Yearly Archives: 2015

By Mark Hunter –   Now more than ever, you need to stay tightly focused on your goal if you expect to keep your level of sales motivation up. It becomes far too tempting to start chasing after the latest trend when things are not happening at the rate you expect them. We’ve all done... Read More

By Mike Brooks Using tie downs is also instrumental in building that all important yes momentum. If the prospect keeps agreeing with you, then you can feel confident at the end in asking for the sale.  Tie downs also give your prospect a chance to engage with you – when you use one, you actually... Read More

By Colleen Francis In sales, the relationship you build with your customer is much like dating: what you start with is something you can make even stronger with time, as long as you work on it! It’s an ongoing process. As Zig Ziglar wisely observed: “You will get all you want in life, if you... Read More

By David Hoffeld    What makes a presentation compelling? Why does presenting a product or service one way reduce the likelihood of the sale, while presenting the same product or service in another way increase the probability of the purchase? In the past, answers to these important questions were left up to speculation. However, this... Read More

By Mark Hunter –   Even the most sales savvy among us has had to fight back the nerves that materialize whenever we are faced with telling a customer about a price increase. Talking about it never makes for an easy conversation. When discussing a price increase in a business-to-business environment, it is important to remember... Read More