Increasing Your Sales FASTER -- Dealing with Ill Think It Over.

Do you frequently hear that from a prospect?

"I'll Think It Over."

What does this mean? It usually means that either

  • The prospect doesn't know how to say No, or
  • There are real questions he doesn't have the answers to that he will be looking for.
  • He might want to price shop.
  • Some clients are just procrastinators; they don't make quick decisions, or will never make a decision. and
  • Something was missed earlier in the sales process.

    So, could this have been avoided before it got this far? Possibly. The problem is that the longer the prospect delays, the less likely you'll close this deal. I see sales close ratios go up when my clients start using dealing with this before it happens, and handling it quickly when it does happen.

    When your hear "I'll think it over," it is an indication that a step in the sales process was missed by not clarifying what the prospect's decision making process was and when a decision would be made. Following the sales process step by step, and making sure that the prospect has discovered all of the right answers for himself before going for the close can increase your close ratio by multiple times. If you are hearing this frequently it is an strong indication that something is missing in your sales process.

    Let's break this up into:

  • How could we have avoided this?
  • Dealing with it now that you've got it.

    How Could We Have Avoided This?

    During the sales process make sure to ask a few key questions:
    1) If the prospect can make the decision, or does he have to check with someone else.
    2) What is the decision making process? What is his major concerns? If they are all answered is there any reason that he wouldn't move forward?

    Then restate the situation: "Let's see then, if [this problem, or that problem were resolved]?.. then you would decide to move forward?" (Now you have an agreement to make a decision and move forward if all of his questions are answered.).
    3) Is Price the major concern or is one of the other concerns he stated more important? (One last heck on his concerns).

    Dealing With It Now That You've Got the Stalling Tactic

    "That sounds reasonable. You know, when I hear that I become a little concerned that something is bothering you. Is there something

  • You're unsure of
  • Your still looking for or
  • I didn't answer to your satisfaction?

    Some other questions:

  • What is it that you're still looking for that I might be able to clarify now?
  • Would you share your concerns with me?"

    This will frequently get the prospect to open his concerns to you rather than walking away. Then provide the answers that are needed to close the deal.

    Don't argue with anything the prospect says. Provide a logical, positive answer.

    The longer the prospect delays the less likely you will get the sale.

    And, if the prospect didn't really need your product and didn't know how to say no, you'll clear this up quickly so that you don't waste your valuable time. There is nothing more frustrating than calling a client over and over to hear, I'll get back to you .... later and it never happening.

    Following these steps you will see your sales increase FASTER. If you'd like to receive more Hints and Tips to Increase Your Sales, send an email to mailto:[email protected] with "Sales Tips" in the subject line, or go to the website at http://www.leaders-perspective.com/Sal es-Training.aspx

    Alan Boyer, President/CEO of The Leader's Perspective, LLC, is considered one of the world's leading breakthrough specialists and sales trainers. He has worked with some of the worlds largest companies, on projects in the multi-billion dollar area, and with single proprietor companies. He has worked on many hundreds of projects with companies that have resulted in multi-$100 million savings or gains. With over 35 years of business, sales training, quality, and process experience, he has catapulted businesses lightyears ahead in weeks. Some have doubled and some have jumped 10 times. He claims the key to that is:

  • Helping the business owners/employees develop the business skills
  • Helping them overcome the limitations and attitudes that they built between their ears (the self imposed limitations, I can't, this won't work for me, I'm different)
  • By helping them find the breakthroughs in their business and thinking

    He helps companies worldwide reach further than they EVER thought possible....FASTER

    http://www.leaders-perspective.com/Sal es-Training.aspx

    In The News:

