When we conduct workshops teaching prospecting, we are always concerned about how the participants will actually implement and use the training. Sadly, too often people will learn and practice the skill in the workshop but not make it a new part of their business life once they leave the training.
In a workshop a few [...]

You’ve probably heard people speaking about someone that he
was born a salesperson. You might think that talent and native skills are all what you need to succeed in sales. In spite of what most people believe, selling is a science. Native abilities can help you to feel more comfortable in salesman position, but first comes [...]

Prospects have many reasons (you might think excuses) for not buying your product or service. Many of these objections, however, are actually emotional defenses, and before you can overcome the obstacle you must recognize the emotion behind it. To help you analyze why your prospect doesn’t want to buy from you, ask yourself [...]

The best price is that price that maximizes your profits while building a lifetime customer through value satisfaction.
On the Internet, time waits for no company. Your customer has access to tons of information through the Web. Your competitor is a mere mouse click away. You have to get the best price right… the first time.
In [...]

A couple of years ago, Tiger Woods was the undisputed
Number 1 on the professional golf circuit, and earned
the highest amount of money!
Ranked Number 1, he averaged throughout the year a
score per round of 67 and a few decimal points.
Across the calendar year, he earned an average of
$124,000 per competitive round. I [...]

If you look at one of the great backwaters of the selling profession, it has to be the insurance industry.
It hasn’t altered its recruiting and training practices for a century, and it is unlikely to do so anytime soon, because its very product is risk aversion.
Insurance, as everyone knows, is about pooling risk. Actuaries work [...]

Here are a few “Meisenheimerisms” that can perk up any selling day. These little gems have helped me grow my business and it’s my hope they’ll help you grow yours.
Here they are:
Note – one of the keys to closing the sale is opening the dialogue, which means you have to ask really good questions.
Note [...]

Sometimes the finest solutions are the simplest. Focusing on relationships when making cold calls is one of them. It keeps us genuine, and eliminates our dread of making cold calls. We’re real people talking about real things. We’re interested in the conversation, and it shows.
Most of us dislike putting on our “salesperson persona” when [...]