Closing a sale doesn’t always happen as easy as we hope. It’s great when it does, but there are times
when the prospect wants to negotiate. Sometimes, they need to negotiate because they have a true requirement that still needs to be addressed. Other times the prospect just wants to feel like they won something and, [...]

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Arguably, the most important skill in selling is listening. Some of us are better listeners than others, but we all must work on our listening skills if we are going to maximize our success in the business world.
• If you are going to be effective in selling, serving customers or managing others, you will need to [...]

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If setting your customer’s expectations is a part of selling, Steve says it all.
We took one of our granddaughters to her first state fair last week and I couldn’t help but laugh at Steve’s billing posted throughout the fairgrounds. In seven words he gets your attention, makes you laugh, explains exactly what his service is, [...]

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Several years ago, the coach of the Louisiana State University track team, Boots Garland, conducted a running clinic for some members of my youth baseball team. Coach Garland demonstrated how to increase running skills and quickness. He showed the players the small, detailed things that would improve their performance. Things like hand [...]

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Several weeks ago, I was speaking with Jay Hellwig. Jay is a top sales professional. Jay said, “Zig Ziglar’s tapes on ‘Secrets of Closing the Sale’ are my favorite tapes.” Since there are over 50 specific closing techniques in this set of tapes, I asked Jay what was his favorite technique. [...]

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What is America’s favorite pastime?
Some people would have you think it is baseball. After all, it is called the “National Pastime.” True, a lot of people attend all types of baseball games…from little league to major league games. Some people think baseball is a bit slow. Someone once said that baseball [...]

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If you play your cards right, you can have a great sales day each day of your life!
Let’s take the ace from a deck of playing cards and form an acronym.
A = Attitude
C = Confidence
E = Enthusiasm
Attitude
What separates the successful, high performing sales professional from the “just on the verge of success” sales person? [...]

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In the book,
The Secret, the author Rhonda Byrne writes ‘what you think about you bring about’. This idea has been written about by many authors through the ages. I want you to consider adopting this powerful idea.
I want you to think about your sales presentation in your mind. I want you to see yourself [...]

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When prospects begin thinking about buying a new home, they first try to imagine themselves enjoying the home in the future. They start fantasizing about the possible benefits of living in it. These fantasies are influenced by past experiences they’ve had with other homes they’ve owned, rented or visited. They’re also influenced by the present [...]

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If you could have three wishes right now, what would you wish? Think about it. A question like that would make the most closed-off person open up. Like most good questions, it’s irresistible.
The main reason questions are so effective is that most people are compelled to answer them. Questions stimulate the mind and offer people [...]

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