    Sales Training ROI: It's Not Just About the Dollars  ATDLet's think like a salesperson for a minute. Very often, to close a deal, they have to articulate an ROI. Historically, it's a financial return on an investment: the buyer ...
    Richardson Launches High-Stakes Consultative Dialogues Sales Training Program to Equip Sales Professionals with New and Advanced Set of Skills to Drive Momentum in Deals  PRNewswirePHILADELPHIA, Dec. 14, 2018 /PRNewswire/ -- Richardson, a leading global sales training and performance improvement company, announced today that it ...
    Top 5 reasons SMEs fail to get the most out of sales training  EuropeanCEOMany SMEs assume investing in sales training will automatically increase sales productivity. In fact, as the sales team is on the frontline when it comes to ...
    It’s Time to Transform Sales Training for Women  Business 2 CommunityThere is a unique perspective required when it comes to creating effective sales training for women. There is a tremendous benefit to such training being created ...
    Premium Credit receives recognition for broker sales training  Insurance BusinessPremium Credit's free sales training for insurance brokers has been recognised – securing Continuing Professional Development (CPD) accreditation for the ...
    Is It Time to Rethink Your Continuous Sales Training Strategy?  ATDFact: According to ATD's State of Sales Training Report, the United States spends on average $1,459 per salesperson each year on sales training. That's almost ...
    The Evolution of Sales Readiness—from Classroom to Training-in-Context  Business 2 CommunityThe term “practice makes perfect” is often associated with coaches and their effort to persuade individuals on their team to train as much as possible during their ...
    Director of Training and Education - Sales - Paylocity  Built In ChicagoPaylocity is hiring for a Director of Training and Education - Sales in Chicago. Find more details about the job and how to apply at Built In Chicago.
    Sales Training and Enablement Manager - Community Brands  Built In ChicagoCommunity Brands is hiring for a Sales Training and Enablement Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
    Responsible Beverage Service and Sales Training set for Tuesday  Muskogee Daily PhoenixResponsible Beverage *Service* and Sales Training will be provided from 2:30-5 p.m. Tuesday, at Neighbors Building Neighborhoods (NRC Training Room), 207 ...
    BECOME A BETTER SALESPERSON WITH TOP RATED SALES TRAINING FROM PICI & PICI, INC. - Press Release  Digital JournalOcoee, FL - Becoming a great salesperson is not easy. It requires lots of training, coaching, support and practice. When the salespeople in a company are ...
    Global Sales Training and Onboarding Software Market Size, Applications, Technological Improvements and Forecast from 2018-2025  Journal of IndustryThis research report titled “Global Sales Training and Onboarding Software Market” Size, Status and Forecast 2018-2025 has been added to the wide online ...
    Insurance - Entry Level Sales Training Provided at Bankers Life  Kansas City Business JournalAbout the JobBankers Life is currently hiring Insurance Agents / Insurance Sales Professionals! We're looking for motivated leaders with strong management ...
    Bigtincan Delivers on Unified Sales Learning, Coaching and Onboarding Platform with Fall Release  Business WireBOSTON--(BUSINESS WIRE)--Bigtincan, the leader in mobile, AI-powered sales enablement automation, today announced enhanced learning and training ...
    Sales Trainer - Upwork  Built In ChicagoUpwork is hiring for a Sales Trainer in Chicago. Find more details about the job and how to apply at Built In Chicago.
    Want To Build An Effective Sales Team? Avoid These Common Misconceptions  ForbesWhether you're looking to create a sales team or expand an existing one, there are a few misconceptions you should address if you want to have a sales team ...
    Sales Training and Onboarding Software Market 2018 – Global Industry Analysis, Size, Share, Growth, Trends and Forecast 2023 - Press Release  Digital Journal"Sales Training and Onboarding Software"This report provides major statistics on the state of the industry and is a valuable source of guidance and direction for ...
    Channel chiefs and managers deserve better than ‘drive-by training’  Computer Dealer NewsMary Coppard, senior channel sales executive for SAP Canada, jokes she was recently “gifted” with seven new employees, none of whom have ever worked in ...
    Bigtincan Promises Unified Sales Learning, Coaching and Onboarding Platform with Fall Release  EContentDec 13, 2018. BEST PRACTICES SERIES. Team Collaboration, *Content* Development & Publishing · 3 Tips To Optimize Your Site For The Sales Event Of The ...
