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Body Language in Sales Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my training, I’d never before seen […]

Increase Your Sales With The KISS Test We’ve all heard the term KISS test at one time or another – “Keep It Simple, Stupid.” However, the majority of salespeople violate this basic principle more often than not. Let me start with some examples of what I’m talking about. At one position I held, I sat […]

AdWords, when used properly, will not only grow your business and list exponentially but it is very cost effective as well. There are many people who have tried using a pay-per-click program such as Google AdWords but have failed. Why did they fail? One of the main reasons that internet marketers fail with their AdWords […]

I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it. I found the advice given in that article to be deeply disturbing to me, especially since it is new and not from a twenty-year-old book from the […]

How To Keep Your Sales Team Motivated: Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut – and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without […]

Crucial Aspects of Professional Selling How To Stop Chasing Sales Prospects Forever: Perhaps the biggest challenge faced by salespeople is the problem of chasing prospects. In this article I’ll explain exactly why that happens, and how you can avoid it entirely and make prospects chase you instead. I once heard Donald Trump say, “In selling, […]

Sales Prospecting For The Complex Sale: I probably receive more correspondence from salespeople who deal with long sales cycles, or what is commonly referred to as the complex sale, than from anyone else. They contact me because they’ve seen my website or heard about my books and are skeptical about whether or not my lead-generation […]

Many areas of selling that I’ve studied and taught to others are rarely, if ever, known and used in the world of professional selling. One of those is the science of social dynamics – before I ever began learning it myself and including it in my training, I’d never before seen it used in sales. […]

When I began selling products online, I never once intended to become an affiliate marketer. In fact, I didn’t even know what affiliate marketing was! As an author of books – first my own self-published, then published books – affiliate marketing was unknown to me because, in the world of authors, there are usually no […]