Your customer is no longer a prospect. They have placed an order with your company. A lot is riding on this initial order. And a lot is riding on what happens within the first 30 days of working with you. …

I attend a lot of business and social events, and meet a lot of people.  I am amazed at how differently people will shake my hand. Some people come across as confident or down-to-earth. They show a certain amount of …

How do you see yourself when explaining your price to a customer? How do you react when they say it’s too expensive? For many of us, it’ can be an unpleasant feeling. A sense of dread. Or, sometimes we get …

Repeat customers are invaluable. They pay the bills, and keep you in business. But referrals are how you expand your business. Referrals are the lifeblood of your business, letting you survive and, in some cases, thrive. Everyone agrees on the …

“My customers will only buy if I lower my prices.”

Really? Are you sure? I hear this frequently from participants in my training workshops, and it always leads to a healthy conversation about whether they are selling price or value. …

Selling is a challenging endeavor. And if I am a sales manager,  responsible for a group of salespeople, it gets even more challenging.  I am pulled in a lot of directions. I have multiple priorities. I have to adapt to …