I hate it when sales people argue, especially if they argue with customers. I mean really, think about that for a second. Is it really that important that you be right all the time? I mean come on.. how old are you? When was the last time you had an argument with your husband […]

A key ingredient to a successful mentor is his/her “likeability” (Yeah.. Yeah.. I know it’s not a word, I just made it up.) Likeability simple means how likeable are you? Do people like to be around you. Do they like listening to what you have to say? Do they like and respect you? If not, […]

The gum ball theorem is the premise that you should stick to your guns. In sales it is easy to get discouraged when you’re having a bad day. It’s easy to point the blame finger on dozens of things to which you can attribute your lack of success. Before you know it, your just harping […]

What a week it has been! Yesterday was my first day back from Las Vegas and I’m still jet lagged! Would you believe that in all my travels around the country doing sales I had never been to Vegas? Believe it or not it’s true! I must say that it was a great experience. I […]

There is no generic rebuttal for all objections but there are key phrases that should always be used when rebutting an objection. The main thing to remember is that an objection is an opportunity. The prospect is testing your credibility and product knowledge. It is a chance to shine in the eyes of the prospect […]

I could be blind folded, forced into a helicopter and flown anywhere in the USA then dropped off in a random location. Rest assured that as long as there is merchandise on the ground and people to be found I WILL MAKE MONEY. That is a fact. I’ll make it happen. Heck, I don’t even […]

How do I make more sales Omar? If that isn’t the most common question I’m asked then I don’t know what is! There are many different reasons for under-performance. Each situation has to be analyzed individually and then the specific shortcomings have to be addressed. How do I make more sales is a […]

Lots of people want to run their own Ebay business. One of the things that I have discoverred is the simplicity of making money through ebay. Most people only scratch the surface of the true income potential attainable through Ebay. It’s much more than just bidding and selling. Now don’t get me wrong, that part […]

A.B.C. = Always Be Closing . . . So often I see marketers and sales professionals making this mistake… they forget to close the deal! If you don’t ask for the sale your not gonna get it. It’s very easy to get wrapped up in a prospects objection especially if you […]

I just spoke at a seminar for sales managers and the topic of recruiting came up. In todays economy, finding the right type of person for sales is no simple task. Hiring managers have to become truly effective at identifying key components in the psyche of an applicant. The simple truth is that not just […]

I often get asked “What is the most important thing I can say to close the sale?” My answer is usually the same. “Nothing.” All to often a sales person just says too much! They ramble. They go on and on about how their product is so good and they inadvertently talk the prospect […]

Buyers come in all shapes, colors and ages. A big mistake often made by marketers and sales people around the world is they try to target a specific type of buyer. We can not assume that a particular type of person will not be interested in our products. Sales presentations must appeal to the […]

I think any marketer that has ever done business on the internet has fallen victim at one time to a business opportunity that over promised and under delivered. By nature we are impulsive people. Sales pages are cleverly designed to raise our impulse and get us to purchase a product. Some of these are legitimate […]

The psyche of a marketer and sales professional is very unique. We all possess some very common characteristics. We tend to be dreamers, over achievers, self motivated entrepreneurs. But these good traits can also be the root of our biggest shortcomings. We fall hard, we lack patience because we yearn instant gratification, […]

Regardless of what your selling or how your selling it the prospect must see the value in your item before they make a purchase. It must be our goal as marketers and sales professionals to build that product value. Building value in a product should be done gradually throughout the presentation leading up to […]

Selling is about raising impulse. Nothing and I mean absolutely nothing can effect your sales success more than the ability to raise impulse. Regardless of your product, no one just rolls out of bed in the morning and says “I hope that salesman calls today.” That just doesn’t happen. Even people that have a need […]

A well respected financial journal recently published the results of a national survey they conducted in America. The survey was conducted using various control groups in different parts of the country from all walks of life. A total 1611 people, all between the ages of 21 and 54 participated. While I was reading the article […]

I remember back when modems were a table top device that you put your telephone receiver into. First you would have to call your friend and ask him to get his computer ready, then you would put your telephone handset into the modem suction cups and begin to transmit. Boy, have we come a long […]

Yes! It’s finally here! My blog will surely replace prime time television in at least 80% of American house holds. I plan to submit content daily so please visit often and feel free to post comments. For starters, I just want to share some excitement with you. For years I have been teaching high performance […]