Qualifying is the process of determining interest, authority, urgency, budget, and competitive situation. Qualification information is critical to learn early...

Think of when you met someone for the first time. What was your impression? Good? Bad? Neutral? What we do...

Think of when you met someone for the first time. What was your impression? Good? Bad? Neutral? What we do...

In sales, a referral is the key to the door of resistance. Referrals are the most powerful strategy for increasing...

The one constant you can always count on is change. This course will help you develop the necessary skills to...

Think about the difference between the words, “close” and “confirm.” If you close the sale, the mind thinks something has...

It’s not the “close” or confirmation that terminates your sales action, but follow-through. It not only helps the sale stick,...

When a service problem occurs, it’s also likely to create an upset or irate customer, further compounding an already sticky...

If you are not part of the solution, you are part of the problem. A problem is any obstacle that...

There are two “faces” of developing your professional skills—an external side and an internal side; a customer-facing side and personal-facing...

In sales looking for qualified buyers is like panning for gold, looking for “not dirt” and quickly disqualifying non-buyers. As...

This power is not only true in sales, but also in many other interpersonal interactions such as service transactions, group...

Stress is your response to a triggering stimulus called a “stressor.” Stressors could be demands made upon us or a...

Think of when you met someone for the first time. What was your impression? Good? Bad? Neutral? What we do...

An objection is an expression of disagreement, opposition, or concern raised by prospects when considering a decision with your proposal....