Virtual University

The words you choose — spoken or written, letters or e-mails, delivered face-to-face or by phone — help shape the client’s perception. Take every opportunity to shape perceptions by positioning…

Valentine’s Day is a day to “pop the question.” In the spirit of that, let’s focus this month on closing. Just as a sweetheart’s answer should not come as a…

The one skill that I see the superb salespeople excel in is positioning. In light of my book title, Stop Telling, Start Selling, this may seem odd because positioning is…

For many people, Valentine’s Day is a day of hearts and flowers and other expressions of affection. Although we are not suggesting that you send flowers to your salespeople, all…

“Just send me (or tell me) the price.” Salespeople hear these words early in the sales process from clients every day. But the wise ones know the pitfalls of this…

Few priority client relationships are managed by one sole salesperson anymore. Whether the team is large or small, local or international, it takes a team to meet the demanding and complex…

Reaching a prospect is no easy feat. One salesperson experienced a voice mail obstacle that was more daunting for him than most. Here is the voice mail message: “If you…

As the year wraps up and you focus on closing business and reaching your goals, pause for a moment and make a list of clients to call with a holiday…

Most salespeople take how they open a sales call for granted — many hardly think about it at all. The opening is a place to differentiate yourself and get your…

Many larger businesses and governmental entities shop their insurance via an RFP (Request For Proposal). The most common proposal mistakes are being generic, not well organized, not adhering to the…