The Mask: How Buyers Reveal Their Preferences

Most of us know intuitively that we each have two personas in play: The person we really are. The person we want the world to think we are. Both affect our buying decisions, but the second persona, our… Read More

Selling Through Relationships – Now More Than Ever!

People have been asking me if selling through relationships is becoming less important in the age of remote communication. I would argue that the remote revolution is serving up the opportunity of a lifetime for salespeople who take… Read More

Turn Your Prospect Upside Down

Want to have a little fun and stand out with a prospect who you know is creative and has a sense of humor?  Send a letter printed “upside down” on your stationery that goes something like this.