1) Ask all of the questions that you need to ask to ensure that you truly understand your prospect’s needs. Don’t assume that you know

You’re walking down a street in your home town and you have some time on your hands so you are window shopping. You stop suddenly,

If your prospecting efforts are running into massive roadblocks, if you or your team are struggling to have consultative conversations with prospects, but those conversations

This is a true story. The names have been changed to protect the guilty… Ring, ring, ring… Wendy: “Hello.” Sales Representative: “Hello Wendy, I’m (Name)

“The Feeling Good Handbook” by David D. Burns, M.D. describes a type of treatment for depression called cognitive behavioral therapy. The word “cognition” means “thought”

Is twisted thinking keeping you from selling…? The Feeling Good Handbook by David D. Burns, M.D. describes a type of treatment for depression called cognitive

I often get emails from subscribers to this newsletter asking me very relevant questions. That’s often where I get ideas for these articles. (Keep your

Are you uncomfortable with handling prospect objections? Unfortunately, many sales professionals hear prospect objections as a personal rejection. The truth is that an objection from

Recently I had a conversation with a friend who is a former, highly successful model. My friend is now building a highly successful marketing business.

What comes to mind when you hear the word, “sell?” In a recent conversation with some business owners and entrepreneurs, many of them said that

We are heading toward 2023. Almost a brand-new year. Are you ready for it? Have you set your 2023 goals telling yourself: “I’m going to

Many, sales professionals believe that the holidays are a bad time for prospecting. Not true. The holiday season can be an excellent time to prospect.