Use Pain To Get Commitments

Whenever I speak with new salesreps and entrepreneurs, I hear a similar frustration:

"I call a lot of prospects each week, most of which are really hard to get a hold of. When I do get someone on the line, I am thrilled just to talk to them. I sell a great product, yet very few of these people actually buy, even though they sound very interested."

So I usually ask them, "Did you get a commitment?"

The answer is... well you can guess the answer. Without a commitment, you are left hanging as to whether or not the sale is really moving forward.

Now this doesn't happen only with new salespeople. It happens with experienced salespeople also. I see experienced salespeople going after competitive deals all the time, forgoing commitments in the process. This is usually rationalized away as "I had to, otherwise the prospect would have cut me out of the deal".

Buyers love to do this to salespeople. To the extent that there is such a thing as "buyers school", they are taught to get multiple vendors bidding on a deal so that the prospect maintains control (for those of you in high-tech sales, I know that Gartner Group used to run seminars on how to manipulate vendors like this).

So instead many salespeople spend lots of time preparing price quotations, proposals, product demonstrations, arranging customer reference calls and site visits without knowing whether or not they will get the business.

Selling is a process of continuous negotiation and trading. I give you some of my time, you give me some of your time. I give you my product information, you agree to read it and tell me what you think about it. I give you a presentation, you agree to give me a decision upon completion of the presentation.

Selling is a series of incremental closes then, each one of which moves us closer to the sale. This is the most effective way to approach "closing". The "big close" doesn't exist here (it doesn't need to). You are being respectful of both the prospect, and most importantly, you are being respectful of yourself.

These incremental closes can occur within a single sales call, where you get the sale in one meeting. Or it can happen over the course of many days weeks or months as you work with multiple decision-makers in a large business-to- business sale.

So how is this done?

The key is to remember that anything and everything that a prospect wants is leverage in negotiating for incremental commitments.

Everything. Product info, names of customers, price quotations, proposals, product demonstrations, customer reference calls, meetings with your company experts. All of these things potentially represent value to your prospect.

Ultimately the prospect wants a solution to her pain. Each of these things represents a way of exploring and proving whether or not you offer that. You must learn to use the prospect's pain to get incremental commitments.

How? Simple. If the prospect really wants to solve her pain, then she will give you a commitment. Remind her of her pain. Then ask and be firm. If she won't give you a commitment, then either the pain is not important enough for her to solve, or you are not being taken seriously as a vendor.

You must negotiate the process of the sale with your prospect. You want to set the rules for what can and cannot happen during the sales cycle, and for what you should both expect of each other. Then negotiate for an advance of the sale for each offer of additional value on your part.

If her pain is not big enough to give you a commitment in the beginning, then it is almost certain you will not get a sale at the end. So stop here and move on to the next prospect. Offer to come back when she is serious about solving the problem.

Do not fall into the trap of believing that you have to demo / show / give away your info without any commitment. In retail sales this is the norm. Retail salespeople are paid to be on the floor talking to prospects, answering questions, and giving out free info, demos, brochures, etc. Everyone else should not sell this way. Unfortunately for the rest of us, most people's experience buying is in the retail world.

Oh, and don't go out and buy a book of closing techniques. If I hear another sales rep start a close with "If I could show you a way...", I will throw-up!

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

In The News:

