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How Risk Impacts Your Sales Success

There are many things buyers evaluate when making a purchasing decision, but none of them is more important than risk. When you understand the impact of risk, you can tailor your sales process to minimize or even eliminate it and help drive yours sales through the roof. The calculation is very simple: the lower the […]

Closing Does Not Have to Create Conflict

Zig Ziglar once wrote, “if you can’t close, you are just a brilliant conversationalist.” I would add to that if you can’t close, you are just an unpaid consultant. Closing does not have to include conflict, stress or beating your prospect into submission. If you have extended yourself emotionally and professionally to your prospect and […]

The Problem with Closing Sales

Becoming a top producer in sales is not a knowledge issue. It is a consistency issue. If you were consistently doing the things you already know you should be doing, your income and career would already be exceptional. But little things seem to get in your way, and although you temporarily make some changes for […]