Successful sales people are at peace with themselves and with their customers. The peace they feel comes from their belief in their products and services and the honest and straightforward approach they have taken with their customers. When you feel right it is much easier to act right and when you act right, you do [...]

Have you ever asked yourself the question, “Why do other salespeople sell more than I do?” There may be many reasons, but one of them is not because they have found a magic bullet or secret formula. However, if they are selling more than you, there is definitely a reason. I wish I could tell [...]

We live in the “instant gratification” era. It has been categorized by cold cereal, instant mashed potatoes, microwave popcorn, energy bars, anything microwaveable, watching movies at home “on demand”, email, texting, and the internet just to name a few. This generation suffers greatly when they have to wait for anything. Young people demand the life-style [...]

You have heard the oft’ quoted statement that customers can choose two of three options; price, quality or service when they make a purchase. The majority of buyers will pick price and quality. The least chosen combination is quality and service. Given the three options I would always choose quality and service. Sure, I am [...]

If you really want to improve your sales skills and increase your income, conduct a self-evaluation. Most salespeople go through their entire career doing the same thing over and over again, not really knowing the value of their performance. They may actually be better than they thought, or believe they are good when they are [...]

At the conclusion of each of my workshops, I always make this statement: “The principles and skills you have learned today are valuable and correct. I hope that you have not only been richly fed, but have had a fire lit within your soul. Nothing we have discussed and learned today will make any difference [...]