No matter whose sales system you subscribe to and follow, everyone of them has a stage or step where you propose your goods and services to the prospect. Oftentimes, in our anxiousness to be responsive, and because we believe by submitting a proposal we are actually speeding the process along, o

Not all mannequins are made to look like full-grown adults. Child mannequins are also common in many clothing stores. A child mannequin is the same as an adult mannequin except that it is built to the scale of a child. These mannequins are made specifically for displaying children’s clothes. A ch

A number of years ago I was out on a sales call with a fellow salesperson. This salesperson had a track record that spoke volumes. Well, on paper that is.

I decided to let him lead the conversation with the customer as I was hoping to learn something from his approach.

At the beginnin

I was speaking to the regional manager of a securities firm a few weeks ago, and something wonderful happened in the middle of our conversation:

Stunned silence.

I’ll set the scene for you…

I was discussing her company’s sales compensation plan, when the topic of their web site

As spring training gears up for baseball, professional ball players are practicing the skills they have developed over a lifetime to achieve perfection. These professionals are where they are today because they put in the time, energy and discipline of thousands of hours of practice. Their goal i

There are two things that you never want to hear from a prospect:

(1) Excuse me, but I think your hair is on fire! And

(2) You’re a great salesperson!

This article isn’t about fire safety, so let’s rush to number (2).

What’s so bad about hearing a compliment, especially on

Albert Einstein is best known for his theory of relativity. Every school kid knows his famous equation E=mc². This brilliant physicist was also widely quoted on a variety of topics. While not recognized at all as a salesperson, Mr. Einstein was always promoting ideas and concepts, attempting to