Overlooked Opportunities

“Life may be full of missed opportunities, but it is the next opportunity that is the most important!” – Adrian McGinn Overlooked opportunities are everywhere in our environment. Sometimes we don’t see them because we are not looking. Other times it is because we...

Dynamic Duo of Disappointments

If you were to ask me to name the top two deal killers for residential salespeople I would immediately respond with one legger appointments and folks needing to think about it. These are the dynamic duo of disappointments. Often, the training and coaching received for...

17 Essential Sales Assumptions

Recently I read a post written by Jill Konrath, accomplished author, speaker, and sales trainer. For everyone who sells in the B2B marketplace, her thoughts here will be every important. I am re-posting her article here in its entirety from www.jillkonrath.com....

Buy With Emotion, Justify With Logic

Regardless what you sell in the residential marketplace, you have no doubt been indoctrinated with lots of features and functions about your service or product. You need all that instruction because prospects make buying decisions because they have carefully...