I was once told that when a customer gives you an objection that the selling really begins.  The theory being that there is interest by the customer but they need a reason to buy.  Their objections are there for you to help them justify buying. Well, I object! When a customer asks a question, it is just that… a question.  Sadly many salespeople see it...

I am guilty as the next person.  I get offended if I walk into a store and no one asks if they can help me.  Yet, if they do, I completely blow them off.  It is as if I am looking forward to telling them that I am “just looking”.  The reality is that I have been trained to respond to a specific set of “sales” behavior and when I don’t get it…...

You ever have a great conversation that changes the way you view things?  You know, the type of conversation that makes you use everything you’ve learned, makes you take a stand, and leaves you feeling refreshed.  Ever have one of those? Did you know that you could have one of those conversations when it comes to your business? Yes you can. It begins with...

Let’s talk about the dirtiest word in business.  You know the word.  It is the most important word that means the lifeblood to any business.  The word is… sales. Why is it dirty?  Without sales there can be no revenue, and without revenue there can be no cash to pay salaries and the bills.  Sales are the most important component of business and it is...

Recently I was approached over the phone by a company that wanted me to purchase keyword advertisement for life.  The idea being that my company would have preferred ad placement when someone searches for specific keywords like business coaching, corporate coaching, etc.  That a few grand up front would have a longer ROI than the horror of pay-per-click when...

Customers are the lifeblood of any business.  Without them your business — any business — cannot survive.  Customers validate your business plans, your products, and the value of your services through their purchases.  So it is always baffling to me why some companies perform customer service poorly.  You do not have to be that way as you will...