Thinking It Over

I have discovered that of all the things salespeople dread, the TAI (think about it) is the one that sparks the most fear. You must realize that the TAI is like a Band Aid over a wound that the prospect refuses to show to you. You must begin to realize that YOU are...

Learning to Persuade Others to Buy

Wouldn’t it feel good to know that you have the ability to make everyone you meet like you and want to buy from you? Many salespeople are charismatic that way. You like them immediately after meeting them and you buy from them, even when they might not have the...

Postponing is NOT a Sales Strategy

Today I thought I’d lighten the mood a bit and send you this humorous look at procrastination. Can’t sell in January-Between the terrible weather and folks coming back from vacation, how can you expect someone to focus on buying now? I’ll pound the pavement next...

Newsflash: Altitude Controlled by Attitude

Your attitude is how you look at life and the way it looks back at you. The best way to explain this is to share vignettes of two men whose attitudes were 180° apart. The first fellow worked for a Russian railroad and accidentally locked himself in a refrigerated...