Consulting Versus Selling

Consulting Vs Selling, How we can make sales by not doing selling but consulting. As we know, everybody loves to buy but hates to be sold. We need to engage in non-manipulative selling, and ask deeper questions that will make the sale.

View Yourself As A Consultant

One particular self-image possessed by high-achieving salespeople is that they see themselves as consultants rather than as salespersons. They see themselves as problem solvers with their products or services rather than as vendors looking for someone who will trade them money for what they have to offer.

Approach Them As Clients

They do not approach their customers with hat in hand, hoping for a sale. They approach their "clients" with the attitude that they are consultants calling on the prospect to help him or her solve a problem or achieve a goal.

Ask Questions And Listen Carefully

Seeing themselves as consultants, they ask questions carefully and listen intently. They focus all of their energies on understanding the customer's situation so that they can make intelligent recommendations based on what the customer really wants and needs.

Become An Expert In Your Field

As consultants, they recognize that they must be experts, authorities in their field. They know their products and services from one end to the other. They invest many hours familiarizing themselves with every single detail of what they sell, and of what their competitors sell as well. They know the strengths and weaknesses, the advantages and shortcomings, the features and benefits of what they are offering. They have excellent product knowledge, which their customers can sense and which gives both themselves and their customers greater confidence throughout the sales conversation.

Differentiate Yourself from Your Competitors

Top salespeople, positioning themselves as consultants, see themselves as resources for their clients. They see themselves and carry themselves as advisors, mentors and friends. They become emotionally involved in their transactions and they are generally concerned that their product or service be the ideal solution to the real needs of the prospects they are dealing with. They differentiate themselves from their competitors by being more concerned with helping their prospects than with selling their products or services. Their customers often feel that they care more about them than they care about making a sale. And it's true.

Action Exercises

Here are two things you can do immediately to put these ideas into action.

First, see yourself as a problem-solver rather than as a salesperson. Take sufficient time to understand the prospect's real need before you start selling.

Second, think of ways to tailor your product or service to your customer's needs so that he sees what you sell as the ideal solution for him.

Gordon Goh is author of the free, informative website Simply Motivation offering quality useful tips for Motivation.

In The News:

