The second step in our sales process is the investigation. "Investigation" sounds kind of hardcore........but calling it "the step where we ask lots and lots of questions of varying types" seemed a bit unwieldy. Basically, in this step, we're going...

If you want a successful career in sales, you need to master the art of the open-ended question. We'll start by taking a look at several keys that you need to remember about questioning throughout your sales process, which are especially applicable...

3. Special occasion notes - In our last post we discussed the power of a handwritten thank you note when it comes to differentiating yourself from your competition. Don't put the pen away though. Handwritten notes aren't just for thank you. Fill out...

How do you find out what's going on in the world? Daily paper? Internet? TV? Gossip? Well, gossip usually isn't the most effective, but the other three have tremendous value, of course. And they have one thing in common. News. Whatever the format,...

I hope all that celebrate the holiday enjoyed their Easter. Now back to work. Just like when working the phones, a solid, repeatable system is required to keep the sales process on the right track. But unlike the phones, the key here isn't a...