Emphasize Benefits, Not Features
Features describe what a product has, but benefits explain why it matters. Highlighting benefits helps customers see how a product improves their life, increasing trust Read More
Don’t Let Your Hot Leads Cool Off
Every day in sales and business is critical. That lead you receive today, could very well be in the hands of your competition tomorrow. Read More
Don’t Think Objections Are Necessarily Bad
Many salespeople perceive prospects' objections negatively. When these salespeople hear objections, they simply see them as obstacles in the way of closing a sale. However, Read More
Fishy Salespeople? How to Finally Stop Handing Out FREE Fish to Your Sales People
Do you remember the good ole days when sales managers used to just sit back and wait for their salespeople to come into their offices Read More
Back-End Offers – Make Real Profits
How to sell more of anything via effective, cheap, useful, fruitful and intelligent advertising. Specific strategies to increase your sales in any type of business, Read More
3 Proven Methods for Turning Away Customers and Losing Money
It's difficult to reach your business goals if you don't have the right materials and/or the information to help your business reach the success it's Read More
5 Ways To Beef Up Sales… Immediately
Last week, one of my clients—we'll call him Rick—had a demo scheduled with a prospect. The standard "show up and throw up" they typically did Read More
5 Tips for Finding Your Core Competencies
Imagine if during an interview process, you could tell a sales recruit what sales performance competencies are needed and measured... and what levels are necessary Read More
3 High-Impact Fixes for Your Marketing Woes
How many times has your competitor gotten one over on you? The feeling of being left behind just eats away, until you do something about. Read More
5 Keys to Building a Dynamic Self-Management Sales System
Can you diagnose your business on a 'Single Sheet' of paper? Here are some key steps to help identify your essential competencies and performance metrics. Read More