Microsoft resumes sales of Huawei laptops online  CNBCThe action reflects the evolving dynamic for U.S. companies that have done business with Huawei, which has been caught in the middle of growing U.S.-China ...
Sales and deals of the day: save $300 on Microsoft Surface Laptop 2  Business InsiderWe rounded up the best sales and deals happening online today, with savings on the Microsoft Surface Laptop 2 and Foot Locker online orders.
Huawei smartphone sales hit amid US curbs  BBC NewsHuawei founder Ren Zhengfei has said international sales of the Chinese telecoms giant's handsets have sunk 40% in the past month as a US-led backlash ...
Gold off 14-month peak as strong US retail sales data lifts dollar  MoneycontrolGold prices on Monday edged away from a 14-month peak hit in the previous session, with the dollar gaining after encouraging U.S. retail sales data tempered ...
TV makers pinning hopes on India's performance in World Cup for sales growth  LivemintNEW DELHI: Television manufacturers are hoping for an exuberant performance from India in the cricket world cup to see their sales grow by around 20% in a ...
Prasad Sankaran elevated as Head-Sales & Marketing at MMTV Limited  Exchange4MediaHe earlier held the position of Regional Head-Sales, Mumbai.
2nd-gen Honda Amaze crosses 1 lakh sales milestone, company launches new Ace edition of the compact sedan  India TodayThe second-generation Honda Amaze has crossed 1 lakh sales milestone in India since its launch in the country in May 2018. With just 13 months taken to ...
Beer sales in Telangana at record high as temperature soars  MoneycontrolThe Telangana State Beverages Corporation Limited sold 61 lakh cases of beer in May, the highest-ever for the month.
Iran's Parliament Approves Severe Punishments for Acid Attacks, Fails to Restrict Sales  International Campaign for Human Rights in IranThe Iranian Parliament has approved a bill that if enacted into law would allow courts to impose severe punishments including the death penalty against ...
Wafer maker Siltronics warns U.S.-China trade tussle to hit sales, profits  Euronews EnglishFRANKFURT (Reuters) – Siltronic, a German maker of wafers used to make silicon chips, became the latest firm in the semiconductor industry to warn that U.S. ...
Large-screen TV sales soar up to 100% as World Cup fever grips fans  MoneycontrolConsumer electronics makers as Sony, Samsung, LG and Panasonic have reported up to 100 pc jump in sales of large-screen TVs (55-inch and above) ...
Chanel Surpasses $11 Billion in Sales, Dismisses Rumours of Imminent Sale | News & Analysis | BoF  The Business of FashionLONDON, United Kingdom — It's been a year of tremendous upheaval for Chanel. The passing of long-time brand steward Karl Lagerfeld in February 2019 ...
Real estate index gains the most as sales volume picks up pace  LivemintNew launches under Real Estate (Regulation and Development) Act have seen a sharp rise, leading to higher sales.The once unorganized real estate sector is ...
7 Ways Sales Teams Can Set Better Goals  Harvard Business ReviewMost sales forces use sales goals to focus attention on what's important and give salespeople direction about what to do. Goals energize people and encourage ...
Pennsylvania breweries might dodge sales tax bullet set to take effect on July 1  The Philadelphia InquirerWithout relief under a bill that passed the Pennsylvania House last week and is now under consideration in the Senate, Pennsylvania brewers will have to start ...
Robust home sales draw 2 new furniture stores to South Portland  Press HeraldWell-heeled home buyers are drawing attention from out-of-state furniture chains, two of which announced plans to open stores in Greater Portland.
May Retail Sales Report: Relief for the Economy?  Market RealistOn June 14, the U.S. Census Bureau announced the advance estimates for US retail and food services sales in May. According to the data, consumer spending ...
Maruti Celerio Tops Hyundai Santro In Demand, WagonR Leads Segment In May 2019  CarDekhoThe compact hatchback segment on the whole saw a drop in MoM demand by 7.76 per cent.
Global ad sales growth continues to cool in 2019, Magna says  AdAge.comGlobal ad sales growth will continue to slow this year, according to a new report from ad forecaster Magna. Ad revenue will grow 5 percent in 2019, nearing ...
Honor 20 reaches 1 million sales in 14 days - GSMArena.com news  GSMArena.comThe Honor 20 series was introduced almost a month ago in the middle of the dumpster fire that is the China-US trade war, taking Huawei as a hostage in the...
