Virtual University

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…

“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…

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…

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…

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 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…

Many people are shy when it comes to working a room and engaging in small talk with people they don’t know or with whom they don’t normally interact. The holiday…

Not everyone is that comfortable with holiday parties. One reason is that even salespeople, most of whom like to talk, can feel they are not good at “small talk.” Some…

With the new year comes a new page. Before you begin to fill the page, get a sense of what your clients and colleagues see as your strengths and your…

At the end of a negotiation, you may be tempted to make an unwarranted and costly concession. Before you agree to the final concession, make sure you fully understand its…