Do Your Homework

Selling yourself and your product does not consist of magic, or showing off or luck. It consists of homework and hard work and rewarding work. The more you understand about your prospect’s needs and wants, the better equipped you’ll be to provide them with the right solution and product! Of course, the effectiveness of the […]

The Fact Finding Session

Professional salespeople will take the time to obtain the information they need to match the right product for their customers by conducting fact-finding sessions, and as the name implies, it’s a series of questions asked of prospects. The purpose of these questions is to investigate the needs of the prospect and to get a conversation […]

Creating the Complete Person

When I talk about being the complete person, I’m not referring to anything that suggests you, I, or anyone else is trying to become the perfect being. Far from it. We’re all human and subject to making mistakes. My ideas about being a complete person are simply to make you aware of how others see […]

A Lesson in Listening

I don’t have to tell you how important repeat business is in any industry. That’s how I made as much as I did during my career. I knew how important getting those customers back was, so I worked at sharpening my listening skills my entire career. But I too had to learn that lesson the […]