Buying Signals, Not Traffic Signals!

Picture driving your vehicle through a strange town while looking for a particular restaurant or specialty shop. Now visualize seeing your destination as you pass right by as your spouse squeals and points, “There it is; honey you passed it. Turn around right up here...

Provide Solutions Not Just Price Quotes

Paul Tomlinson (pictured below), a friend of mine shared the following true story. Paul, who lives in Rush Limbaugh’s part of Missouri, is Regional Manager for a multi-state consumer services franchise. The following experience he shared with me is important for you...

Selling More by Talking Less

When it comes to closing sales we often bloviate way too much in our effort to help homeowners and commercial buyers make informed decisions. Well I hate to break the news to you, but that additional yammering doesn’t really work, so today let’s focus on selling more...

Fertilize Your Commission Checks

I read an interesting article pointing up the importance of having customers that are willing to buy from you over and over again. In the article, a survey reported that a fast food restaurant determined that a repeat customer was worth about $11,000 over their...

Problematic Presentation Performances

Salespeople are trained to convey facts about what they sell, and they are commonly referred to as “cold” and “hard”, but they are neither. Certainly facts have their place but they don’t evoke emotion in buyers. You will be more successful in moving prospects and...