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9 Ways to Break Out of Your Sales Slump

We’ve all been there. Everyone else seems to be putting numbers on the board and you’re not. Here are some new numbers for you: nine key actions to break out of your slump and return to form. 1. Review your three greatest sales ever. Find commonalities: time of day, type of product, personality styles. Then position

Learn from Your Sales Successes

In my book, Accelerate the Sale, I detailed research by Tel Aviv University professor Shmuel Ellis, who conducted a revealing study of after-action reviews with two companies of soldiers in the Israel Defense Forces. He demonstrated that soldiers performing successive navigation exercises learned at a significantly higher rate — and improved their future performance — when

Referral Reluctance: What Are You Afraid Of?

In a recent post, I wrote about the importance of referral business and promised to share with you ways to consistently produce referral business. Here we go... With so much evidence proving why referrals are important – and enough consensus among sales professionals regarding the positive nature of referrals – why are they still underutilized?

Tough Customer? Try Using the Burden of Proof

Have you ever worked with customers who seemed skeptical of your products or services? Perhaps they questioned a particular product, accessory, warranty plan or even your company's claims of customer service? Or maybe you've encountered somebody who was misinformed by a so-called knowledgeable friend or family member? Somebody who was convinced that he or she knew the truth about how