity metrics is Jonathan "JT" Thompson, vice president of sales at Force Marketing.
NMP Webinar: Worried About Amazon Mortgages? Here's How to Survive and Thrive in the Age of AI and Mortgage Platform Disruption  National Mortgage Professional MagazineThe NMP Webinar: Worried About Amazon Mortgages? Here's How to Survive and Thrive in the Age of AI and Mortgage Platform Disruption will be held ...
Discover Digital Age Sales Consulting with Yatharth Marketing Solutions  APN NewsIt is a widely accepted fact that sales is one of the toughest jobs in the market. Even with technology that promises to make life easier for everyone, we find that a ...
Training Specialist, Project Management - Trunk Club  Built In ChicagoTrunk Club is hiring for a Training Specialist, Project Management in Chicago. Find more details about the job and how to apply at Built In Chicago.
Global Product-based Sales Training Market | Size, Trends and Forecast (2019-2024).  Industrial Reports“Product-based Sales Training Market 2019” describes an in-depth evaluation and professional study on the present and future state of the Product-based Sales ...
NCI conference three-day focus on high performance sales and delivery  Contracting BusinessNCI conference three-day focus on high performance sales and delivery.
CRN Honors Two StorageCraft Leaders as 2019 Women of the Channel  Business WireStorageCraft®, whose mission is to protect all data and ensure its constant availability, today announced that CRN®, a brand of The Channel Company, h.
The Role of Commercial Partners in Sales Strategy Development  Pharmaceutical ExecutiveGreg Flynn discusses the advantages, challenges and possible future of CCOs and outlines their role in effective sales strategy development.
Tire Manufacturers' Associate Dealer Programs Offer Benefits and Rewards - Retail  Modern Tire DealerYou are not in this alone. Tire manufacturers back your business in the form of associate dealer groups, which offer you payouts for purchases, discounts, ...
How the Social Solutions sales team is helping nonprofits do more good — one sale at a time  Built In AustinNot sure how nonprofits work? Ask a Social Solutions salesperson — they'll be able to tell you everything you'd ever want to know. We caught up with members ...
Brookshire Brothers Improves Sales and Reduces Shrink with Prescriptive Analytics  Retail Info Systems NewsBrookshire Brothers is leveraging next-gen prescriptive analytics to crack tough-to-solve cases involving markdown abuse, post voids, and other criminal activity ...
Sales Training and Onboarding Software Market Is Booming Worldwide| TalentLMS, Mindmatrix, PointForward  AsiancrunchHTF MI Analyst have added a new research study on Title “Global Sales Training and Onboarding Software Market Size, Status and Forecast 2019-2025” with ...
Five signs why your organisation should outsource its salesforce  EdexLiveFor fast-growing businesses, sales is a department crucial to sustenance. A core element of business strategy, expanding your sales team is a task best ...
IPC Welcomes New Senior Director of Sales  I-Connect007IPC -- Association Connecting Electronics Industries announces the addition of Michael Stone as senior director of sales to its staff at IPC headquarters in ...
Effective Sales Management Is Emotion Management  Customer ThinkYour browser does not currently recognize any of the video formats available. Click here to visit our frequently asked questions about HTML5 video.
Global Sales Enablement Program Manager - CrowdStrike  Built In AustinCrowdStrike is hiring for a Global Sales Enablement Program Manager in Austin. Find more details about the job and how to apply at Built In Austin.
Families of electrified vehicles complicate marketing  Automotive NewsBuilding awareness and interest in one electrified model is hard enough. Extending that knowledge-building exercise to a full line of slightly different vehicles ...
What is the Future of Sales?  Siliconeer – World's First South Asian Digital DailyWhat is the future of sales? Chatbots, Artificial Intelligence, Machine Learning – Sales, like other industries, is changing rapidly thanks to technology. But at the ...
Your Audience Are Searching; The Question is, Do You Know What For?  Business 2 CommunityEveryone is searching for something, including your audience. If they came to listen to you by choice you can be certain that they are looking for something ...
All in the family YORK Air Conditioning  York Daily Record/Sunday NewsI've zoomed-in on a section of a record album cover entitled: “York Division of Borg-Warner presents 'all in the YORK family;' a recording of one of those “sales ...
One high school diploma for all? In Holland, they have hundreds: Pathways to Prosperity  cleveland.comOhio can't figure out what high school graduates should know to earn the state's one-size-fits-all diploma. The Netherlands avoids that debate and offers ...
Global Product-based Sales Training Market Industry: A Latest Research Report to Share Market Insights and Dynamics to reach CAGR of 12.83%  Saginaw DailyGlobal Product-based Sales Training Market report presents a comprehensive overview, market shares, and growth opportunities with challenges, sales ...
WC kicks off Corporate College | Local News  Weatherford DemocratWeatherford College kicked off registration for Corporate College to offer several kinds of training for business professionals during an event on Wednesday ...
John Schnatter has begun selling slices of his Papa John's pizza fortune  Courier JournalJohn Schnatter cashed in $192 million of his stock, and has more than 5 million shares left to sell.
Need For Constant Staff Training  Leadership NewspaperNeed For Constant Staff Training With a continuous change in business dynamics, there is the need for companies to prioritise capacity building of their workers ...
4 Mistakes Companies Make When Hiring Sales Leaders  Harvard Business ReviewAny company that relies heavily on salespeople naturally wants a highly-qualified person to lead the sales force. Judging by the modest tenure of sales leaders ...
What is Sales Collateral? Examples of Sales Collateral for Sales Enablement  Business 2 CommunitySeismic's leading end-to-end sales enablement solution for enterprises increases sales efficiency and marketing effectiveness by delivering the right *content* at ...
TJ interviews: Bizness's Bruno Sola  Training JournalWe talk to Bizness's Bruno Sola about digital transformation and a whole lot more...
Head-To-Head Review: GP Strategies (GPX) and Strategic Education (STRA)  Tech Know BitsStrategic Education (NASDAQ:STRA) and GP Strategies (NYSE:GPX) are both consumer discretionary companies, but which is the better investment? We will ...
Rural Divide: Mid-Missouri is leaking sales tax revenue  Columbia Daily TribuneIn the Boonville Police Department, the longest-tenured patrol officer has been there since December 2015. Of the 16 patrol officers, only two have more than ...
Exclusive: Facebook will not allow marijuana sales on its platform  MarketWatchAfter months of internal deliberations, discussions with experts and cannabis advocacy groups, among others, Facebook Inc. has decided to continue to block...
NABOB Media Sales Institute Taking Place In June  All Access Music GroupThe 4th annual free NABOB MEDIA SALES INSTITUTE (MSI) will be held JUNE 3-13th at the ATLANTA UNIVERSITY CENTER (AUC) in ATLANTA. Accepted ...
Chemung Canal Trust Company Upped Its Holding in Coca (KO) as Shares Declined; Popular (BPOP) Shareholder Raffles Associates LP Cut Holding  CryptoCoinsTribuneChemung Canal Trust Company increased its stake in Coca (KO) by 17.39% based on its latest 2018Q4 regulatory filing with the SEC. Chemung Canal Trust ...
3 Key Things From NVIDIA's Q1 Earnings Call That Investors Should Know  The Motley FoolGaming laptops and AI inferencing were bright spots in the GPU specialist's poor quarter.
Women-Owned Mobile Startup Leads Microlearning Revolution  ForbesLightyears ahead of yesterday's *content* delivery training, the Gnowbe microlearning mobile platform represents the startup founder's life work to make learning ...
Johnson & Johnson (JNJ) Position Held by Mariner Wealth Advisors Llc; Deutsche Bank Ag Lowered Franklin Covey Co (FC) Stake by $789,954 as Stock Rose  The NBO NewsMariner Wealth Advisors Llc increased its stake in Johnson & Johnson (JNJ) by 123.52% based on its latest 2018Q4 regulatory filing with the SEC. Mariner ...
The Top 100 Franchises for Less Than $100,000 in 2019  EntrepreneurCheck out the top franchises that can be started for less than $100000, ranked based on scores they received in Entrepreneur's 2019 Franchise 500 ranking.
Workplace training mainly benefits the better qualified  Personnel TodayEmployees with higher levels of education, women, younger employees and people with mid-range skills (such as sales staff and administrative staff) are the ...
SubioMed™ Announces Management Team Appointments  GlobeNewswireMINNEAPOLIS, May 20, 2019 (GLOBE NEWSWIRE) -- SubioMed, Inc. (“SubioMed” or the “Company”), a pioneer in the invention and development of ...
ATD Research Presents: 2019 State of Sales Training  ATDKey findings from ATD Research's new report on the 2019 state of sales training.
Four items on area businesses for May 10, 2019 - News - Georgetown Record - Georgetown, MA  Wicked Local GeorgetownSend news about your local business to [email protected] We're interested in news about business people, expansions, openings and ...

