Normally in sales, it’s good to think big. But sometimes, it can be helpful to think small instead. When budgets are squeezed and credit is crunched, you can boost your sales by offering value-sized and value-priced …
“Your” Key to Closing More Sales
One of the most powerful words you can use when talking with a prospect is “your.” While average salespeople focus on “our products,” “our services,” “our features” and the history of “our company,” top salespeople prefer …
Small Acts of Service = Big Boosts in Sales
I was in an Arby’s restaurant today and while I waited for my meal, I witnessed an interesting scene. An elderly gentleman had placed his order and asked for a glass of water. He took the cup from the cashier and headed …
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Invest in Your Sales
This is a great time to invest. No, I’m not talking about the stock market, commodities or real estate. (Although there are certainly some good buys right now for those who have the cash and the stomach for it.) I …
Your Biggest Competitor
Your biggest competitor doesn't have a brochure, a web site or a business card. It’s never taken a sales training seminar, never goes on road trips and never makes PowerPoint presentations. It doesn't even attempt to …
Sales and Creativity
A friend and I were talking yesterday about creativity. I confessed that it wasn't until just a few years ago I had realized I’m creative. He was shocked, saying he thought I was one of the most creative people he …
