AVOID THE EMPATHY TRAP by Chris Burand The ability to empathize is admirable. It requires listening, understanding, ...

SALES SUCCESS IS AS EASY AS A-B-C by Emily Huling You've been told sales is a numbers game. Through tireless effort, you've established a prospect list of 700. All names and contact in...

SALES SUCCESS DEPENDS ON THE QUALITY OF YOUR CONTACT by Emily Huling You've been told that sales is a game of numbers. Through tireless effort, you've established a prospect list of 700...

Few steps of forming a business relationship have more importance than qualifying the prospect's interest and commitment. It's a high-payoff and high-value use of your time, and leads to a constructive outcome for both parties in the relationship.

Close your eyes and visualize a red and white soup can. Then imagine a brown and white candy wrapper. Did you picture a Campbell's tomato soup can, then a Hershey's chocolate...