Reliance Retail outperforms, aided by telecom, fuel sales  Economic TimesThe core retail margin is higher compared with the connectivity and fuel marketing segments.
US home sales fall 1.7% with prices high and supply low  Spectrum News 1WASHINGTON (AP) — U.S. home sales tumbled 1.7% in June, with rising prices and a scarce supply locking out many Americans from ownership. The National ...
TVS Motors braves slowdown in Q1, but uncertainty in sales loom ahead  LivemintTVS Motor's 7.2% year-on-year growth in Q1FY20 net sales to ₹4468.6 crore is impressive.While the management is confident of some revival in the festive ...
Hyundai Venue sales overtake Creta in June 2019  Autocar IndiaThe Hyundai Venue climbed the UV sales charts in June 2019, falling just 108 units short of the Maruti Suzuki Vitara Brezza. Click for the sales report.
Trump Agrees to Prompt Responses to License Requests for Huawei Sales  Gadgets 360US President Donald Trump agreed at a meeting with the heads of top technology companies like Google on Monday to make "timely" decisions on requests by ...
Huawei Partners Micromax to Boost Its Offline Sales in India  NDTVHuawei on Tuesday entered into a partnership with Indian consumer electronics firm Micromax Informatics to boost its off-line sales in India.
Home sales decline 11% in June quarter; Noida saw sharpest fall  LivemintAccording to the report 'Real Insight Report' by PropTiger, home sales fell 11% year-on-year in the nine cities including Mumbai and Bengaluru.Home sales in ...
Harley-Davidson warns that motorcycle sales are slowing  CNNNew York (CNN Business) Plagued by tariffs and declining interest in motorcycles in the United States, Harley-Davidson's sales continue to struggle.
Fevertree warns rapid rate of sales growth is fizzling out  Financial TimesPremium tonic maker Fevertree has cautioned that its previously stellar rate of sales growth is fizzling out, while early summer wet weather in the UK has “had a ...
Maruti, Hyundai skip rural slump, manage to increase sales in FY19  Business StandardWith car penetration of 22 per 1,000 population, India continues to be a big opportunity to sell cars, especially in the rural areas ...
Honda Two-Wheeler India Sales Cross 11 Million Mark In Western India  NDTVAuto.comHonda Motorcycle and Scooter India (HMSI) announced that the company has added 11 milion customers in Western India. The manufacturer crossed the ...
Coca-Cola Sales Boosted by Soda Gains, Coffee Push  The Wall Street JournalCoca-Cola's quarterly profit and sales rose, boosted by higher demand for its namesake soft drinks and the introduction of coffee, energy drinks and other ...
Tesla's 'Anemic' High-Margin Model Sales Extends Profit Struggle  BloombergTesla Inc. is delivering more cars than ever because of the emergence of Model 3 customers like Mike Land. His view of the relative weakness of Elon Musk's ...
Hermès Sales Boosted by Strong Asian Demand | News & Analysis | BoF  The Business of FashionPARIS, France — Surging demand in Asia and especially mainland China helped Birkin handbag maker Hermès post better-than-expected sales growth for the ...
Hermès sales beat expectations on strong Asian performance  Financial TimesHermès said on Tuesday that its sales beat market expectations in the second quarter, as the French luxury group continued to be boosted by Asian demand for ...
Kimberly-Clark Raises Full-Year Outlook as Organic Sales Grow  The Wall Street JournalKimberly-Clark raised its top- and bottom-line outlook for the full year to reflect strong profit and organic sales results in the latest quarter and an improving ...
UTC sees extra $150 million sales boost from Collins deal  ReutersUnited Technologies Corp expects its acquisition of aero parts maker Rockwell Collins to add an extra $150 million to full-year sales in 2019 and 15 cents per ...
Housing sales down in Greater Jakarta in H1 - The Jakarta Post  Jakarta PostArief Raharjo, research director of Cushman and Wakefied Indonesia, said all indicators showed a significant drop in business, with average housing sales ...
Adapt To Thrive: The Evolution Of Sales To Remain Relevant  ForbesIn a "survival of the fittest" environment, it is the willingness of the business to adapt that will determine who evolves fastest, smartest and ultimately comes out on ...
Britain's grocery sales fall for first time since June 2016: Kantar  ReutersBritish grocery sales fell by 0.5% in the latest 12 week period in their first decline since June 2016, industry data showed on Tuesday, sending shares across the ...
WWE Raw And SmackDown Ticket Sales For MSG Shows Reportedly Moving Slower Than Expected  ForbesWWE's Madison Square Garden shows for Raw and SmackDown Live reportedly did not instantly sell out.
ADNOC sales to Chinese companies in 2018 reach $7.9 billion  Gulf NewsThe total value of their current major projects with Chinese companies reached $4.1b.
iPhone XR nearly half of recent US iPhone sales ahead of iPhone 11 launch  9to5MacCIRP has released a new report today with its estimates for how well each iPhone model sold during Apple's Q3 (calendar Q2). In addition to the iPhone XR ...
Piper sales up  AOPA PilotJuly 22, 2019 By Dave Hirschman. A surge in demand for flight training around the world boosted sales of Piper trainers during the first half of 2019.
Mi Turns 5 Sale kicks off today, here are all the details you need to know  FirstpostThe Chinese tech company Xiaomi has turned five recently and to celebrate that, it has announced a three-day sale called Mi Turns 5, which has started today ...
