Embrace the Close Instead of Fearing It

by | Jan 16, 2014 | Sales Motiviation

By Jeff Beals Ask an inexperienced sales professional to name the most difficult and stressful part of the sales process and the answer will likely be “the closing.” Chances are the second most stressful part would be “overcoming objections.” That really shouldn’t be...

Casting a Vision & Painting a Picture

by | Jan 10, 2014 | Sales Motiviation

By Jeff Beals When you sit down in front of a would-be client for the big presentation, remember it’s show time. Sure, a sales presentation should have some give-and-take, question-and-answer, but don’t forget to put on a bit of a show. It’s time to borrow a little...