What is Your Most Powerful Selling Tool?

There is one tool that it so far superior to anything else, that it is in a class by itself.  Asking a good question is the single-most effective thing you can do with a customer.  A well-phrased, appropriately-timed question is your most powerful sales...

Q&A: Entertaining Customers

Q.  I have a problem.  I still find a percentage of customers who keep me at “arms length.”  How do I overcome this attitude from the select few of my customers? Q. You have convinced me that spending time face-to-face with customers is the...

A Sales Process to Build Upon

In all of my training and consulting work, I’ve found it helpful to establish, right at the beginning, a big picture view of the sales process.           Once we have an overview, we can understand every sales...

The Ultimate Self-Improvement Skill

Things are changing at an unprecedented pace and will continue to do so. This is not an event, but a permanent state of affairs.  The only way to assure that we survive and thrive in this environment is to become adept at the ultimate sales improvement skill –...