The Dominant Buying Motive (DBM)

          When was the last time you sold your product or service to a customer or client simply so they could have it? I am willing to go out on a limb and say that this probably has not happened. So why do they buy it from you? I know,...

Sales and Decision Makers

        As salespeople we are constantly involved in helping others to solve problems and achieve their goals. Sometimes it could be very simple and conclude successfully for all parties involved in just a few minutes. Other times, the process...

Love ‘em and Leave ‘em Not a good plan

                          Not long ago, I purchased $60,000 worth of windows for my home. The salesperson did a very good job explaining everything and answering my questions. Good enough that I gave him...

Critical Thinking

For those of you who have worked with me, read my published materials, or heard me present, you have heard me say that selling is about helping others. Sometimes you will have a product or service that perfectly fits the needs of your customer. Other times, it is...

Your Pipeline is Your Lifeline

Your pipeline is your list of active opportunities, whether they are planned to close today or 10 years from today. It is critical that you have a tool and method for keeping track of all open opportunities. It does not matter if you use a Customer Relationship...