It’s a wonderful feeling when you ask a prospect a question, and he tells you about a problem he’s has that you can fix. It’s like having a woman you want tell you that she needs someone like you. It’s a...
Read MoreFocus on the close too soon, and you may never get to it. There’s a reason for this. The reason is that it’s the prospects wants that drive the sale. Not your wants. You want to close the sale. The prospect wants to...
Read MoreI can remember when I first started doing my own product demonstrations. I had been selling mainframe computers for IBM, and then accounting systems for Dun & Bradstreet. But in both of those jobs, I never did my own sales...
Read MoreWhen is closing easy, and when is closing hard? Closing is easy when the prospect is ready to make a decision. Closing is hard when the prospect is not ready to decide. Boy, I am real genius for saying that, huh? Well some...
Read MoreI can’t tell you how many times I heard this. And every time I hear this, it still annoys me… Your past performance is the best predictor or your future performance. Uggh. I hate hearing that. I hate hearing that...
Read More
I want to give you my Free Shameless Sales Advice. Just give me your email address and every day I'll send you something straight outta my head on how to be a Shamelessly Successful Sales Professional.
