Category Archives: business

We’ve all been told, “knowledge is power.” And, though trite, this statement is true for many walks of life—sales included. When you are negotiating with a prospect, the process runs much more smoothly if each party involved comes with knowledge … Continue reading →

As salespeople, we often write prospects off based on assumptions we make about them. It’s so easy to do! You just jump to a conclusion based on your suppositions about them without really doing any research. The act seems harmless … Continue reading →

Ask anyone with public speaking experience to list some of the hardest challenges they face as a communicator. Chances are that holding the attention of the audience throughout an entire presentation will be on that list.  Salespeople, unfortunately, face the … Continue reading →

The importance of listening skills is often underrated in sales. But the truth is that it is absolutely necessary in communication. Whenever I work as a consultant, I don’t refer to the salesperson’s speaking ability, but their communication skills. Communication … Continue reading →

The most important think to keep in mind when talking to a prospect is that they understand you. A specialized vocabulary reveals your expertise of your industry and product, but its terms may not be ones that Mr. Big understands. … Continue reading →

The drive to find lower prices is something found in nearly every consumer. As a salesperson, your customers are no exception. Determining the reasons behind a customer’s request for a lower price is important. For some of them, that reason … Continue reading →

There’s an old sales theory that needs debunking. The theory says that you should present a prospective client with three proposals. One proposal for more than you think they want to spend, one for much less, and one in the … Continue reading →

I’ve been researching, practicing, and instructing others of the creative selling system for many years now. Throughout those years I’ve worked with, managed, and studied the habits of thousands of salespeople, some creative and some not. I found that for … Continue reading →