If you're new here, you may want to subscribe to my RSS feed. Thanks for visiting!For roughly 30 years in sales and marketing, I did my best to avoid manipulation and pressure closes. You have a right to make your own decisions. Nevertheless, a track record of sales achievements proves that relationship sales and marketing work. (Read More …)  Read More →

Despite sales training by generations of traditional sales trainers who emphasize the importance of a good presentation, sales success requires listening, not telling. Think about it. It’s really the old Golden Rule at work. Do you really care how good somebody’s product is before you know that the salesperson has truly heard and understood your situation and your needs? You want a solution, not a product. Sales Success Requires Listening, Not Telling Rushing to Start Telling Your Story Can Cost You a Sale While some people are technology buffs and really care about specs (specifications),... (Read More ...)