Someone made the comment to me a while ago, “What the world needs is a little less knowing and a whole lot more doing.” I don’t believe a person can every gain too much learning, but I do believe that everyone can and should do more than they are doing. This is particularly true with [...]

Body language is comprised of the actions, movements and gestures people make as part of the communication process. Communication is made up of two parts, the words you speak and hear, and the body movements and gestures you make and other people see. I heard this statement many years ago; “Your actions speak so loudly [...]

Several years ago my older brother asked me if I would help him build a deck on the rear of his home. I knew when he asked, that the intent was for me to build the deck for him. In turn, I approached my younger brother who was an excellent builder and asked him if [...]

Just kidding, I don’t really know ninety-nine ways to close a sale. I couldn’t even remember ninety-nine ways to close a sale. I was hoping to capture your attention with that absurd statement. I’ve done some research and discovered an author that know 50 ways to close a sale and one who teaches 7 ways [...]

In a recent study done on the number of sales calls it takes to close a sale, the following statistics were reported: 2% of sales were closed on the first sales call. 3% of sales were closed on the second sales call. 4% of sales were closed on the third sales call. 10% of sales [...]

In Aesop’s beloved parable, The Hare and the Tortoise we are taught a valuable lesson that applies directly to sales. Let’s read the parable and then discuss its relevance to sales: The Hare was once boasting of his speed before the other animals. “I have never yet been beaten,” said he, “when I put forth [...]