Existing-home sales dip 1.7%, housing market struggles despite cheaper mortgages  MarketWatchSales of previously owned homes slipped 1.7% in June, reflecting continued weakness in the U.S. housing market despite a sharp drop in mortgage rates....
Biotech group Biogen boosted by sales of key drugs  Financial TimesBiogen, the neuroscience-focused biotech company, raised full-year guidance and beat earnings and revenue expectations, driven by sales of drugs for multiple ...
New comers MG Motor and Kia buck the vehicle sales trend as incumbents struggle  LivemintAt a time when vehicle manufacturers have been struggling to shore to their sales in the domestic market, new entrants, Kia Motors India and MG Motor India, ...
Save an extra 20% on sale styles at Adidas — and 7 other sales and deals happening now  Business InsiderWe rounded up the best sales and deals happening today to save you time, with savings at Adidas, Casper, Levi's, and ButcherBox.
Standard Life Assurance Fined $38 Million Over Pension Sales  BloombergStandard Life Assurance Ltd. was fined 30.8 million pounds ($38 million) by U.K. regulators over how it handled sales of some pension products.
Top 10 motorcycle sales June 2019 - Hero Splendor, HF Deluxe 4.35 L sold  RushLaneList of top 10 motorcycles sold in June 2019. Hero Splendor has maintained its position at the top, followed by Hero HF Deluxe and Honda CB Shine.
Biogen profit rises 72% on multiple sclerosis therapy sales  Euronews(Reuters) – Biogen Inc posted a 72% rise in quarterly profit and lifted its 2019 earnings forecast on Tuesday, boosted by higher sales of.
Philips sales spurred by rising Chinese healthcare spending  ReutersRising healthcare spending by the Chinese government helped Dutch health technology company Philips post better-than-expected sales growth for the second ...
Hyundai forecasts ‘V-shaped’ recovery in its US car sales  Financial TimesHyundai Motor has forecast a “V-shaped” recovery in its US car sales on the back of new sport utility vehicles and the weaker local currency while it is struggling ...
Oppo expects online sales to drive growth; to launch own eCommerce store before Diwali  Economic TimesChinese handset maker Oppo is aiming to increase the share of revenue coming from the online channel in India with the help of online exclusive handsets and ...
Fever-Tree shares sink as sales growth loses fizz  Sky NewsThe group's 'exceptional' pace of expansion over recent years has slowed sharply - not helped by a damp start to the summer.
Grey sales of high-end phones causing revenue loss of Rs 2,500 crore: ICEA  MoneycontrolSale of high-end mobile phones in the grey market is causing an estimated loss of Rs 2,500 crore annually to the exchequer, mobile industry body India Cellular ...
'Sales of aspartame should be suspended': EFSA accused of bias in safety assessment  FoodNavigator.comEFSA's decision-making process may have been biased by 'conflicts of interest' and the distribution and sale of aspartame in the EU should be suspended, says ...
Economy Week Ahead: Home Sales, Durable Goods, Eurozone Manufacturing,  The Wall Street JournalIn the week ahead, the U.S. will see *fresh* data on existing-home sales, durable-goods orders and gross domestic product. The eurozone will publish new ...
Q1 results: Net profit of 113 firms up 10.8%, sales growth at 10-qtr low  Business StandardThe earnings season for the April-June 2019 quarter has started on a slow note for Corporate India, with early birds reporting a slowdown — both in top line and ...
7 Subtle Sales Techniques Don Don Donki Outlets In Singapore Use To Get You To Spend More  Yahoo Singapore NewsIn two years, Don Don Donki has grown to become one of Singapore's most beloved retail stores. Here's how the megachain uses consumer behaviour and ...
Ontario urged to expand booze sales online and let airports serve 24 hours a day  Financial PostTORONTO — Ontario's chamber of commerce says the province should expand online alcohol sales, cut taxes for some wine producers and bolster efforts to ...
Nordstrom Anniversary Sale 2019: Best Cheap Products Under $50  Business InsiderThe Nordstrom Anniversary Sale is officially on, now through August 4, with thousands of deals across the site including major savings on men's and women's ...
Tributes paid after Hachette sales executive Melvyn Munyua dies on holiday  The BooksellerHachette has paid tribute to its “incredibly charming and generous” international sales executive Melvyn Munyua, who has died in a drowning accident.
Electric Vehicle Sales Are Exploding In Europe | OilPrice.com  OilPrice.comThe next two years are likely to be the tipping point for electric vehicles (EVs) going mainstream in Europe, as the number of electric car models on the European ...
Pulte forecasts 2019 home sales below estimates  ReutersU.S. homebuilder PulteGroup Inc on Tuesday forecast full-year home sales below the average analyst estimate.
UK bans sale of energy drinks to U16s  BeverageDaily.comThe decision follows a government consultation on proposals last year and increasing support for restricting energy drink sales. While a number of major ...
Michigan's top 50 beer brewers, based on 2018 in-state sales  MLive.comMichigan brewers sold about 600000 barrels of beer in the state in 2018.
Boston Beer’s spiked seltzer drives latest sales boom  The Boston GlobeDistribution of Boston Beer Co.'s Truly Hard Seltzer, not its flagship Sam Adams offerings, have helped send the company's shares to record highs this month, ...
Car sales June 2019 state wise - UP No 1, Maharashtra 2nd, Karnataka 3rd  RushLaneHere is a detailed car sales report for June 2019 which details car sales registered in each and every state of India. Uttar Pradesh sold most cars.
