Want to learn how capture and nurture three-quarters of the sales lead market through effective communication efforts?

First, you must learn to slow down. Remember the story of the tortoise and the hare? The same principles learned within that fable can be applied to your business...

Sales in an Age of Falling Multipliers: Training Scientists and Engineers to Develop New Business

Over the past 30 years, the consulting engineering business has become increasingly competitive. Advances in technology from Fed Ex to Fax and, of course, in all aspects of computerization...

Sales are the life force of any business. Heres an outline of the key factors in getting them for your business.

Persistence

Business owners and decision makers are typically very busy people. Often, the difference between making a sale and not making a sale is catching the...

Logical levels? What is that, you might ask? It is a model created by Robert Dilts, a pioneer in the field of neuro-linguistic programming (NLP) after studying Gregory Bateson (1904-1980). Some believe that Bateson will before long (presumably in the 21st century) come to be recognised...

Studies in persuasion technology show that what you expect tends to be realized. I call this the Law of Expectation, which is also one of the tenants of sales.

As a sales professional, your expectations influence reality. I recently came across a movie called, “What the Bleep Do We...

A few years ago, I was working as a catering manager of a local historic hotel. The hotel had been in terrible condition for many years until a group of investors purchased it and began the long arduous process of renovation. They were able to get the majority of it renovated before the...

One of the most important skills a doctor can posses, is that of a bed side manner. In the same sense, it is important that sales people posses the same type of skill, to be able to put their customer at ease.

Relaxing your customer is important to any type of sales situation you may find...

If you are a loan officer or mortgage broker, you may have played around with the idea of purchasing mortgage leads.

You, like many loan officers in the mortgage industry, may be a little skeptical when it comes to buying mortgage leads from a mortgage lead company.

You probably...

If you are a loan officer or mortgage broker, you may be on the market for mortgage leads. You may even be considering purchasing them exclusively.

Purchasing exclusive mortgage leads may not be such a bad idea if you want to cut out your competition.

Most mortgage lead companies...

Do you sell to the government or to large companies? Do you regularly get purchase orders that stretch your companys ability to deliver? Lastly, if you had financing to cover all your supplier costs, could you sell more? Much more?

If you answered yes to any of these questions, then...

When you establish a relationship with a customer, you want that relationship to have many levels, not just one layer from one sale.

We all have our sales goals to meet on a weekly, monthly, or quarterly basis. This doesnt mean that once we get a sale out of our customer, that we hurry...

Several weeks ago, I was forced to replace a very expensive piece of equipment at my bistro. A convection oven that I inherited with the building suddenly stopped working. I called a repair service and the machinery medics were quickly dispatched. Unfortunately, the news was grim… I would...