Book Titles

Showing the customer what it costs per month, week, or day to go without the solution shortens the sales cycle.

Customers are more impressed by intelligent, legitimate get-to-the-problem questions than they are by a phony inquiry.

Presentations, demonstrations, and engaging trade-show booths are a waste of money if they are not accompanied by a practiced, proactive strategy to get the customer to buy.

Do a wonderful job, do it on time, do it on budget, don’t complain, and give the customer a little extra. This is the blueprint for customer satisfaction and for continued sales success.

Rainmakers get buying commitments before they give selling demonstrations.

…there is a huge difference between being shown how something is done, and then doing it at all, let alone well.

Never show vulnerability. Always be confident. Plan for the unexpected. Expect a curve ball. Stay calm… Never let them see you sweat.

Your dress should signal confidence, success, expertise, sensitivity, professionalism, and attention to detail. Dressing with care flatters your customer.

…when a customer agrees to meet you for breakfast, he or she is making an uncommon investment of time. That investment is a positive buy signal.

Don’t forget to use your business card. To too many people the business card is so common, so trivial, that they forget its purpose. Business cards are to get and keep customers…