Engaging as Salespeople During These Stressful Times

I’m sure you are very interested in how best to communicate with prospects and clients during today’s hyper-stressful times. As salespeople, you certainly do not want to be trite or minimize things because everybody is processing the situation… Read More

Taking a Passionate Interest in Our Clients

One of the fellows who inspired my book, “Mr Shmooze,” likes to tell his salespeople: “If you know a customer’s passion, and pay attention to it, you can find the key to any client’s heart.” And do you… Read More

Getting to YES!

Psychologists have long known that small commitments can lead to big commitments.  In one research study they asked homeowners to place a big campaign sign in front of their houses.  Most of the homeowners who were being asked… Read More