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

More Sales - You Must Keep Asking

I bought a second pair of reading glasses from my... Read More

Sales Skills are Life Skills

I love the art of selling. LOVE IT. When I... Read More

Sales Marketing: 10 Sales Marketing Tricks To Explode Your Profits

Sales marketing online is an art that you must keep... Read More

How A Dancing Horse Can Increase Your Sales

"Yeah right!" I thought to myself as I started to... Read More

How Business Coaches Avoid the Yearly Training Feeding Frenzy

What is it with appraisals? In September and October there... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

Jump Start Your Sales In 10 Quick Steps

1. Combine a product and service together in a package... Read More

10 Boundless Ways To Anchor Down More Sales

1. Multiply your marketing and advertising efforts on the Internet.... Read More

3 Hot Ways To Crank Up Your Sales

1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More

Close More Sales With This Very Simple 3 Step Sales Process.

As Financial Services Sales Professional you need to build trust... Read More

Growing Sales Through Creating Connections

Your mission as a business owner is to develop a... Read More

Customers For Life

Who's talking to your customers? Is it your competition? Why... Read More

Positioning for Profits!

Last Friday, I was spending one last day of freedom... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

It Is Not The Price That Is Keeping You From Making The Sale

Most salespeople are under the false belief that the lower... Read More

Stop Selling! for the Million Dollar Contract

During the introduction of the "Stop Selling!" philosophy, we typically... Read More

Your Business Approach Can Make or Break a Business Deal

Every sales presentation should start with the approach, or introduction.... Read More

More Customers! Less Work!

Wouldn't it be nice if there were an inexpensive method... Read More

Are You a Sales Professional?

Many sellers like to describe themselves as professionals, but what... Read More

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

Increase Your Influence, Increase Your Sales

Selling is everyone's lifeblood whether they realize it or not.... Read More

Mortgage Leads Are Like a Box of Chocolates

Mortgage leads are like a box of chocolates, you never... Read More