It’s important to understand who you want your Customer to be. To truly understand who your customer should be, you’ll need to start with a profile of the Perfect Customer. Is it a one time sale you’re looking for, or someone with whom you can build a long time relationship? Is it a large... »

Losing a job involuntarily at any time isn’t fun. Been there, done that, have the emotional scars to prove it. Losing a job due to company cut backs during a tough economy is even worse but if you’re a sales person there might not be a silver lining but there is good reason... »

A list of the reasons people say no and ways people say no and some ideas to keep things moving forward. Notice I didn’t say make them say yes, the days or trickery and manipulative sales are and should be long gone. Think about it for your self to you like to... »

So imagine you’re a newer guy at a company, fresh into management, and you get tapped by the company president to be the presenter at an industry event. It’s your first real chance to step out of the average Joe rank and file sales role and be seen as a leader, an... »

So you called the prospect and qualified them, then you did the research and now is the time to get down to brass tacks and find out how you can really help. Since you understand their business at least on the surface, the image and value they present to their customers and of... »

I was once vying for a customer who could contribute five million dollars in revenue to the company. The competition was fierce and every one else was wooing him by simply dropping their price. I invited him for a face to face meeting. I asked him all about his business…how he ran it, where... »

All too often we forget that it is really the little things that make the difference, perhaps even more so when it comes to making sales and caring for customers. All too often people are tempted to go off and tackle the big issues, to move mountains to prove their ability to... »