Jan
05
2011
Pain Awareness and Selling
Selling is bringing your prospect’s Pain into front-of-mind awareness and getting him to focus on it. Pain is actionable!
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Jan
03
2011
The Power of Pain
The most powerful thing you can know about a prospect is “what is his or her Pain?” Always, when you hear Pain, ask about it.
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Dec
29
2010
YouCanSell.com: A Library of Information on Selling
Consider the YouCanSell.com website as your library of information about what’s working in selling today!
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Dec
24
2010
Good selling isn’t manipulative
Most of us would run kicking and screaming away from anyone who tried to manipulate us. So why would you regard learning to sell as learning how to be manipulative?
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Dec
22
2010
Non-Sales Jobs That Require Sales
Scientists, accountants, entrepreneurs and other professional careers aren’t considered sales jobs, but business development calls for selling skills.
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Dec
20
2010
The stereotype of the sales guy: Ouch!
The stereotype of the used-car salesman and other media images of salespeople can hurt.
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Dec
17
2010
How To Sell To Business People
Read up on this business-to-business sales research that shows what buyers want from highly effective sales professionals.
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Dec
15
2010
Choosing Your Words
Your choice of words has tremendous power to influence your prospect, as well as yourself: what words work best in selling situations.
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Dec
13
2010
Liking Your Prospect
By finding some things you like about a prospect and focusing on them, you have a much better chance of making a sale.
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Dec
10
2010
Where is Your Heart?
Where is your heart as you enter a selling interaction? If what’s in your heart is “I gotta close this guy!” or “I’m going to nail this deal!” your prospect can feel that he’s being used, and he will likely move away from you.
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Helpful Hints on Dealing with International Clients: Remember not to assume you’re the same
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