    29th & 30th January – Cardiff New To Sales - Accredited Sales Training -  Business News WalesThis course is designed to provide you with the essential techniques and strategies to understand the sales process and how to overcome objections.
    Entry Level Sales - Sales Training Program - Chandler, AZ (Greater Pho at CDW - The  Phoenix Business JournalAre you a soon to be or recent graduate eager to start or grow your sales career with a Fortune 200 industry leader? Are you passionate about technology?
    Integrity Solutions Launches Integrity Selling® Refresh! to Equip Seasoned Salespeople with Just-in-Time Learning and Tools to Drive Strong Performance  Business WireNASHVILLE--(BUSINESS WIRE)--The sales performance, coaching, and training innovator – Integrity Solutions – has released a learner-centered program that ...
    Becker: Who's your biggest competition? Look in the mirror  Kansas City Business JournalI had not thought about who is the real competition in nearly 40 years until someone asked me this question. “Hal when you were at Xerox, who was your biggest ...
    Product-based Sales Training Market Competitive Developmental and Business Overviews to 2023  ESC UniverseThe main objective of this study is to define, describe, and forecast the Product-based Sales Training market based on type, end-use industry, and region.
    Morata injury could make Sarri enter January sales  FRANCE 24London (AFP). Chelsea coach Maurizio Sarri is likely to assess the attacking talent on offer in the January transfer window after Alvaro Morata suffered an injury ...
    Are “Traditional” Selling Skills Even Relevant Anymore?  Business 2 CommunityCategorize this post as “thinking out loud.” I'm not sure what I think about this issue, so I'm using the post to help me think through it and to get your input and ...
    Have we had it wrong all these years?  Travel WeeklyDo you "sell" travel, or do you self-educate so that your expertise is in demand?
    A Wine Sales Trainer Pits Her Views Against Digital Marketing  ForbesAccording to Lynda Paulson, there's an old story in Napa/Sonoma wine countries: “Louis Martini told his tasting staff, 'if I catch you making a sales pitch for our ...
    How to sell: Hitesh Oberoi on hiring, training and retaining a ‘rockstar’ sales team  YourStoryIn an industry challenged with fierce competition and volume-driven top-line, building an effective sales strategy is a do or die situation. It's as simple as: you sell, ...
    Now introducing Sales Management 2.0 – All  All News Stories(AllNewsStories Editorial):- Newport Beach, Dec 13, 2018 (Issuewire.com) – As a CEO, there is a strong call to empowering a Sales Team. This has certainly ...
    Product-based Sales Training Market 2017-2021: Growth, Industry Analysis and Opportunities Forecast  DigiTribuneThis Product-based Sales Training Market reports offers a specific market study and outlook prospects of the market. The analysis covers major data that helps to ...
    Starcraft Promotes Mortrud to National Sales Manager  Inside INdiana BusinessTopeka-based Starcraft Inc. has promoted Aaron Mortrud to national sales manager. He has more than 12 years of RV sales experience and has been with the ...
    Allego Wins Gold in the 2018 Brandon Hall Group Excellence in Technology Awards  Business WireAllego today announced that its modern sales learning and coaching platform has won a coveted Brandon Hall Group Gold award for excellence in the Best.
    University of New Hampshire's New Sales Minor Employs Leading Technology from Selleration to Develop Student's Selling Skills  BenzingaSelleration, a leader in sales readiness solutions and the developer behind UPtick, a sales simulator platform that aids in onboarding, identifies skill ...
    Sales Leadership Is The Key To Executing Strategy  ForbesDuring my first year in sales, I made my quota. So did slightly less than half of the sales team. But what we all had in common, whether we hit our number or ...
    Allego's Modern Sales Learning Platform Wins Gold in Best in Biz Awards 2018  Business WireAllego today announced that it has been named a gold winner in the Enterprise Product of the Year - Sales Software category in the eighth annual Best.
    What Should You Look For When Conducting a Win-Loss Analysis?  Customer Think“Insanity is repeating the same behaviors and expecting different results.” How many sales organizations are headed down the path of insanity because they ...
    6 Tips for Training Your Retail Staff to Sell More  Independent RetailerWhether you're looking to ramp-up your December holiday sales or take advantage of downtime in the slower winter months, there's always a good reason to ...
