The hardest thing and the best thing about high ticket sales is the wait.  How can it be both? First, it’s hard because results are not immediate. A visit, a phone call, an email, and a card sent to a prospective client can bring little in the way of confirmation.   You can be left wondering, […]

Is it easier to sell in the spring? My very best sales months have sometimes come in the spring, and I think I know why. I am more optimistic in the Spring. There is a feeling of an opportunity to start over. Winter often gives us too much time to think. When we have too […]

The ability to persuade could be the most critical characteristic among the most successful in sales.  I would argue. It is also the most dreaded, misunderstood, and overlooked skill needed to turn the corner toward real fun and sales success.  Persuasion is not a bad thing. Especially if you recognize you must use it carefully […]

A new year generally brings on high hopes. Besides holding on to hope, what can you do to have your best possible year in sales for 2021? Here are four elements that, if you apply to your sales process and your life, will help you achieve the best possible results. First, think positive. You must […]

If you own a company or manage a sales team I’m sure you’ve been sold on the need for a CRM. You’ve probably asked some others about what they use. “How easy is it to use?” “How are the reports?” And of course “How much does it cost?” If you’ve had this conversation or these […]

While I often share prospecting stories or stories on closing a sale this week it’s about an install after the sale. The Sale is Won A church from my territory in Southern Indiana had ordered a small desktop copier. I had made arrangements for delivery with one of the church members. The church was small […]