Benefits are what people buy, not features.  Yet, too many salespeople talk about features.  HSN, Home Shopping Network, knows the difference between a feature and a benefit.  In the July, 2008, issue of INC magazine, there’s a great article that talks about how they do it.  I suggest you read it and then do something [...]

Have you ever truly stopped to consider how important referrals are to the success of your business?  Are you proficient in asking for them or does the thought of it make you uncomfortable?  In this article I recently wrote, you can learn more about the critical skill of asking for referrals on a regular basis so you [...]

“It’s not about having the right opportunities.  It’s about handling the opportunities right.” Every day, I get at least one email or phone call from somebody who is sharing with me their pain regarding the slowing economy.  The discussion always focuses on how they’re having to work a lot harder to keep things going.  Salespeople [...]

Do you truly understand your business?  In this article I wrote, I share some questions to consider that will give you a better grasp on the effectiveness of your sales process and how to be more successful in your industry.  To read it in its entirety, click on the link below. Understanding Your Business: 10 Questions [...]

 Are you looking for some extra motivation?  We’d like to recommend a new book just released by our friend, Mike Brooks.  “The Real Secrets of the Top 20%” is a comprehensive, affordable book that is packed with the skills, techniques, word for word scripts, and ‘Secrets’ that Top 20% Producers use to make all those [...]