    How to survive the era of the self-driving vehicle  Automotive NewsFor the next decade or two, the shift toward self-driving vehicles is likely to be incremental. But at some point, fully autonomous vehicles will be safe, reliable and ...
    Sales Training and Onboarding Software Market Growing at Steady CAGR to 2023  AlgosOnlineMarket Study Report newly added the Sales Training and Onboarding Software Market Report that gives meticulous investigation of current scenario of the ...
    Sales Trainer's comment: Anticipating customer behaviour can give you a sales advantage  CyclingIndustry.NewsSpotting the type of customer coming through your bike shop door can give you an advantage in anticipating their behaviour and, crucially, closing a sale.
    Muse Illuminate, the Ultimate Personal Development Monthly Kit  Broadway WorldMuse Illuminate, a new *service* providing personal development resources, literature and online training opportunities to individuals, is pleased to announce the ...
    Flying Embers - Market Sales Manager - Bay Area - BevNET.com Beverage Industry Job Listing  NOSHWe are seeking an enthusiastic and experienced sales professional to join our team and lead our efforts in the Bay Area. Only applicants who reside or are ...
    Product-based Sales Training Market with latest research report and Growth by 2025 Market Analysis, Size, Share, Trends, Key Vendors, Drivers and Forecast  The Flatland PostThe 2018 market research report on Global “Product-based Sales TrainingMarket” is a detailed study and analysis of the market by our industry professionals ...
    Why It's So Hard to Sell New Products  HBR.org DailyThomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why ...
    Sales from LGBT ‘Rainbow’ rosary promoted by Fr. James Martin funds pro-abortion groups  LifesiteProceeds from sales of the pro-LGBT rosary go to fund groups supportive of abortion and other causes in conflict with Catholic teaching.
    Alabama activists host protest training after Galleria shooting  AL.comSheena Williams participates in a nonviolent civil disobedience training course at Beloved Community Church in Birmingham on Dec. 8. ( Jonece Starr Dunigan ...
    Trucking companies looking to put drivers behind the wheel  WRTV IndianapolisThe American Trucking Association said the demand for drivers is so high the trucking industry would need to hire 90000 drivers a year through 2026 to fill the ...
    Gym time! From crawling, grappling to duck walking – how India is changing way it works out  The Financial ExpressFrom crawling and grappling to duck-walking and kettleball swinging, a series of unconventional workouts are gaining currency among the health-conscious in ...
    Social Media training workshop set for March 2019  INQUIRER.netAs the demand for Social Media expertise grows, so does the clamor for learning social media skills. ADVERTISEMENT. All marketing and sales professionals ...
    4 Ways to Jumpstart Service Revenue in 2019  Commercial IntegratorAlmo Professional A/V suggests four fairly easy and organic steps AV integration firms can take to jumpstart their *service* revenue in 2019.
    Realty Executives International Launches Exec University  Business WireSCOTTSDALE, Ariz.--(BUSINESS WIRE)--Realty Executives International, one of the nation's leading real estate companies for over 50 years, is excited to ...
    Bedding & Mattress Sales: What's Next  Furniture World MagazineFurniture World Magazine Article: : Bedding & Mattress Sales: What's Next, While plans have an annoying tendency to go haywire, having no plan at all is ...
    The Sales Pro Learning & Development Company is now Applied Excellence! - Press Release  Digital JournalSan Diego, California - 'The Sales Pro', a San Diego based highly distinguished and trusted sales training company, announces their new corporate identity as ...
    Sales Representative - Home Security Sales - Full Training at Defenders  L.A. BizDEFENDERS is a leader in the home security industry, providing safety and peace of mind to more than 1.5 million families nationwide. Since we emerged in ...
    Top 5 Things Sales Professionals Want in a Sales Academy  Customer ThinkSales professionals have an ever-expanding array of digital tools at hand. However, these digital solutions are not helping to the extent many expected. In fact ...
    Sales Performance Management Solutions Market Size, Status, Scope and Growth Prospects 2018  Central Florida Law JournalGlobal Sales Performance Management Solutions Market 2018 by Manufacturers, Regions, Type and Application, Forecast to 2023. The report presents an ...
    4 Ways to Make Sales Training Stick  ForbesSales training is an expensive—and necessary—investment. The challenge, then, becomes answering this question: Now that you made the investment in your ...
