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

The Awesome Power of Social Proof

Psychologists know that it is basic human instinct for human beings to seek validation for their decisions from the groups they identify with. So if you are a professional basketball player, and your trainer wants you to try a… Read More

The Ultimate Sales and Service Secret!

I recently heard a great summation of what we need to do to stand out in sales or service . . . “Give the customer something no one else in the world gives them.” 

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

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