Luxe home sales rise as NRIs return to market  Economic TimesBENGALURU: Non-resident and wealthy Indians are slowly making a return to the real estate market, helping to prop up sales of luxury and ultra-luxury homes, ...
Businesses react to Johnson's appointment as PM  BBC NewsThe latest reaction to news that Boris Johnson has won the Tory leadership contest.
Lawmaker files bill to eliminate Alabama income, sales tax, replace with consumption tax  AL.comAn Alabama Republican wants the state to do away with its income and sales taxes and replace it with a tax based on what people use.
A Look At The Menu Innovation Driving KFC Global's Sales Momentum  ForbesKFC has 18 food innovation teams throughout the world coming up with creative takes on signature dishes and a four-person team in Dallas "guarding" the ...
Deal Alert: Don't Miss These Refurbished Samsung 4K UHD TV Sales at Amazon - IGN  IGNDon't pass up these 4K TVs currently on sale at Amazon.
Mercedes-Benz India Records 18.60 Per Cent Sales Decline In H1 2019  NDTVAuto.comMercedes-Benz which is the largest-selling luxury car brand in India has witnessed a sales decline of 18.60 per cent in the Indian market in the first half of ...
Bartenders, reporters and sales reps rank among worst drivers, study says  Chicago TribuneReporters, bartenders and sales reps rank among the worst drivers by profession, according to an insurance industry study.
US Auto Sales Slump ... Automakers Lagging Tesla ... Woz Buys Tesla Powerwalls — #CleanTechnica Top 20  CleanTechnicaJuly 21st, 2019 by Zachary Shahan. The most popular stories on CleanTechnica last week covered a wide variety of Tesla stories, some fun Nissan LEAF stories ...
Hip Hop Album Sales: Big K.R.I.T.'s "K.R.I.T. Iz Here" Debuts At No. 16  HipHopDXBig K.R.I.T.'s album "K.R.I.T. Iz Here" debuted at No. 16 on the Billboard 200 chart.
San Antonio home sales dipped as prices rose in June  mySAHome sales in the region fell slightly in June as prices climbed, according to the San Antonio Board of Realtors. The report states that 3,306 homes were sold ...
Bloomberg: $10,000-Plus 18-Karat Gold Apple Watch Edition Sales Fizzled After Just Two Weeks  MacRumorsIn a profile of Apple's operations chief Jeff Williams, Bloomberg's Mark Gurman has revealed some interesting anecdotes about development of...
4 Trends in Sales Tech That Will Determine Success in 2020  EntrepreneurDon't bother learning about what the tech can do until you have a firm grasp on what you really need done.
Retail auto sales continue in slow lane in Jun, decline 5.4%  LivemintNEW DELHI: Retail sales of automobiles across India declined 5.4% year-on-year in June to 1.64 million units, according to data released by the Federation of ...
Westchester Is Getting More Expensive With Sales-Tax Increase  BloombergJust when it seemed like taxes in Westchester County couldn't get higher, they're about to go up again.
Back-to-School Sales Tax ‘Holidays’ Lure Shoppers Despite Slim Savings  The New York TimesPeople who won't walk across the street to save $5 on a pair of pants will take a day off from work to take advantage of a sales-tax holiday,” a tax expert said.
Struggling Orange County Market Place may be reinvented to boost vendors, sales  OCRegisterOn the cusp of turning 50, the Orange County Market Place is looking to reinvent itself. The weekend, open-air market at the Orange County Fair & Event Center ...
UK approved nearly £650m in arms sales to Saudi Arabia in six months after Jamal Khashoggi murder  The IndependentMinisters signed off nearly £650m worth of arms licence exports to Saudi Arabia in the six months following the brutal murder of the dissident journalist Jamal ...
Anger at UK spy tech sales to Hong Kong  The GuardianThe government approved the export of spying equipment to Hong Kong authorities just weeks before they launched a crackdown against activists, the Observer ...
The Massachusetts sales tax holiday is back in August. Here’s what to know.  Boston.comEverybody loves a deal. And if there's ever a prime opportunity to scoop one up in Massachusetts — maybe for that new couch or television you've been eyeing ...
Amazon Prime Day 2019 surpasses sales of Black Friday and Cyber Monday combined  LivemintAmazon said Prime Day sales topped the combined total from the two big shopping days in the year-end holiday season, known as Black Friday and Cyber ...
South Side homes sales are among strongest in the city  Crain's Chicago BusinessThe South Side dominates in Crain's mid-year analysis examining areas where sales and median prices are rising and homes are selling faster.
If Phil Murphy had his way, all gun sales in N.J. would be limited to 'smart guns'  NJ.comThe governor said he hopes the state gets to a time when all firearms sold here are ones that could only be fired by the rightful owner.
Top 10 scooter sales June 2019 - Honda Activa maintains No 1 position  RushLaneTop 10 scooter sales June 2019 list includes Honda Activa at top, despite registering a decline of 19%. 2nd spot goes to TVS Jupiter.
Nielsen revises FMCG forecast as sales growth stays in the slow lane  LivemintNielsen has lowered its 2019 growth forecast for FMCG to 9-10% from its previous outlook of 11-12%.In the first half of the year, growth in FMCG sales was 12%, ...
Struggling Nordstrom is banking on exclusivity to compete with Amazon and overcome sales woes  Business InsiderAs Nordstrom opens up its Anniversary Sale to the public on Friday, July 19, the company is looking to rebound from a recent sales slump.
