Category: Attention to Detail

The Home Court Advantage. Are You Using it to Make Sales?

The average professional sports team wins more than 75% of the games they play on their home court. That's a pretty high winning percentage.

10 Sales Skills that Don't Require Natural Talent

Does it seem like some of your fellow salespeople in the office have a God-given talent for sales? It can be discouraging to work alongside such people when you feel you have to work as hard as you can to accomplish what they seem to do naturally. Don’t lose hope for your future in sales, though.

12 Lessons from Uber — How to Transform and Dominate Your Marketplace

Nine years ago Uber revolutionized the public transportation industry, and forever transformed the way it does business.

5 Words You're Probably Misusing on a Daily Basis

Chances are, more of your clients and coworkers than you even realize care a great deal about proper grammar, and your emails may be making them cringe.

3 Types of Questions That Transform Leads to Sales

DISCOVER is an acronym for the eight purposes of asking questions. Yes, there are only eight purposes … only eight reasons that people ever ask questions. Sellers tend to focus primarily on three purposes

After The Show Is Over, How Do I Follow Up?

After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That's real fast.

I’m sorry, I didn’t hear you. Could you repeat that?

If you ask most salespeople, they would admit that listening is their weakest quality. In part, due to impatience, but mostly because they don't know how. Or even deeper, they don't know the components or factors that make up the "why" of listening.

Stop Annoying People By "Just Following Up"

One of two things is usually happening when I start working with a client on follow-up. They are either not following up at all or they are following up like is it still 1982.

Wrong Address Equals Sale

I had every reason to be mad. There I was, standing in the middle of Manhattan, struggling to hold my laptop, projector, handbag, and books. I was about to give a huge presentation, and I’d arrived 45 minutes early.

Top Tips to Counter Prospects’ Objections

You’ve done everything right with your new prospect. But, now that the contract's in front of them, they’re stalling. Asking the right questions can help you devise a solution to this problem.

It’s ruff out there. How are you being “treated” and how are you treating others?

Here are the things Charlie does that gives me happiness, reflection, love – and ideas to pass on to salespeople. Whether you’re a dog lover, a cat lover, or neither, here are Charlie’s life lessons and sales lessons:

How to Negotiate When Your Time’s Up

The prospect might know you’re close to the end of the month, or the year, and starts insisting on a deal. What should you do?

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