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...

The Art Of The Spiel

Typically, we talk too much, we listen too little, and we tend to overwhelm others with our vast array of knowledge. That’s neither persuasive nor pleasant. It’s not a secret that I’m not a fan of product pitches. We’re led to believe that, by mastering our ability to...