Articles and Newsletters

1. Believing selling is self-evident — that if you have something worthwhile, people will show up, wanting it, and you need only take their money — it doesn't matter what you say or how you structure the conversation. Not true!
2. Believing selling is manipulation. No one wants to be manipulated — we run kicking and screaming away from manipulators. So why would you believe you have to be manipulative to have selling success? Instead, learn the Skills of Salesmanship!
3. Believing selling is an innate skill — that some are born with it and others just aren't. That's false too — in fact, there is data that people may be a bit more trusting of those who are less like the stereotype of the broad-grinning, talkative salesman, especially if you are knowledgeable of what you have to sell!