Far from just another sales technique or gimmick, Productive Selling Attitude (PSA) is a fundamental approach to making sales.

PSA is emerging from a clear understanding of how customers think, as well as from the expectations of suppliers and vendors.

Only those who are brutally honest with themselves really make it in sales - this means admitting that it is getting more difficult to "make the sale."

The obstacles to success are everywhere. Automated telephone systems serve as an impenetrable wall. The fear of making a wrong decision creates endless delays and false starts.

WHAT TO ASK AND NOT TO ASK ON JOB APPLICATION FORMS The application form is your first line of inquiry into a job candidate's qualificat...

No matter how hard you try, customers will find fault with you or your staff. How you handle those complaints will determine your account retention and customer satisfaction rate. Here are three key guidelines to help the cause.

Knowing what customers expect may be the most important key to successful selling. While every customer is interested in getting an appropriate price, many salespeople seem to think that price is the primary issue. As a result, they lead with price and seem to base most of their sales presentation on cost issues.

Are your office meetings successful or ineffective? Without proper planning and execution, they can end up wasting everyone’s time. Jack Fries offers solutions to nine common problems that can arise in office meetings.

Unfortunately, all too many office meetings get off track all too easily. Check out this list of common meeting headaches and how you can avoid them:

WHAT YOU CAN DO ABOUT INSURER INSOLVENCY by Bill Wilson Though you carry E&O insurance that should cover carrier insolvency, recent court cases have not completely absolved agencies when p...

WHATS THE BIGGEST BANG FOR YOUR MARKETING BUCK THESE DAYS? by Patricia Berry With every new innovation in business comes a new theory about how to market them. This informat...

WHATS YOUR EXIT STRATEGY? by Mitch Axelrod Will you work until the day you die? Have you set a retirement date? Do you even think about it? Some people like the adventure of...

Does the sterile anonymity of Internet-commerce and 1-800-BUY-THIS leave you a little cold? In this document, Emily Huling reminds us not to lose our human touch when conducting business in person. Her observations provide useful insights for anyone in your firm who interacts with clients.