Q&A — Personal Finances

Because a salesperson’s income is often unpredictable, salespeople need to develop some disciplines and principles to guide their personal finances. This article provides some tips and techniques to manage your personal finances. Check out this...
Nurturing Prospects

Nurturing Prospects

You have made a call or two on a prospect, qualified them, and rate them as high potential.  The problem is they don’t have an opportunity at the moment. Lots of potential, but it’s all down the road a bit.  Your challenge is to maintain contact so that when they do...
7 Ways to Build Rapport with Anyone

7 Ways to Build Rapport with Anyone

Building rapport with customers is a fundamental sales skill.  Yet, few salespeople have been trained in the specific tactics to facilitate this. Here are seven ways to build rapport with anyone. Think of it like squirting oil into gears.  Imagine some gears grinding...