“Whatever is easiest for you” That should be your answer 99% of the time when your client offers a couple of choices that have no real impact on you. Let them be the one to decide if it is easiest to meet with you in the morning or the afternoon. Let them [...]

At the end of the day who decides if you were successful that day? Did you close a deal (or two)? Did you make the cold call you dreaded? Did you get some more leads? Did you do all of those things?
More importantly – If you didn’t, can you still [...]

A phrase that I heard repeatedly when I was selling cars was “Conrey, you need to slow down to speed up.” In my excitement to close a deal I would often make small mistakes – sometimes several of them – which would cause me untold problems down the road. I ended up spending [...]

It happened to me over the last week or so. For all of us in sales it has happened before, it will happen again – a client isn’t happy. The details are really irrelevant – it doesn’t matter whose fault it is, what went wrong, or what exactly set them down this [...]

Remembering the important details of your clients is an underrated way to endear yourself to them and earn repeat business and loyalty.
Remember their kids names, and ages, and how many there are.
Remember where they work, what they do, how long they’ve been there.
Remember their likes and dislikes about food, politics, music, sports, [...]