Sales Process or Buying Process? Which is more important? The Buying Process is about what the prospect is doing. The Sales Process is more about what YOU want to do! Watch very carefully at what the buyer is doing...

What I see in sales is that accountability is what ties everything together. Activity, knowledge and skill are never fully leveraged without the magic of "doing what you must do" week in, week out, to create pipeline and sales consistency....

When listing property for sale, a key consideration should be the “shape” of the listing. In times like these in particular, “out of shape” listings are a personal commitment and an overall business liability....

Too many people get into sales because they are perceived to have "the gift of the gab!" The gift of the gab is not a true predictor of success in sales. In this latest video we discuss why telling isn't selling but asking questions is....

Far too often in sales, "telling" is viewed as selling. In reality good selling is quite the opposite. In a quality sales conversation, the salesperson is mostly asking questions and encouraging the customer or prospect to talk; and only much later on in the interaction is the...