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Be a Buyer First

Have you ever been sitting during a negotiation wondering why you have no leverage and your prospect can push you around and beat you up for better terms, lower price and more? You wonder how that weak positioning suddenly manifests itself during a critical stage of...

The Premises That Anchor Beliefs

The profession of sales is at its core about the matching or transferring of beliefs. A successful sale occurs when the client either matches to, or adopts the belief of the sales person around the issue and product. That adoption of belief must be voluntary. You...

The Luggage You Carry

I travel a lot for my work, and I usually travel pretty light, because I dislike luggage.  I mean I really dislike it. In fact, I hate it.  It slows me down, it complicates everything.  From stuffing into the overhead bin, to paying excessive check in...

Finding the BAA Standard

Marylin is a realtor, and a client of mine. Marylin’s clients had looked at 18 houses over 4 months. By the time she was showing them the last few, she felt she was hitting all the items on their checklist. In fact, the last two houses had EVERY “must-have” and every...

February Frustrations

Some of you are frustrated right now. A new year was supposed to mean a fresh start, and a whole bunch of shiny new outcomes. Then the groundhog disappointed us, and now you are firmly planted in the middle of the six more weeks of sales winter. Sales can be...