Hello, Cannes. Plus, 2019 ad sales growth slows: Monday Wake-Up Call  AdAge.comWelcome to Ad Age's Wake-Up Call, our daily roundup of advertising, marketing, media and digital news. You can get an audio version of this briefing on your ...
Turkish property sales to foreigners keep up with strong performance, post all-time high in 5 months of…  Daily SabahKeeping up with a skyrocketing rise, Turkey's property market saw its best May ever in real estate sales to foreigners across the country. What's more, the...
Cars, trucks worst hit as auto sales race downhill in May  LivemintTumbling auto sales in May reinforce the gloom surrounding auto firms. Data released by the Society for Indian Automobile Manufacturers Ltd on Tuesday ...
Broadway play 'Hillary and Clinton' closing early due to low ticket sales  Fox NewsA Broadway depiction of former President Bill Clinton and former First Lady Hillary Clinton will be ending its run one month early due to underwelming ticket ...
Vehicle makers can't rev sales  INQUIRER.netVehicle and truck manufacturers had a flat sales performance in May, selling 30998 units as the industry still tries to recover from last year's decline.
Used truck sales dropped 14 percent in May, down 22 percent from a year earlier  FreightWavesPreliminary used truck sales in the heaviest weight segment – Class 8 – dropped 22 percent in May compared with the May 2018.
This week in Auto: India watches as China EV sales cool down; car sales slump by 21%  MoneycontrolHere's a list of all the major developments in the auto space.
The top 20 drugs by 2018 US sales  FiercePharmaTake a look at most global drugmakers' income statements, and it's obvious the U.S. is all-important for pharma. Sales in the country typically outshine those in ...
For Stricken Boeing, Paris Air Show Is About More Than Jet Sales  BloombergThe Paris Air Show is normally all about jetliner deals as Airbus SE and Boeing Co. compete to parade contracts worth tens of billions of dollars that can account ...
Big Apple Circus cancels arena tour amid low ticket sales, internal email shows  The Philadelphia InquirerThe Big Apple Circus, after playing its last show in Oaks, Pa. on Sunday after a month-long run, has canceled its arena tour, which was set to visit five cities ...
Amazon Prime Day 2019: Leaked start date, plus some items already on sale  CNETWe continue to watch for pre-Prime Day sales while gathering up the best tips and tricks for maximizing your savings.
Automobile sales drop 7.5% YoY in May 2019, two-wheeler worst hit: FADA  Business StandardAutomobile retail sales dropped by 7.5 per cent year-on-year (YoY) in May 2019 to 17,71,920 units from 19,14,795 units in May 2018. Earlier this week, the ...
Symantec’s ‘Extraordinarily Depressed’ Stock Could Rise With Job Cuts, Asset Sales  Barron'sMizuho Securities analyst Gregg Moskowitz raised his rating on Symantec stock (ticker: SYMC) to Buy from Neutral, while edging up his price target to $23 from ...
Waterville couple guilty in sales tax shortage case  Toledo BladeA Waterville couple entered pleas Monday in Lucas County Common Pleas Court in connection to falsifying car title documents and failing to pay sales taxes ...
Target register malfunction could have cost $50M in sales: Report  Fox BusinessThe Minnesota-based retailer blamed the outage on an “internal technology issue” that caused registers to malfunction across the country for about two hours on ...
Singapore’s Luxury Condos Helped Boost Property Sales in May  BloombergProperty sales in Singapore jumped 30% last month, led by demand for luxury condos. A total of 952 private homes were sold in May, up from 735 in April, ...
Driven by Tesla’s Model 3, electric car sales rise fast in Bay Area  San Francisco ChronicleThree years ago, Ross Marabella put down a reservation for the Tesla Model 3. He was eager to swap out his 2005 Honda Accord. Tesla finally delivered the ...
Production cuts restrict decline in retail sales of vehicles to 7.5% in May  LivemintNew Delhi: Retail sales of vehicles across categories declined by 7.5% to 1.77 million units in May, impacted by a slowing domestic economy and continuing ...
H&M Sees Sales Growth of 5.5 Percent in April and May  National Real Estate InvestorFast fashion retailer H&M posted sales growth of 5.5 percent in April and May, but that was below the figure posted in March.