    Elara Caring Appoints Caroline Henderson as Chief Sales Officer  Business WireElara Caring, a newly formed company that brought together Great Lakes Caring, Jordan Health Services, and National Home Health Care, today announced.
    Outside Advertising Sales (College and University) job with The Chronicle of Higher Education | 382840  mediabistro.comOutside Advertising Sales (College and University) in Washington , Experienced (Non-Manager), Sales, Sales & Business Development with The Chronicle of ...
    How to Improve Distribution Revenue in 5 Easy Steps  MarTech SeriesAs buyers continue to evolve, it's imperative that sellers in all industries understand their buyer's need and wants. This is especially true as buyers can scan ...
    SalesBoost Joins Council of Hotel and Restaurant Trainers (CHART) As New Silver Partner  RestaurantNews.comWestfield, NJ (RestaurantNews.com) The Council of Hotel and Restaurant Trainers (CHART) is pleased to announce a new sponsor relationship with ...
    Sales Rep Crash and Burn Blamed on Employers' Failure to Launch  PR WebNearly 50% of high-performing sales reps identify the availability of onboarding as a key factor when considering a new position, however 62% of companies ...
    Columbia Sportswear hires Ruppe to double footwear sales  OregonLive.comApparel maker Columbia is determined to become more of a player in footwear. It has hired industry veteran Peter Ruppe with the mission to double footwear ...
    KAP7 Aquatic Storage Bin  SwimSwamStorage bins matter at all swimming pools and facilities. Swim teams, water polo teams and coaches have to manage endless products and training tools that.
    7 Sales Training Outcomes to Achieve Optimal Growth  ATDAs you develop sales training, you must define where you want to go and which metrics you need to move the needle.
    Sales Enablement Manager - FourKites, Inc.  Built In ChicagoFourKites, Inc. is hiring for a Sales Enablement Manager in Chicago. Find more details about the job and how to apply at Built In Chicago.
    Baseball/softball training facility open in South Elgin  Chicago Daily HeraldDirtbags Baseball, an indoor training facility for baseball and softball, opened last week in a 12000-square-foot space at 384 Sundown Road in South Elgin.
    Development strategy: how to implement creative change  TrainingZone.co.ukWhy introducing new skills and behaviours to key individuals is the first step to creative cultural transformation.
    Head-To-Head Analysis: Puxin (NEW) and GP Strategies (GPX)  Baseball Daily NewsPuxin (NYSE:NEW) and GP Strategies (NYSE:GPX) are both small-cap consumer discretionary companies, but which is the better stock? We will compare the ...
    13 Winning Sales Training Techniques  Forbes NowCouncil members offer advice on how to train new salespeople.
    Breast implants sales pitch and truck driver training: CBC's Marketplace consumer cheat sheet  CBC NewsCBC's Marketplace rounds up the consumer and health news you need from the week, including our investigation into how plastic surgeons market breast ...
    It's a bird, it's a plane, it's autogyro!  Hudson Star ObserverEver consider commuting to your office in the Cities using your personal helicopter? What about a quick trip to the Ozarks for a weekend getaway? How about ...
    Ticket reseller agrees to pay state $125K over marketing, sales practices  Lincoln Journal StarThe Nebraska Attorney General's office has reached a $125000 settlement with a ticket reseller over misleading marketing and sales practices that led ...
    VRMA: Working to Raise the Bar  VRM IntelIt's always great to have the opportunity to contribute to an issue of VRM Intel. The Vacation Rental Management Association (VRMA) is excited to be partnering ...
    Global Sales Training and Onboarding Software Market Highlights by Competitive Scenario with Impact of New Innovations, Drivers and Challenges to 2023: Showpad, MindTickle, Lessonly, Allego, Brainshark, Bridge, LevelJump  openPRAnother report titled Global Sales Training And Onboarding Software Market speaks to the present situation of the market, and in light of top to bottom ...
    Excellence in E-Learning  Chief Learning OfficerExcellence in E-Learning recognizes vendors that have rolled out an innovative and effective e-learning program or suite for a client.
    Consultants Team Up to Add Value for Clients  Business ExaminerKELOWNA – Three is better than one. So says John Glennon of Sandler Training, who has teamed up with two other independent business owners, James ...
    JOBS: UK & Ireland Technical Sales Representative, Lyon Work and Rescue  UKC NewsLyon Work and Rescue is a leading supplier and manufacturer of specialist access, positioning and protection equipment for working at height and technical ...
