Several years ago I learned a very important sales principle. The knowledge and application of this principle has made a one hundred percent improvement in my ability to make a sale. I’m going to share it with you in hopes that it will have the same effect on your sales. As a young and inexperienced [...]

Have you ever figured out what your time is worth? Have you ever pondered what you could accomplish is you had all the time you wanted? You determine the value of your time by how you spend it, and you have use of all the time there is. Time is like water in a flowing [...]

The average sales person spends their day “stirring the pot of activity”, or as my good friend Gordon Wilson refers to it, “trying to boil the ocean”. A lot of activity and motion may keep one busy and tired, but it won’t necessarily produce sales and wealth. On a bright and sunny winter day, I [...]

Sales people spend their days contacting, presenting to, and selling to buyers. Contrary to what some people may believe, buyers are not sitting on the edge of their chairs just waiting for sales people to stop by and sell their wares. Buyers have important things to do, the least of which is listening to another [...]

Rapport, like every other important principle of effective salesmanship must be applied in our sales activities, not just an entry in our intellectual library. Two of my favorite authors on the subject of building rapport and for that matter, sales principles in general, are Dale Carnegie with his book How To Win Friends and Influence [...]

Like it or not we all have to deal with people to achieve any degree of sales success. The more successful we are in getting others to cooperate with us, and the more people we can call our allies, the greater our chances are of achieving success. The dynamics of human relations are pretty simple: [...]