Why Clients Resist Giving Referrals

by Paul McCord

The traditional approach to asking for referrals generally creates several roadblocks even after you have done a great job for your client. Less than 15% of all salespeople generate enough referral leads to subsidize business, but if done properly, it can certainly make an impact...

Getting Past the Gate Keeper

by Jay Conners

We all know the feeling of going out to make cold calls and getting shot down by the person at the front desk. It's hard to keep your sales momentum when you can't get in front of the person you need to speak with in order to get a shot at selling your product...

My Cousin Vinny - the Salesman

by Jim Meisenheimer

Is your sales presentation in shape? Watching sales people in action can be great training. It is quite interesting when you are on the other side of the fence, especially when they are good at it and they are comfortably prepared to work for the close from every angle ....

Integrity Makes for Great Sales

by Ron Tartarella

Long term professional selling is less about the level of your skill than the content of your character. True professionals know that skill may help close that first sales, but integrity keeps customers coming back. Check your own integrity level and determine for yourself where you stand...