    Insurance Sales Agent at NAA James Hill  L.A. BizInsurance Sales Agent at NAA James Hill - Insurance Sales Agent The J and J Alliance, in partnership with The Alliance, is sales and marketing organization ...
    Here's An Interview Question To Test If Candidates Are Problem Solvers Or Problem Bringers  ForbesProblem bringers bring problems because it's how they're attitudinally wired to behave. Getting these low performers to change isn't easy, so wouldn't it be ...
    Form 424B4 Legacy Housing Corp  StreetInsider.comUse these links to rapidly review the document. TABLE OF CONTENTS INDEX TO FINANCIAL STATEMENTS. Table of Contents. Filed Pursuant to Rule ...
    Rosy picture for girls' achievement is not as it seems  The Sydney Morning HeraldGirls are leaving boys in the dust. That's a storyline you often hear around this time of the year as school leavers get their final marks. Headlines inevitably draw ...
    St. Cloud city leaders unveil $24 million plan for sports facilities  Star TribuneStarting next month, city leaders plan to lobby legislators.
    Boston Red Sox hope World Series triumph boosts spring training ticket sales  The News-PressWith the Red Sox winning a World Series, spring training euphoria is on the way to Fort Myers in mid-February, when pitchers and catchers report.
    Tailoring Training for Different Sales Roles  ATDWhat carries the sales professional from participation in training to the point where they are fluent in using what they learned?
    Dozens of applicants vie for seat on Collier sales tax oversight committee  Naples Daily NewsApplicants for for a seat on the seven-member oversight committee include lawyers, teachers and former Fortune 500 executives.
    Aligning Sales Training for a Better Product Launch  ATDLaunching a new product is a tremendous opportunity to boost revenue and expand to new markets. But most companies miss out on this golden opportunity.
    Allego Ranked 4th Fastest Growing Software Company in New England on Deloitte's 2018 Technology Fast 500™  Business WireAllego today announced it ranked 161st overall on Deloitte's Technology Fast 500™, a ranking of the 500 fastest growing technology, media, telecommuni.
    Master Agent Matchmaking: 8 Areas to Examine When Making Your Choice  Channel PartnersFinding the best master agent with which to team can be a bit of a matchmaking challenge for channel partners. Like any other long-term relationship, it starts ...
    70 Job Openings In Odenton  Odenton, MD PatchJobs at Freedom Wheels, Mission BBQ, Avon, Kalven Technologies, Caruso Homes; Odenton Patch Jobs Board has more openings.
    Looking for another way to help Camp Fire victims? You can “adopt” a family  East Bay TimesCHICO — It is a simple concept — to help one family impacted by the Camp Fire. That idea has appealed to thousands of people looking for a way to help fire ...
    The role of creativity in sales training  Training JournalTony Hughes uses a powerful example from healthcare to illustrate why creativity might be the answer to better sales training.
    Gamify Sales Training to Boost Learning Transfer  ATDLearning that is fun and engaging—with a healthy bit of friendly competition thrown in—works well within a sales culture.
    11 ways to get salespeople to attend sales training meetings  Training JournalGetting commission-based salespeople to show up for sales training can be like trying to herd cats. You survey them, asking 'How can the firm support your ...
    Police: Real estate sales rep found dead in Hanover model home in apparent homicide  CapitalGazette.comPolice say Steven Bernard Wilson, 33, of Annapolis, was found dead inside a model home in Hanover in an apparent homicide.
    Selling Power Releases List of Leading Sales Enablement Consultants 2019  PR WebFredericksburg, VA (PRWEB) December 05, 2018 -- Selling Power is pleased to announce its list of Leading Sales Enablement Consultants 2019.
    M&R Capital Management Decreased Position in Church & Dwight Com (CHD) as Share Value Rose; Coca (KO) Market Value Rose While Beck Mack & Oliver Lowered by $312,708 Its Holding  The FinExaminerM&R Capital Management Inc decreased its stake in Church & Dwight Inc Com (CHD) by 18.32% based on its latest 2018Q3 regulatory filing with the SEC.
    Area nonprofit groups offer holiday wish lists  Journal Gazette and Times-CourierDuring the holiday season, many people look for worthy causes to which they can contribute. The following list is of many area organizations and items, ...
    Samsung closes Chinese smartphone factory as sales slow  TechRadarTianjin factory was one of two Samsung factories in China.

