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Forget your assumptions when calling a new lead, if you know nothing they can tell you everything. # Presumptions are the stumbling blocks that get in the way of sales greatness. # Asking questions you should already know the answers to is good business sense. # Take a look at Ecoelectrons. We are trying to reduce emissions through [...]

Yoga and MnM are a great way to start a day # Watching Meet Joe Black with Sasha and getting my Sales 2.0 Social Networking on. Now if my web designer would just wake up we can cook! # Do not be blinded by what other people tell you is important # Only invest in new ideas if [...]

In the modern era there is an apparent competitive advantage. If you are in sales you must believe in what you are selling and believe in the people you sell for. You must have a passion for what you are doing. While we have talked about emotion for decades in sales, [...]

Working hard at something does not mean giving up on life. # Without a solid investment in how you are going to do something you should never start. # The building blocks for selling the new must be crafted each and every time. # Inclusion is the selling tool that gets deals from large companies. # Learn how to [...]

What could possibly be next? # Prospects have to be willing, let the unwilling go. # Answering questions should always be followed by….a continuing question. # Driving revenue should be called driving relationships. # The last question should always get a “no”. "Is there anything that would make you not buy?" # Do not make a mountain out of an [...]

Yes, I am continuing on this subject! Yes, it is that important! Logic is one of the most powerful tools in the sales person’s kit. Too often we confuse logic with facts, specs, features, benefits, and all of the things that our offerings are capable of. At the end of a sales cycle these data [...]