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ABC (Always Be Closing) has damaged more reputations and hurt the selling profession more than any other sales tip. Doubt that? Answer these truthfully: Do you ask for the sale right after you [...]

Sometimes selling is not about how-to. Sometimes it’s about context. This is one of those times.  Besides, when will you find Shakespeare, Petronius, Laurence Olivier and Marlon Brando all [...]

All sales reps want referrals because they can lead to quick and easy sales. Yet referrals are hard to get. If we think of referrals as one thing entirely they become elusive. Why? Because those [...]

Sales funnels work at their own pace. Yet there are times when a quick sale* is needed more than oxygen. When sales are at the bottom of a trough or stuck in a down economy, one quick sale can [...]