Is This Missing from Your Sales Approach?

Is This Missing from Your Sales Approach?

When I first started my sales career, I used the same model for every sale: features and benefits. Makes sense, right? I knew what my product has to offer, and I knew how it benefited the consumer. If a prospect had a problem, I simply matched it to the product...
These Three Little Words Lead to Higher Productivity

These Three Little Words Lead to Higher Productivity

What if there were just three words you could focus on to jump start your personal and professional life— and boost your productivity in the process? You’re in luck. The Start-Stop-Continue method has been helping business leaders, consultants, and executives...
Persistence, Passion, Patience: The 3 P’s of Selling

Persistence, Passion, Patience: The 3 P’s of Selling

In January, I was in West Palm Beach heading back to the airport from a training.I had a great conversation with my Uber driver on the way there. He had retired from sales many years ago— and I told him about my work. He asked me a great question: what qualities...