Strong Retail Sales Report Counting Upward Revisions  MishTalkThe May retail sales number missed expectations slightly but the Census Bureau upgraded April from -0.2% to +0.3%.
Shaky top management, puny sales, sagging brand image: Nissan India is fast running out of fuel  Economic TimesAs new products flop and dealers down shutters, Nissan struggles to stay relevant in India. The recent exit of Thomas Kuehl, head of its operations in India, will ...
Fresh woes for Tata Motors as Jaguar Land Rover’s sales drop across regions  LivemintJaguar Land Rover Ltd, the UK subsidiary of Tata Motors Ltd, is not out of the woods yet. The 12.2% sales decline in May makes it the twelfth consecutive month ...
DC home sales prices hit 10-year May record, realtors association finds  Curbed DCThe District saw its highest May median sales price for homes in a decade last month, recent data from the Greater Capital Area Association of Realtors ...
How BMW is trying to spark plug-in hybrid sales  Automotive NewsBMW is relying heavily on its growing lineup of plug-in hybrids to cut its fleet CO2 emissions in Europe to avoid stiff EU fines.
Erdoğan touts tax-free forex sales for exporters  Hurriyet Daily NewsTurkey's president on June 16 touted the benefits for Turkish exporters in their being exempt from taxes over foreign currency purchases.
Anaheim, Orange, Villa Park home sales drop 11% in biggest O.C. slump since ’12  OCRegisterHomebuying in Anaheim, Orange and Villa Park fell 11% in what was Orange County's slowest nine months of sales since 2012. For nine consecutive months ...
Sotheby's Announces Its Biggest Sale — Itself — For $3.7 Billion  NPRThe deal puts the auction house, which was founded in 1744, on a path to becoming a private company again.
Did Retail Sales Benefit the Consumer Sector in May?  Market RealistConsumer spending has taken a backseat in the first quarter. The US economy is facing headwinds like slower tax refunds, declining job numbers, and ...
3rd Century Roman Coin Found in a Field Breaks Auction Sales Record  The Vintage NewsA gold Roman coin has just set a new record at auction. Many a metal detectorist is fueled by fantasy, but one 30-year-old man succeeded beyond many.
U.S. Retail Sales Increased in May  The Wall Street JournalAmerican shoppers ramped up their spending in May, a boost to the economy this spring. Retail sales increased 0.5% last month.
Mattel (MAT) Launches Hot Wheels id, Eyes Sales Growth  Yahoo FinanceMattel, Inc. MAT is making every effort to revive its declining sales. The company has launched Hot Wheels id, the evolution of the Hot Wheels brand.
Pharma sales growth hit 19-month low in May as product launches slowed down  Business StandardThe domestic pharmaceuticals market clocked 7 per cent year-on-year (YoY) growth in May, the lowest since October 2017, when it registered a growth of 4.9 ...
Auto firms face bleak outlook, with no end to the gloom in sight  LivemintMUMBAI: Sales of automobiles have been falling for sometime now, prompting manufacturers to cut production to align supply with retail demand and existing ...
7 paid iPhone apps on sale for free on June 17th  BGRWe're starting off the new week with a terrific roundup of paid iPhone and iPad apps on sale for free for a limited time. You'll find seven different apps in today's ...
Soaring temperatures fire up sales of ACs  Times of IndiaIndia Business News: NEW DELHI: AC sales are on fire, charged up by the scorching heat across many parts of the country.
Sales Of Nissan e-NV200 Electric Vans Up 200% In UK  CleanTechnicaJune 17th, 2019 by Steve Hanley. Electric car drivers are beset with range anxiety concerns. Even though they rarely travel more than 30 miles from home, there ...
Orlando housing prices, sales and inventory increase  Orlando WeeklyThe Orlando Regional Realtor Association released its report on May's housing market, showing that sales, median home prices and inventory are all on the rise ...
Hyundai Venue Almost Neck And Neck With Vitara Brezza In May 2019 Sales  CarDekhoThe Venue's arrival has dealt a serious blow to the Vitara Brezza's monopoly in the segment.
Sweltering summer is pushing up AC sales, but will margins improve?  LivemintAnalysts are pegging AC sales growth at 20-25% year-on-year in April and May, based on dealer feedback.This is welcome news for investors in these firms, ...
Record ice cream sales for Mackie's over bubble tea popularity  BBC NewsA Scottish ice cream producer says its popularity in an East Asian drink is behind record sales of more than £15m. Mackie's of Scotland has seen growth of more ...
