Five Star Reviews

  Perhaps you’ve heard the saying, “The customer is always right.” It’s the first rule of sales. The joke is that the second rule of sales is: Refer to rule number one. There are times when it’s tough to follow the rules. Customers come in all sizes, shapes and...

A Close Call

  You’ve pitched. And pitched and pitched. The words have flowed, the ideas have been shared and you’re still talking to your client. After 45 minutes of selling, you have the deal, right? Whoops, you don’t really have it because you forgot something that’s...

The Other Common Sales Mistakes

  If there is a motto I use in selling, it’s simple: Help me help you. Each day I ask myself, “How can I serve you?” “Is this something you really would like to do?” I’ll ask a customer. “Yes,” she will reply. “How can I help make it easier for you?” I’ll ask. If...

Price Pointers

  In case you’ve missed the news flashes, the Recession is getting better. Even Jim Cramer seemed strangely optimistic this week on “The Today Show,” advising Americans to “hang in there” because housing and the stock market were showing sure signs of...

Dealt a Disappointment–Deal with it!

  You’ve spent two days planning for a major sales appointment that will certainly turn everything around for your month. Your presentation is perfect, your bags are packed and your airline ticket has been printed out. Your expectations are high tempered by the...

The Road Home

  For many years I’ve lived the song, ‘I’m leaving on a jet plane.” It’s not that I didn’t know when I’d be home again. I knew that the road was calling and, like most people in sales, I would be away from home about 50 to 60 percent of the time. This isn’t a...