5 Reasons Why Salespeople Suck at Negotiating

5 Reasons Why Salespeople Suck at Negotiating

NOTE FROM JEFF: We have a guest column today! I’m in a mastermind group with 52 sales speakers/authors from around the world. One of our members is best-selling author Jeb Blount, who just released his 11th book this week. It’s called, INKED: The Ultimate Guide to...
My Best Sales Advice From the Past Year

My Best Sales Advice From the Past Year

Sales is not rocket science, but it’s not easy either. It takes hard work, discipline, diligence and a lot of persistence. What’s more, sales is becoming more challenging as competition increases, products/services become commoditized and prospects have less and...
What Causes Clients to Worry

What Causes Clients to Worry

If you want to win a new client, you must understand a simple, little word that actually has complex meaning: “value.” Value lives in the prospect’s head, not yours. Each person defines what is valuable to him or her. Nobody else can do that. Not a family member, not...