  • 22 Closes For Real Estate Agents To Make The Sale

    All closes are not created equal. Top producers realize every... Read More

    Why Salespeople Dont Take Risks

    Proponents of traditional sales training simply teach the material, sometimes... Read More

    The Choice between Yes and Yes: A Psychological Revelation

    Three year old Kara was throwing a tantrum. She didn't... Read More

    Sales Language: Whats Wrong with But?

    Language is one of the most important tools you have... Read More

    9 TIPS: Dont Sell Me - Persuade Me

    We all have something in our past we believe someone... Read More

    How To Stop Chasing Prospects Forever!

    Perhaps the biggest challenge faced by salespeople is the problem... Read More

    Elearning Is Dead - Long Live Blended Learning!

    There is little doubt that eLearning has not achieved the... Read More

    The Makings of a Salesman

    Salesmanship is the force that moves business. Without it all... Read More

    As They Approcah the Finish Line... The Winner Is?

    Recently, right before I was about to deliver a motivational... Read More

    Just Ask

    For the 'big three' automobile sales consultants, the 'employee discount... Read More

    Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

    To listen to your customer is important, and to hear... Read More

    Make More Sales By Creating How To Use It Product Updates

    Do you have any idea what your customers have experienced... Read More

    Increase Your Influence, Increase Your Sales

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

    How To Write A Solution - Savvy Sales Letter to To Get Clients

    Too many sales letters are shaped into paper airplanes and... Read More

    The First Step to Stress-Free Selling (TM)

    Step 1: Get Ready - Create a foundation you can... Read More

    Top 5 Characteristics of Great Salespeople

    I am a big believer that great salespeople generally realize... Read More

    Prospecting: Not A Wild Goose Chase... Its A HUNT

    Prospecting for future customers can be fun if you approach... Read More

    How To Give Your Sales Job A Strategic Tune-up

    In happens every year in June.Six months down and six... Read More

    Sales 101

    For many individuals in business the hardest part is selling.... Read More

    Cross-selling for Increased Sales, Profits, and Customer Satisfaction

    Cross-selling - the art of selling for non-salespeopleCross-selling is the... Read More

    Customers Want You to Ask for the Money

    Many years ago, I was the one starting a small... Read More

    The Truth About Sale Success!

    Bill Brooks of The Brooks Group wrote an article several... Read More

    How to Reduce Sales Resistance

    Sales resistance is a fact of life for most sales... Read More

    Hello! I Cant Sell!

    What's that you say? You can't sell?Oh, you must be... Read More

    Leverage Avoidance Values for Irresistible Selling

    What are values? Values are filters that everyone uses to... Read More