Auto sales go from bad to worse, fall 21% in May  LivemintSales of passenger vehicles register the steepest decline in nearly 18 years.Top carmakers such as Maruti Suzuki have been forced to close factories ...
In May 2019 Plug-In EV Car Sales In The Netherlands Tripled  InsideEVsThe Netherlands is currently one of the hottest plug-in electric car market in Europe, especially in terms of growth and market share.
Median prices, home sales see jump in Nashville market compared to 2018  WZTVNASHVILLE, Tenn. --Home sales in the Nashville market saw an increase in May along with a rise in median sales prices compared to the same month last year.
Jennifer Lopez 'Its My Party' Tour Tanking In Ticket Sales  Radar OnlineOh no, J.Lo! RadarOnline.com can exclusively reveal Jennifer Lopez's latest tour is tanking in ticket sales. In fact, the diva songstress, currently engaged to Alex ...
Tesla Directors Brad Buss and Antonio Gracias Stepped Up Stock Sales  Barron'sTwo Tesla directors, Brad Buss and Antonio J. Gracias, have sold significantly more Tesla stock this year than in 2018, accounting for 73% of the insider selling ...
US Air Ticket Sales Rose 4.77 Percent Year Over Year  Business Travel NewsThe consolidated dollar value of airline tickets sold by U.S.-based travel agencies increased 4.77 percent year over year in May, totaling $9.2 billion for the ...
Trump Administration Is Split Over Arms Sale to Taiwan  The Wall Street JournalAs the U.S. pursues the sale of more than $2 billion of tanks and other weapons to Taiwan, the Trump administration is split over the potential repercussions the ...
Huawei braces for 60% fall in international sales  The Irish TimesChinese phone maker expects US sanctions to hit revenue by $30bn over next two years.
Maruti Ciaz sales surpass Hyundai Verna and Honda City in May 2019  RushLaneAmong the C Segment sedans, Maruti Ciaz, Hyundai Verna and Honda City scored at the top 3 position in terms of sales in May 2019, controlling more than 80 ...
Patanjali's global ambitions hobbled by missteps; sales plunge for 2 consecutive years  Business TodayPatanjali's sales plunged 10% to Rs 8100 crore in FY18, and in the last fiscal year, it likely deteriorated further, say analysts.
Allow sales or 'incur pain'? Suburbs weighing legal pot shop regulations  Chicago Daily HeraldRecreational use of marijuana is legal come Jan. 1, but suburban community leaders are weighing whether to allow pot sales in their towns.
Cannabis seizures double at U.S. border after sales legalized here  StCatharinesStandard.caMarijuana seizures at the U.S. border have increased dramatically since cannabis was legalized for sale in Canada. Since October when online sales started, ...
Eureka Man Arrested In Castaic For Felony Narcotics Sales  KHTS RadioDeputies with the Santa Clarita Valley Sheriff's Station Summer Crime Enforcement Team arrested a man in Castaic Saturday for allegedly being in...
Tata Motors' JLR sales decline 12.2% in May on weak demand in China  Business TodayJaguar Land Rover (JLR), the UK subsidiary of Tata Motors, on Tuesday reported a decline of 12.2 per cent on year-on-year basis in retail sales in May at 42370 ...
Colorado has now made more than $1 billion from pot sales  CNNColorado, the pioneering state for pot peddling, has now made more than $1 billion in revenue since it legalized marijuana sales in 2014.
Dairy firm Lacto Japan to set up sales unit in PH  ABS-CBN NewsDairy product trader Lacto Japan Co. is foraying into the Philippines to meet growing dairy demand there.
KTM Overtakes Harley-Davidson In 2018 Bike Sales  NDTV NewsKTM sold 2,61,000 bikes worldwide in 2018, selling approximately 35,000 more motorcycles than Harley-Davidson did in outright motorcycle sales. So, in ...
Tesla Makes Last Hard Push To Break Record Sales This Quarter  OilPrice.comTesla is well on its way to having a record sales quarter, and is currently delivering a thousand cars per day on average this month.
Madonna’s Promoter Combats NY Post’s ‘Absolute Lies’ About ‘Sluggish’ Ticket Sales  VarietyAfter a New York Post story about Madonna's supposedly "sluggish ticket sales," Live Nation fought back against the paper's "absolute lies."
UK charts: Sony's Days of Play sale means no change at the top  GamesIndustry.bizThe power of price promotions continues to shape the retail charts as PlayStation titles dominate the Top Ten. Sony's Days of Play sale kicked off before E3, ...