Condition of CNIC number applicable only if purchases made from Sales Tax registered persons: FBR  Business RecorderISLAMABAD: The Federal Board of Revenue (FBR) on Monday clarified that the amendment regarding provision of National Identity Card (CNIC) number at the ...
The unlikely cassette comeback isn't over yet: sales are up in 2019  Wired.co.ukCookie Notice. We use cookies to personalise *content* and ads, to provide social media features and to analyse our traffic. We also share information about your ...
Kenosha County Home prices rising sharply as sales dwindle  Kenosha NewsJune, traditionally one of the best months for real estate sales, put a chill on home sales in Kenosha County and throughout the state.
US retail sales beat expectations in June  CNBCU.S. retail sales increased more than expected in June, pointing to strong consumer spending, which could help to blunt some of the hit on the economy from ...
Automakers stare at a rough drive as car sales fast run out of fuel  Moneycontrol.comLoan taps are drying up, rains are playing hide and seek, and a technological disruption is looming. Not exactly the best of times for automobile companies.
Butterfinger gets sales boost as Chicago-born Ferrara Candy revamps former Nestle brands  Chicago TribuneFerrara Candy, the Chicago-born subsidiary of Italy's Ferrero Group, has been introducing new formulas and packaging and boosting distribution of the brands ...
Mercedes-Benz India sales down by 18.60 per cent in first half of 2019 - CarWale  CarWaleMercedes-Benz India has revealed its sales report for the first half of 2019.
Microsoft Q4 2019 earnings: cloud and Surface up as Xbox sales disappoint  The VergeMicrosoft's latest quarter was great for Surface and the company's cloud products, but Xbox sales have declined by nearly 50 percent.
REC raises $650 million via bonds, aids sovereign sales  Economic TimesMUMBAI: State-owned Rural Electrification Corporation raised about $650 million via offshore bonds, which are seen as a proxy for the government's first ...
Charity shop and antique purchases drive up UK retail sales  The GuardianRetail sales in the UK were unexpectedly strong in June, boosted by sales of secondhand goods at charity shops and antique dealers, although department ...
Motor vehicles drive unexpected stumble in wholesale sales  BNNBloomberg.caWholesale sales in Canada pulled back by the most since 2016 in May on declines in motor vehicles, while a measure of sales to inventories rose to the highest ...
Monster Hunter World Celebrates 13 Million Sales With Big Bonus For Players  TechRaptorCapcom recently announced that the newest entry in the Monster Hunter franchise, Monster Hunter World, has surpassed 13 million units shipped and sold ...
MG Hector bookings closed! Achieves 2019 sales target within 20 days of launch  Business TodayMG Motor made its much-awaited entry into the Indian market last month with the launch of its mid-size SUV MG Hector. After 20 days of its launch, the company ...
Honor claims 1500% sales growth during Amazon Prime Day; says Honor 20 series contributed significantly  BGR IndiaHonor claims 230 percent overall sales growth during Amazon and Flipkart sales season. Check price in India, specifications, reviews, deals on BGR India.
House rejects Saudi weapons sales; Trump to veto  ReutersThe U.S. House of Representatives backed resolutions on Wednesday to block the sale of precision-guided munitions to Saudi Arabia and the United Arab ...
E-Bike Sales Are Putting a Charge in the Fortunes of Bikemakers  FortuneThe latest trend on two wheels marks a new era for the bike industry. Every few years, a new sensation comes to the rescue of a beleaguered U.S. bicycle ...
Qantas drop huge global sale, with flights from $99  NineQantas have just announced one of their biggest sales, slashing the cost of fares both domestically and ove...
R3 Taps Software Sales Vet to 'Evangelize' Paid Version of Corda  CoinDeskBlockchain technology company R3 has hired software sales veteran Cathy Minter as chief revenue officer, a role newly created to recruit users for the firm's ...
Retail sales down in Vancouver over the past year due to housing downturn: report  Daily HiveRetail sales in Vancouver took a dip in May 2019 -- an outlier amongst Canada's three largest urban regions, and a trend that has continued for a year.
Local option sales tax heads to ballots in 5 Polk County cities  KCCI Des MoinesPolk County residents in five cities will vote on a new local option sales tax in two weeks. One-cent sales tax increases will be placed on ballots in Grimes, ...
2019 sales tax holidays: What you can buy and where in Va., Md.  WTOPSales tax holidays in Maryland and Virginia are coming up in August, which makes it a good time to stock up on school supplies and outfits.
OnePlus 7, iPhone XR, Redmi Y3: These were most popular smartphones during Amazon Prime Day sale in India  India TodayThe Amazon Prime Day sale in India saw some amazing deals on smartphones. A couple of smartphones sold the most during the sale, including the iPhone XR ...
8 paid iPhone apps on sale for free on July 22nd  BGRWe're starting off the new week with a fantastic roundup of paid iPhone and iPad apps on sale for free. We dug through hundreds of discounted apps on Monday ...
Boulder-area home sales July 22, 2019  Boulder Daily CameraListed are the buyer, the property address, the seller and the amount.
Proposed Ohio ballot issue requiring background checks for most gun sales shoots ahead  cleveland.comBackers of a proposed citizen-initiated law to require background checks for most gun sales in Ohio have gotten the green light to start collecting petition ...

