Implementing “The Pause” in Sales Conversations

The big engine is revving back up in many industries. Let’s get back to some selling tips. Some of the best salespeople in the world are trial lawyers. The best ones are excellent communicators and they make it… Read More

A Monty Python Lesson on Selling

Most of us have experienced the humor of Monty Python over the years via their movies and TV shows. I am a big fan, so when I saw that one of the group’s preeminent members, John Cleese, was… Read More

When is the Best Time to Present: First, Middle or Last?

People often ask me when it is best to present when competing in a proposal process . . . first, middle or last. The answer, if you can arrange it, is last. The reason is based on something… Read More