The Polite Prospect Syndrome

For people who sell, there are many difficult objections that they need to prepare for; cost, trust, and urgency, to mention a few.  One of the leading objections, however, is often misread.  As a matter of fact, if you aren’t paying close attention, you’ll never see...

A Tough Call

We spend a great deal of time, effort, and training on how to make the sale, and rightfully so.  But I want to ask this; what do you do when you do not make a sale?  The fact is, no matter how talented you are as a salesperson, no one has a 100% closing ratio....

You Schmooze, You Can Lose

When I work with sales people and consultants, I can always count on one question being asked when we begin to talk about opening tactics: “How long do you schmooze for?” It’s a great question… and a complicated answer.  For those who don’t know what the word...