duane77

Selling In The Dog Days Of Summer!

Summer is here and for many sales people that means it's time to "kick-back". Does everyone really go on vacation at the same time? You know that's simply not true. "Yes, many people do take vacation in July and August, but they also take vacation in J... Read >

How to qualify opportunity. The 3 essentials needed before submitting a proposal.

Your time is extremely valuable and should not be wasted on prospects that have no interest in developing a business relationship with you. Yes it's important to find out if the prospect has budget for your product or service. And it's very important t... Read >

How to Increase Business in a Crowded Market

If you have seen me speak, or if you are a regular reader of my tips, you know I believe very strongly in the importance of making a clear distinction between "competitive" markets and "crowded" markets. The market place is no where near as competitive as... Read >

Three tips to qualify your sales opportunities

Every sales professional has the same amount of time daily to invest in their success. One of the actions top producers leverage is their ability to qualify sales opportunities. They only spend time with companies that are either in the market or that can... Read >

How to identify the real decision maker

I don't use the term "decision maker" when working with sales teams. I find it to be much more effective to use the term PABC. The term PABC stands for "Purchase Authority and Budget Control." The PABC is an individual who can slide open his or her top r... Read >

How To Schedule More Qualified Sales Appointments

If you hear yourself saying the following then read on! • "All I get is voice mail." • "I've left several messages and she won't return my call." • "I can't get past the receptionist." • "His assistant just won't let me in." • "She's resc... Read >

The Power of Questions

When searching for those "golden nuggets" you can leverage to gain a competitive advantage make sure you don't pass by the gold mine of questions! In selling, the answers we need to ensure our success can be found in the questions we ask. Interestingly ... Read >

Selling Success – More Than a Smile And a Handshake!

I'm sure we would all agree that people buy from those they like. So it makes sense that we find sales people putting a great deal of effort into being helpful and likeable. Typically sales people go about establishing their business relationships by pr... Read >

Selling to the C-Suite

If you want to consistently capture the attention of top decision makers you must learn to speak their language. One of the many things I learned from my years of working with Tony Parinello, the author of the best selling business book Selling To VITO, ... Read >

Stay Focused On What Is Possible!

Henry Ford once said: "If you believe you can do a thing or if you believe you cannot you're right." There are two privately owned hardware stores near where I live. One is thriving while the other is on the verge of closing its doors. When you go t... Read >

Take Control of Your Mental Game

You can't control the outside. The good news is you have 100% control of the inside (you!) Sales and business people that create a consistent and predictable cash flow and are successful in designing the life style they desire, remain grounded in real... Read >