Please do not immediately lower your price…when you get this objection an opportunity has been created for you to better understand...

When you hear “no”…the first question in your mind should be “what do I need to learn” and/or “what am I missing”. 

If you are new to selling, how to start a conversation with a new client contact can be uncomfortable. 

You probably already understand the need to respond to clients rapidly when they are seeking information (that is not on your website). 

Accounts with great potential for growth require a different approach to managing communication…one that keeps you “in front of the client”.

While this is not for all meetings, there are MANY situations where this makes sense.  It can help make the meeting more efficient...

Sometimes customer executives involved in a decision process are only accessible through one of their direct reports…

When you are looking to thank someone (particularly someone at a prospective client) what should you do?  Email?  Text?  Phone call? 

How a first meeting goes can determine whether you will move forward or at least how fast you might progress. 

At some point this may happen...it is easy to be upset about, particularly if you worked hard to prepare...

It is important for your business to be perceived as “easy to do business with”.  Clients want convenience or they will go elsewhere...  

Selling already requires preparation, creativity, patience and persistence. 

Some calls do not go according to your plan. Maybe you faced an unexpected challenge or objection that took you off course.

If trying to “close” a deal creates anxiety for you, try looking at this from a different perspective.

Wondering what it will take to close a particular deal? One critical element is understanding how your client will evaluate solutions

If you are working on building client relationships around the holidays, hopefully you are getting some opportunities to schedule meetings.

Thanksgiving will be here in approximately 6 weeks. Time will fly. You have a “window” from now until the end of the calendar year that ca

At what point during a meeting with a potential client should you share pricing? Listening and learning will provide the guidance you need.

It is easy to lose sight of the “greater purpose” of the solutions you are selling…also known as the “value”. An approach and some examples

It is easy to feel like you do not have time. If you block time off for practice, you are likely to increase the efficiency and success of