The leaves are starting to turn; the heat of the summer is past. And fan or not, we are heading into the heart of football season. And like all sports, if you can think of a statistic that measures the performance of the team as a whole or individual players, it is probably tracked. One […]

  Here’s the answer to your problem…! It’s an easy trap to fall into…you’re good at what you do, you know your product / service inside and out and you genuinely want to help your prospective customer (and make a sale).  So once you get a quick overview of their situation, you start your sales […]

How important is likeability to your business success?  It’s been said before (by me and many others) that all things being equal, people prefer to do business with someone they know, LIKE and trust.  Certainly from a sales perspective it’s important to be likeable, but it also plays into lots of other components of your […]

One of the ‘secrets’ to long term business success is to build your business as if you’re going to sell it…whether you actually intend to sell it or not.  This shift in mindset – looking at your business as an asset that you can and should be improving – helps you prioritize and focus on […]

Want to know a secret?  There’s one thing you can do that will dramatically increase your sales success…think of it as the ‘Big Gun of Selling’!  Now this isn’t a stand alone silver bullet – when you’re trying to grow your business and increase your sales, there are a lot of things you need to […]

In today’s world of technology and social media coming at you from every angle, it  can be easy to mistakenly think that a great Facebook page, a twitter account, a few videos or blog post are all that you need to close sales. However I was at two different events recently and reaffirmed that an […]