The real close when you make a complex sale doesn’t occur when your prospect signs the contract and through all your effort becomes a client. The real commitment you need to gain only starts when your dream client signed your contract. The real…

You are making selling harder than it has to be.

When you leave a sales interaction with your dream client without a firm commitment that moves the opportunity forward, you are reducing your chances of gaining that commitment, and you are…

1. Time: The very first commitment you need from your dream client is the commitment of their time. Without gaining the commitment of time, you can’t create an opportunity. This is why prospecting is the critical activity for sales…

To be effective in sales requires many and varied skill sets and attributes, all of which are essential. But only one of these attributes is the foundation for all others. Only one is the master key to sales effectiveness. This attribute stand…

"I don't want to come across as selling."

"I don't want to be perceived as being a salesperson."

"I don't want to sound sales-y."

These three comments trouble me. Deeply. They are all real, and I encountered all of them in the last week. They…