The Kansas City Repertory Theatre is currently doing a run on the classic play Death of a Salesman, which got me to thinking about how the sales process has changed over the years.  What used to work in sales 10 or 20 years ago doesn’t really work now. Here’s an example that happened to me last week […]

The leaves are starting to turn; the heat of the summer is past. And fan or not, we are heading into the heart of football season. And like all sports, if you can think of a statistic that measures the performance of the team as a whole or individual players, it is probably tracked. One […]

  Here’s the answer to your problem…! It’s an easy trap to fall into…you’re good at what you do, you know your product / service inside and out and you genuinely want to help your prospective customer (and make a sale).  So once you get a quick overview of their situation, you start your sales […]

Want to know a secret?  There’s one thing you can do that will dramatically increase your sales success…think of it as the ‘Big Gun of Selling’!  Now this isn’t a stand alone silver bullet – when you’re trying to grow your business and increase your sales, there are a lot of things you need to […]

In today’s world of technology and social media coming at you from every angle, it  can be easy to mistakenly think that a great Facebook page, a twitter account, a few videos or blog post are all that you need to close sales. However I was at two different events recently and reaffirmed that an […]

If you have ever sold anything in your life then you’ve encountered a sales objections at some point in time. In fact, regardless of your profession, we all deal with objections in life with co-workers, business partners, spouses, and family. The good news is, there are some simple steps you can take to better handle […]