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Selling ? Remember These Ten Rules and Succeed

There are thousands of books and seminars on how to... Read More

Your Ad -- Who Cares?

Junk mail. We all get it. And it goes straight... 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

5 Ideas for Writing Effective Sales Letters

Sales letters, sent via e-mail or snail mail, are an... Read More

Reviving Dead Clients

Most consultants I've talked to don't spend any time trying... Read More

Freebies

Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More

Give Up the Need to Sell

Most business people will tell you that selling is not... Read More

Selling Against Goliath

Selling Against Goliath?How to Take on the Big Guys and... Read More

No Regrets

Here's a chilling thought. If you were to die tomorrow,... Read More

Selling Skills - How to Handle the Dreaded Question Whats The Price?

I've written previously about how to attract customers and how... Read More

How to Build A Steady Stream of Customers--Step One

The success of a small business depends upon a steady... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

Generating Sales Leads

Any company that relies on selling a product or service... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

What is a Pitch?

I've been training in countries outside the U.S. recently, and... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Throw Out Your Selling Language - Unlock Your Natural Voice

I was sitting at my desk last week when my... Read More

If I Wanted To Sell For A Living, I Would Of Majored In It In College

By a show of hands, how many of you grew... Read More

When the Nose of the Camel is in the Tent

My new job was to sell Commercial Service Agreements. It... Read More

Your Proposal Was Rejected... But Why?

When a request for proposal (RFP) comes in, you get... Read More

Write On The Money: The Ten Commandments (Plus Five) Of Profitable Sales Letter Writing

According to the Direct Marketing Association, in 2003 U.S. direct... Read More

Selling To Your Difficult Person

We all have people whom we find difficult. We don't... Read More

What is Lead Generation?

Lead Generation is vital to all businesses. All companies try... Read More

Your Best Friend - The Phone

We all know that you can't earn your commission until... Read More