You’ve been there. They love the product. They like you. The price is right. But still they won’t commit. You start to get paranoid. Is it me? What am I doing wrong? Why won’t they just say yes? You question your sales skills and so on. And yes, sometimes it goes the other way too. ... Read Post

Network Selling is the key to success in the digital age. Read Post

Effective people are those who can look at a problem and say, “how can I solve this?” They move through life with an attitude that gets them through every obstacle in their path simply because they have the ability to meet challenges head-on, look for solutions, and solve problems. Some of the most effective problem ... Read Post

With the advance of Social Media to new dizzying heights, today’s sales world brings many new challenges to sales people. Salespeople must understand social media, and more importantly, how to prospect within it. That means a salesperson must become an expert on who the buyer is exactly for the product or service they are selling ... Read Post

Are sales and marketing equipped to evolve and change? Let's take a look at this through the lens of psychology. Read Post

For sales today, a mindset is at least as important as a skillset, and I refer to this mindset as social intelligence. In our ongoing series on this vital topic, we have already discussed the qualities of self-responsibility, individuality and security. Now let’s take up a very important quality: freedom. Salespeople and Freedom Many salespeople ... Read Post

What are the mechanics of delivering an effective sales pitch? It’s the wrong question; no one should aspire to be great at delivering a pitch. A pitch is one-sided. A pitch is about the salesperson and what they have to sell. The benefits of the pitch are asymmetric and favor the salesperson. The appropriate question ... Read Post

The challenge of trust and identifying trust criteria. Read Post