PARIS: Russia upbeat on arms sales, despite 'unfair competition'  FlightglobalRussia is promoting a full range of aerospace products at the show, as it looks to build on a strong sales performance in the defence sector last year. Moscow's ...
Long Island Nassau Suffolk Home Sales Prices Inventory  The Real DealThe year-over-year numbers in May gleaned from the region's MLS saw home prices in Suffolk County hit a decade-long high.
Tata Motors Group global sales fall 23 per cent to 82,374 units in May 2019  India TodayTata Motors Group's global sales have fallen 23 per cent to 82,374 units in May 2019. The figure includes the units sold by Jaguar Land Rover (JLR) as well.
Priciest home sales in Nesconset  Long Island Business NewsThe three highest-priced home sales in Nesconset last month ranged from $489000 to $500000.
WWE Taking Drastic Measures Due To Poor Stomping Grounds Ticket Sales  Ringside NewsWWE's next pay-per-view event is next Sunday. That means both RAW and SmackDown Live will be go-home shows this week for a pay-per-view. It might not ...
Mississippi sales tax holiday: When is it? What are the rules?  Hattiesburg AmericanFor one day in July, shoppers in Mississippi won't have to pay sales tax on their purchases.
Two-wheeler inventories up as May sales dip 8.6%  Economic TimesMumbai:Inventories of two-wheelers at dealerships have piled up with the addition of 300,000 more units in April and May with most manufacturers avoiding ...
North Bay commercial real estate lease, sale transactions for June 17, 2019  North Bay Business JournalHere are the latest business leads from commercial real estate leases and sales in San Francisco North Bay counties of Sonoma, Solano, Marin and Napa.
Flipkart dominates India's online smartphone sales in 2019; Amazon leads premium segment  YourStoryMore than half of the smartphones sold online in Q1 2019 were on Flipkart. Amazon grabbed a lion's share of premium category sales with exclusive ...
Facebook: Oculus Quest content sales hit $5 million in 2 weeks  VentureBeatFacebook's VP of AR/VR Andrew Bosworth reportedly said that Quest had seen $5 million in *content* sales in the first two weeks of launch.
Future Retail’s sales growth up, but rising debt plays spoilsport  LivemintThe company's net debt stood at ₹2301 crore as on 31 March, rising almost ₹1260 crore over a year ago.Overall, Future Retail's revenue increased by nearly ...
French EV Sales Up 34% In May 2019  CleanTechnicaJune 15th, 2019 by Jose Pontes. The French plug-in electric vehicle (PEV) market scored 4,051 registrations in May, up 34% year over year (YoY), with fully ...
Fed Cut Looks Less Urgent After Pickups at Stores, Factories  BloombergU.S. stores and factories reported a pickup in activity last month, suggesting the economy is humming along without an urgent need for the Federal Reserve to ...
Sluggish electric car sales raise emissions challenge  The Australian Financial ReviewSlow uptake of electric cars in the domestic market means Australia's carbon emissions from passenger vehicles are likely to continue to increase until 2029, ...
Florida Company Sued Over Sales of Skimpy Health Plans  The New York TimesA lawsuit accuses Health Insurance Innovations of defrauding consumers who were misled into buying plans that left them with thousands of dollars in medical ...
The winter sales are on ... here's what you should be buying  The AgeWhen it comes to shopping at the sales, most people can be separated into two groups: those who have a plan, a target list and stick to it; and those who are ...
Mercedes elevates Santosh Iyer as head of sales and marketing  MoneycontrolIyer, who is currently Vice President of Customer *Service* and Corporate Affairs succeeds Michael Jopp who assumes the new responsibility of head of sales and ...
Private home sales climb 30% in May | Video  CNAPrivate homes climbed nearly 30 per cent month-on-month in May, but with more homes launched than sold in almost every month this year, there is ...
This Weekend's Best Sales: H&M, Wayfair, Urban Outfitters & More  E! NEWSWe love these products, and we hope you do too. E! has affiliate relationships, so we may get a small share of the revenue from your purchases. Items are sold ...
After a poor start, Tesla CEO Elon Musk predicts record output, sales in Q2  LivemintMountain View (US): Tesla CEO Elon Musk is assuring the company's shareholders that the electric car maker is on pace to set manufacturing and sales records ...

