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Last March, I wrote an article on “Coaching, not telling,” and this month, I’d like to share more about this topic with you. After all, we are all coaches in some fashion. Coaching well is a fine form of selling, but when you have the opportunity to help someone by coaching, do you respond by telling

I have had enough of listening to salespeople tell me that to close the deal they are “giving in” to every imaginable concession. In fact, some of these concessions are so ridiculous that they make the overall deal either unprofitable or impossible to deliver and maintain a reasonable level of customer satisfaction and service success.

Another year is ending…and another year is upon us. It’s amazing how that happens at the exact same time year in and year out, isn’t it? One thing we can count on is taxes, and every January 1st, it’s time to reset the sales clock and start climbing the mountain. The bigger question and the

After a recent keynote, one of the attendees came up to me and said, “Thank you for your message today. I am tired of feeling as if I need to apologize for anything I do that seems like sales.” This particular man is an employee of a large nonprofit, and he knows, as many others

Sales get made and killed every day. Often there is a fine line between the two things and the reasons are pretty obvious. So in this short primer on what not to do when you actually want to make the sale, remember these five simple little rules that will help you close more and lose