Selling

If you answered 'Yes' to the above question, or 'I don't think so,' please read on. If you answered 'No,' congratulations...

DOES EVERY CUSTOMER'S OPINION COUNT? NO! by Chris Burand A customer at a luxury car dealership complained to the salesperson, 'These additional features are unnecessary and certainly n...

DOES YOUR PREPARATION EXCEED YOUR PRESENTATION? by Preston Diamond Do you compare your presentations to a startup funding request for venture capital? How much money did you ask fo...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

DONT GO TOO FAR WHEN ASKING FOR REFERRALS! by Bill Cates After reading a new book on referrals, I was shocked! The author opened with a story of an occasion when he asked for refer...

DONT LET GRAND CLAIMS OF SUCCESS FOOL YOU! by Chris Burand Have you ever wondered how the agencies in all those magazine articles grow so rapidly? You might be surprised. Mo...

While driving down Boston’s Massachusetts Avenue one Saturday afternoon, it dawned on me that every bus stop shelter along this popular main artery sported advertising signage for Apple’s iPad 2. Assuming that many bus riders were not target customers for a product selling between $500 and nearly $900, the two of us in the car thought that spending advertising dollars at bus stops seemed like a waste of money.

DONT SAIL INTO THE WIND! by Rob Ekern Selling on price can put your business out of business. I was speaking recently to one of my broker friends and was surprised at hi...

DON'T GET BURNED IN THE OVERHEATED ACQUISITION MARKET! by Chris Burand Wall Street has definitely cooled, but agency mergers and acquisitions have not. ...

The growth of the Internet poses a threat to the need for sales people. In this article, John Graham offers six guidelines that sales professionals can use to survive, and thrive, in a Web-based business environment.