How Are You?

When you call a sales prospect, and say, "Hi this is so-and-so [and then quickly add], how are you?," how do you think it comes across? Nice? Polite? Caring? Actually, none of the above. In fact, if Continue Reading

The Next One Is A Sale


I went to my usual store to by a specific product. However, all the sales reps were busy. A bit surprised by this as I had gotten there early, I inquired on the wait time. When customer service said Continue Reading

4 Negotiation Techniques To Close More Sales

Sales Negotiation

Negotiating with a prospect can be challenging. It takes time to learn the subtle nuances. In a recent training call with a new sales professional, it was clear that he was very good at selling, but Continue Reading

The Moment of the Sale

Sales Tips

I was in my local bank. I was being helped by the manager for a standard transaction. However, another teller had a question. She leaned over and whispered to the manager. To my surprise, the manager Continue Reading

How Is Selling Different Today?

In this age of instant information at your fingertips, the job of a salesperson has changed. For the longest time a sales professional had to both educate and sell customers on their product or Continue Reading

Who Are You Selling?


We've all heard the sales tip that, "The customer buys you." That is, you're the face, the representative of your company. Trust begins with you. You are the front line. You are the difference between Continue Reading

Holiday Selling Tips

Sales Tips

Everyone loves to buy during the holidays.  Once folks start spending, they keep going. It's a psychological "what the heck" phenomenon. So why not adjust your sales techniques to maximize your sales Continue Reading

Customer Service Killed Your Sale

Customer Service

There is a gaping hole is most sales departments. It’s the disconnect between sales and customer service. Sales people are seen as the super stars, the money makers (rightfully so). Customer service Continue Reading

Your Sales Emails Suck!

Sales Emails

We received an email from an enthusiastic, hard-driving sales professional. Except the email was far from professional. It was awful! See below. We've placed comments [in brackets] to highlight some Continue Reading

Join Us On Facebook

Hey folks - join us on Facebook for even more sales tips, techniques, and discussion. As many of you know, started with two sales guys helping each other out 6 years ago. It has since Continue Reading