You're in business to SERVE YOUR CUSTOMERS. Not to "maximize shareholder value" and, sorry politicians, definitely not "to create jobs".

At the end of the sales conversation when the prospect is ready to commit, they don't need any more information. They need affirmation. They want to be reassured that they're…

As a leader, you want to accommodate other behavioral styles to improve communication. But don't go so far that you dilute your style and lose who you are and what…

Many sales professionals believe that product knowledge is the ONLY thing they need to know (or at least the most important thing). But also critical to sales success are selling…

Don't overwhelm your prospect with multiple options. YOU are the expert, the guide who is helping them get what they can't get by themselves. So ask questions to understand their…

A contract helps you and the other party remember what you agreed to. It also documents that agreement for people in the future who weren't there at the time. And…

"Do your best!" is advice we got as a kid, but it could be exactly how you should judge your results. There are a lot of factors that determine whether…

When a customer (or anyone) is unhappy, you dramatically increase your chances of a positive outcome by calling. Too much human connection is lost when you use email or text…

When your leader or others are giving you too much, you have an obligation to raise your hand and let them know. It's not their job to manage your capacity.

You only have so much time and you can't get any more once it's gone. So when you're prospecting, be sure the prospect is worth your time. If they won't…