What kind of sales results are you or your company producing? Just enough to get by? Not the worst, not the best? Or are you excelling and at the top of the game, month in and month out? Excellence...

Successful selling is about 95% your attitude toward yourself. Not so much about your attitude toward your prospect, your attitude toward your product or service, or your attitude toward your boss...

The term "sales funnel" has been popularized by online sellers, and we are led to believe that it is designed to convert web traffic into online sales. However, direct selling has used a "funnel" for...

When I began my sales career I assumed (falsely) that the great salespeople were born great. It turned out to be nothing more than a myth. You see, great salespeople all have something in common....

So, you have a sales lead. Now what? What is your first objective when you are face to face with the prospect? How about your second objective? Should you try to find out if the prospect is...

The primary question, of course, is do you know the difference? When a prospect makes a decision to buy something, it is a personal choice. When a prospect feels like they were sold something,...