I was talking to a client today about competition and lowest price, in the never-ending battle to win sales and market share.  It reminded me of what we referred to as “gas wars” during the sixties and early seventies.  With a service station on every corner, there was fierce competition.  One station would lower their [...]

The title of this sales article will certainly raise some eyebrows.  “If there was business”, you must be asking yourself, “I would have found it by now.  After all, I’ve had more than three years to find it.”  Many companies and their salespeople have been looking for the business that used to be there, but [...]

This may come as a big shock, but doing your best is not good enough!  In fact, doing what you think is your best effort isn’t even close to the level that you could be performing.  That’s a bold statement and here is my reasoning behind it.  Most salespeople have no idea what they are [...]

In my professional work I teach and train more than 120 principles and skills relating to selling.  I’ve written sales articles about all of them and through the years I have found new ways to apply and implement each of them.  Selling is a very dynamic profession.  We should always be finding new ways to [...]

I don’t know a lot about herding sheep, but I do know a lot about closing sales.  Sheep herding is not as easy as it may seem and neither is closing a sale.  Now don’t get me wrong, both of these activities can be a lot easier if you know what you are doing.  They [...]

I’m sure everyone wants to believe that their decisions are firmly rooted in logic.  Making a decision based on emotion almost seems irresponsible and who would every want to appear so flighty.  But it is true!  The basis for all decisions is emotional, but the justification to others and yourself is rooted in logic.  For [...]