Finding a Used Mannequin

Many stores on a budget choose to buy a used... Read More

6 Creative Questions To Move From HOW Are You To WHO Are You

Imagine you just met someone new. The formalities of names,... Read More

3 Ways To Sell and Have Fun Doing It

There are many ways to sell and have fun doing... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

Planning to Realize Your Goals

Recently, I wrote about about creating specific, compelling goals that... Read More

A Look at Child Mannequins

Not all mannequins are made to look like full-grown adults.... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

Everyones Favorite Topic - 3 Tips for How To

I believe that everyone understands that no matter what business... Read More

Turn Your Wisdom Into a Workshop

The Technical Revolution has done a lot for us --... Read More

Open Your Introduction With A Firecracker Moment

The number one requirement, whether you are a business owner... Read More

Obtaining Self-Confidence

A reader recently asked me the following: "I enjoyed the... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

Listen! How to Sell More by Listening More!

In my opinion, one of the biggest skills of being... Read More

How To Dramatically Improve Sales Closing Ratios

A closing question asks for a final decision. A trial-closing... Read More

Cracking The Billable Hours Ceiling

How many of you made as much money as you... Read More

How to Build Sales With Extended Benefits

An area that can become profitable for many businesses in... Read More

Ten Quick Etiquette Tips for Business Lunches

Knowing what to do when meeting a prospective client forlunch,... Read More

Never Stop Selling

The question: "When should a growing company slow down its... Read More

To Buy or Not to Buy? Motivating Your Customers to Take Action!

All customers have a choice to make. Sometimes that choice... Read More

Why USPs Dont Work

The USP (Unique Selling Proposition) is based on the assumption... Read More

Casual Networking

What comes to mind when you think of networking --... Read More

Peddlers, Hucksters, & Empty Suits

Ever feel like you were "just a salesperson"? I think... Read More

How to Write Effective Selling Proposals

Depending upon how much you enjoy writing, writing sales proposals... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More