If you have a bar, at some point you are going to have to invest in ? or at least replace ? your barware.

I used to literally sit at my father’s feet while he made business to business calls, to introduce himself, and to set appointments.
He was a spectacular telemarketer, before that word was invented.
His formal title varied, but one of them was, Account Executive. Wherever he worked, he rose to the top in sales, and his earnings [...]

With close to 30 years in sales, one common mistake that I continually observe is that many sales people consistently make is to talk way too much. In trying to differentiate themselves from the competition, these sales people share a common sales belief that talking to the prospect is a way to convince him [...]

1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product.
Your f~ree trial or sample chapters will show your visitors that you are confident in the quality of your product and lead to more sales for you by demonstrating how [...]

It’s the prospect. If stalls and objections frequently come up in your sales calls, it’s a good idea to bring them up before the prospect has the opportunity. If you bring them up first, several good things happen:
* It helps your credibility when the prospect sees that you’re not afraid to bring up stalls and [...]

If you’re the boss, you should be concerned with your Loyalty Quotient (LQ). Your LQ reflects how dedicated your staff is to you. Since most people don’t leave companies, they leave bosses; your LQ will make the difference between having a motivated and dedicated staff and having a group of employees who keep their resumes [...]

You arrived on time and completed your calculations. You worked up a presentation of all the things you’re going to do and items included, going over each item carefully. You’ve just given the customer the price. They look at each other. He says, “Okay. Thanks for the quote. Well get back to you. Of [...]

Remember that the more consistent and congruent you are in every aspect of your life, the more honest and genuine you’re perceived to be. If you believe in your message, you’ll practice what you preach. If you practice what you preach, you’ll be more authentic, and the door of trust will swing [...]

The need for good proposals – the business kind, not the marriage kind – struck me again a couple of days ago, when I received a poor proposal. I had talked on the phone with a sales rep, and then she followed up with a proposal.
You know what? Her proposal was even worse than her [...]

Ever wish that your presentations could be as much fun as a cool TV commercial? Come late January every year network TV treats us to America’s finest and most expensive commercials – Superbowl commercials. You may remember some of these even now, 2 weeks later. Which was your favorite? E*Trade? Fed-Ex? One of the dot.coms? [...]