Your file of prior proposals to your existing customers may be an excellent source of new business. Top performers make a habit of digging deeper than the first problem that surfaces when developing a needs analysis for a new prospect. That comes with the territory when you are doing consultative selling the right way. After […]

Areas of Potential Improvement Do you love to win? More importantly, do you HATE to lose? When it comes to a sales cycle, are you focused to winning the deal, at times at any cost and refuse to give up even when the odds are stacked highly against you? If you answered a resounding “Yes,” […]

Do you really listen to your customers and provide what they want, or are you more focused on finding the most profitable way to sell your product and then trying to convince the customer that what you’re doing is actually for their benefit? This thought crossed my mind recently as my rental car shuttle bus […]

Sales Tips for Introverts: Everyone expects a salesperson to fit the high energy, fast talking, in-your-face stereotype. Many qualified people shy away from sales as a career because they are not perceived as a “people person.” But, being more comfortable listening than speaking can be as much of a benefit as the gift of gab. […]

The cost of not knowing your customers’ preferences Have you ever asked a client a question that can be answered in a sentence or two and they’re still talking 10 minutes later? Or maybe asked for more detail on a sales issue and been given a one line answer? Are you the person that is […]

“we keep the world’s hands and feet from sweating” ” WE KEEP THE WORLD’S HANDS AND FEET FROM SWEATING” We are seeking professional Independent Sales people “who have buyer entree” into the fields all our products relate to. We are also seeking people who wish to have their own business as distributors of our No […]

The Making of an Ultimate Performer Recently, 45 highly motivated, Detroit residents competed for 12 slots in the “Are You UP” Ultimate Performer challenge. These people competed for a slot in the audition, in part, by completing the Seller Style Survey and demonstrating their motivation to compete for the title of Ultimate Performer in Detroit. […]

One of the most important things a person can do is understand his or her influence style. We never consciously think about how we are being perceived when we are seeking to communicate, most of us have never been trained on how to congruently and effectively communicate what we want people to feel, understand and […]