Can You Create a Need for Your Products and Services?
Most experienced salespeople are at least somewhat familiar with the idea of selling to a client's needs. So how do you create a need when a prospect doesn't already feel
Create a Positive Buying Experience
I had a buying experience or two recently that left me feeling frustrated, annoyed and kind of sad. It was frustrating that people could be so blasé about business. And
How to Be Confident in Sales
Some salespeople in our industry are very good at what they do, but they don't get to do enough of it. They don't get to sell as much as they
Leading Prospects Off of Social Media
As a professional in our industry, you probably differentiate between your online and offline activities. You may further differentiate between your personal online activities and your business online activities. Or
The Antidote to Talking, Thinking and Worrying about Selling
Some people in our industry spend so much time talking about selling, thinking about selling and worrying about selling, that they rarely find the time to actually sell! The best salespeople
Desire + Discipline = Success
Success requires self-discipline. Every day in our lives, there are things we must do. Sometimes we feel like doing those things and sometimes we don't. But one thing is certain.
Did I Say Don’t Cold Call?
Would you believe that some people thought from last week's episode that I was saying not to cold call? However did you get that impression? :) As expected, I got a
Cold Calling: Here’s What I Really Think…
Some people hate even the idea of cold calling. Other people swear by it. But generally, at least once a month, someone will either talk to me about the problems
Program Clients to Choose You
Can you really program clients to choose you? How many of the people in your market, who need the products and services you offer, can you pre-program to go directly