Series: Sales Trends

I grew up in Haddonfield, New Jersey. We lived at the corner of the busiest intersection in town. I was

What does it take to become a sales success? Why do some people make it to the top? Or, more

When you make a presentation, you’re not the only one with expectations. The person you’re presenting to has as many

There is no quick fix, magic wand, or potion that will give you the success you’re dreaming of. So, what’s

97% of all sales are not made on the first call. It takes five to ten exposures (follow-ups) to a prospect

The sales dance. The prospect is as nervous about telling you NO as you are to find out if it’s YES. You often

Psst — hey — c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie

Stop managing, start leading. Sales managers beware. No one wants a manager, but everyone wants a leader. If you think

If your company’s maintenance person bought $500 of supplies to repair a specific problem, you would pay the bill with

Psst — hey — c’mere! I’ve got a secret to tell you…Sometimes prospects will stall you, sometimes they will lie

“Jeffrey, how do you close, Jeffrey, how do you close?” I get asked that question more than any other. (“Jeffrey,

Salespeople tell me that, these days, “price” is all that matters. What do you think? Me? I think price doesn’t matter,

For some reason, over the past 60 days, the word “objection” has been the prime topic of my email buzz

“I need more sales. I need more sales,” you say. Welcome to the club. Everyone needs more sales. “No, no,

What’s the difference between a traditional customer and a customer as a partner? About five times the business. “Partnerships are