I’m constantly amazed how otherwise smart marketeers
become deaf, dumb and blind at a show. I remind clients –
You = Your Company – so when the company rep is
incompetent, it reflects on everything about the company.
DEAF?
Not really deaf, but not aware of the gist of the conversation.
Interaction at trade shows is quick, maybe with nods and
incomplete [...]

I’ve found that winners say “I choose to.” Whiners, on the other hand, say “I have to.”
Let me explain. On a plane, I mentioned to the executive next to me that I’m a professional development consultant and speaker. She smiled, gave me a knowing nod, and before the wheels were up revealed her “pain.” She [...]

“Yeah right!” I thought to myself as I started to
turn off the TV after hearing that the show was
about a dancing horse.
I couldn’t imagine watching a documentary about a
dancing horse and its rocky road to success.
I was very skeptical but curious enough to see if this
horse could actually dance.
After all, the truth is sometimes stranger [...]

First of all, get your mind out of the gutter — I said
“back-end”, not “rear-end”, O.K.?
You see, today I’m going to teach you about getting
“back-end” sales and why you must make them.
And, if you’re still struggling with your back-end sales,
and you can’t seem to nail down “what” to sell as your
back-end product, I’m also [...]

When others do something for us, we feel a strong need, even a push, to return the favor. Returning the favor rids us of the obligation created by the first good deed. The adage “one good turn deserves another” seems to be a part of social conditioning in every culture.
And, even beyond that, the maxim [...]

Billions of dollars worth of international trade is carried out every day, much of it by small businesses, importing and exporting products from and to their counterparts in other nations. As with every type of business an important task is locating people who will lead you to a signed contract – your trade leads.
Traditionally, [...]

World over in February young couples celebrate Valentines Day with laughter and promises of undying love. The celebration knows no barriers and whether 4 or 80 years old, people with hope treasure the phrase “Will you be my Valentine.”
Mid- Feb heralded in ancient Rome, the coming of spring and even in pre-Christian times people celebrated [...]

Selling is a Process! If you miss, leave out, ignore, bypass, or quick forward elements of the process, you are reducing your chances of closing the sale. Our years of experience developing successful sales individuals and teams has proven there are 3 Key Areas of this process that will make or break the sale. At [...]

When you think about ways to gain repeat business from your customers, you probably turn your thoughts to marketing efforts such as advertising, public relations and other means that will allow you to repeatedly be seen. However, without one particular element included in your plan, your efforts to entice customers to buy over and over [...]

In a sales interaction with a prospective client, I offered several solutions to his particular situation. I had asked him several questions, and upon determining his needs, presented a variety of different answers. I told him about the corporate programs I deliver, recommended one of my public workshops, suggested that he register for my newsletter, [...]