Everyone in sales dreads hearing the following from a customer: “I’ll review this with my boss. I know he’ll go ahead and place an order.” We dread it because we know the sale is very likely going to die. The …

Not all customers are the same. I learned that lesson years ago when I was just beginning to sell. Actually, I didn’t learn it right away. I understood the concept intellectually, but it was several years before I learned it …

Getting an appointment with a prospect is a big deal. It can be an anxiety-producing, nervous-making process. But, you got the appointment, so congratulate yourself on a job well done! Now, it’s time to plan your sales call.

First, let’s …