Your product (or service) is great! Terrific! Fantastic! But it’s not perfect. Not by a long shot. It has flaws. Drawbacks. Downsides. And yet you have to sell it anyway. How? Listen to my appearance on …
How to Boost Your Year-End Sales
Believe it or not, we’re already approaching the last quarter of the year. How are your sales coming along? Are you on track to hit your annual goals? Are you ahead of schedule? Behind? Whichever the case may be, if …
How to Make Your Value Case
You know there’s value in your product or service. But your prospects don’t seem to fully appreciate it. And as a result, they don’t buy from you. How do you get your prospect to see your value in its …
13 Sales Tips from NSA ‘13
As a professional speaker and trainer on the subject of sales, I am, naturally, a member of the National Speakers Association. So last week I was in Philadelphia for the 2013 NSA Annual Convention. More than twelve …
How Conferences Can Boost Your Sales
A lot of salespeople, professionals and business owners view conferences and conventions as a big waste of time. Attending such events takes them away from their day-to-day work, putting them further behind schedule than …
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How to Follow Up Without Being Obnoxious
You know you need to follow up with prospects in order to close sales. But you don’t want to call every other day asking, “Have you made a decision yet? Huh, have you?” So how can you make sure you stay in front of your …
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