Dr. Greg Stebbins tells you how to get the Sales Edge. He explains the difference between a sales person and a sales professional. He outlines four key points you need to know if you want to excel in sales. A strong believer in continuous learning and sharing knowledge, you will find Dr. Stebbins has a [...]

Dr. Rick Johnson has a clear opinion on whether sales questioning is an art or a science. His response and rationale for this opinion might first surprise you, and then have you nodding your head. Rick shares some of the common mistakes made by sales people today, then goes on to list what he [...]

In conversation with Lee Salz he shares his thoughts on sales attitude and what it can do for you. A strong believer that attitude is the number one criterion for sales success. Lee suggests part of the attitude you need must focus on is your client and their success. He makes a strong point that [...]

Nido Qubein explains the only thing you can’t replicate is time. He suggests you might think of time management as energy management. Think of a battery, you can charge it up but it only lasts for so long. He uses this metaphor to describe how you might think of your time as set ‘units’. Nido [...]

Rochelle Togo-Figa speaks to what many feel is the most challenging aspect of the sales process … closing the sale. She says this is a big issue for sales people and up to 50% of sales are missed because people don’t ask for the business. Rochelle walks through seven steps she believes can have a [...]

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