When You’re New to Sales

When you're new to sales, it will take some effort to get your career rolling. I compare this to the amount of thrust that's required to get an airplane off the ground. It takes a lot, but once you reach  a certain level, staying aloft gets … [Continue reading]

How to Keep Clients Happy

Mastering selling skills to gain new clients is one thing. Learning how to keep clients happy is another. If you've been in sales longer than six months, you have probably already learned that clients can be quite fickle. The reality of selling is … [Continue reading]

Real Estate – Getting Price Reductions

Getting price reductions can be quite the challenge in the field of  real estate. However, with today’s market conditions and lower interest rates, more and more people have an interest in new or step-up homes. That means they must first sell their … [Continue reading]

Recommended Reading

I'm often asked what books are on my recommended reading list--besides my own books, of course. I recently revised my list to include both some classics and some newer editions that contain valuable information for today's dedicated sales … [Continue reading]

When There is Turnover on the Sales Team

When there is turnover on the sales team, it can be unsettling for most. Sales managers may need to hire a replacement. (Strong sales managers have qualified sales pros waiting in the wings.) Average performers are likely to step up their games for a … [Continue reading]

When Buyers Interrupt You

One of the primary frustrations in selling is when buyers interrupt you. Granted, you are there to serve their needs. However, as a pro, you've pre-planned a presentation that will both educate and motivate your buyers. It has a certain flow to it … [Continue reading]

The Initial Greeting

The initial greeting is so important. As the saying goes, you don't get a second chance to make a good first impression. Let me share some ideas for getting off on the right foot in a retail situation. A couple walks into your store or display … [Continue reading]

13 Self Instructions for Sales Success

In my book, The Official Guide to Success book, I teach about the power of self instructions for sales success. These are also called affirmations. They are positive messages we develop for ourselves. After all, no one else can motivate us as well as … [Continue reading]

Podcast Interview on Sales Chalk Talk

Hugh Liddle, THE Sales Wizard, and co-host Jim Hamlin interview a huge variety of special guests who share Ideas about sales, marketing, business and success that will help you create more sales and more income for you and your company. They have … [Continue reading]

The Buyer’s Mindset

As a sales professional, it's critical that you put everything else out of your mind when approaching buyers and focus on the buyer's mindset. When put into a sales scenario, the buyer’s mindset subconsciously shifts, asking important questions … [Continue reading]