I was in the car leasing business straight out of college and I did well, but I had a rough time with a memorable customer.
He asked me to get him a white Chevy wagon. Nothing fancy, just some air conditioning, and if it had power windows, that was fine.
What he didn’t know was at my [...]

Successful salespeople have the ability to turn the customers they serve into advocates. They don’t directly ask for assistance, they do it by going the extra mile when providing service. It is only natural for satisfied customers to refer their friends and business associates to someone they know they can trust to take good care [...]

If you are a loan officer or mortgage broker, you may be on the market for mortgage leads. You may even be considering purchasing them exclusively.
Purchasing exclusive mortgage leads may not be such a bad idea if you want to cut out your competition.
Most mortgage lead companies will sell their leads up to four times, [...]

Dad, you raised me to have integrity, be honest and help people. You raised four boys, a Marine, fireman and truck driver. I’m the one you wanted to become a doctor or lawyer. Well, I reached higher to become a salesperson and I know you are proud.
Although this is more like a letter than it [...]

Almost every day, visitors to my Unlock The Game website click on my live instant-messenger chat button, which invites them to “Ask Ari a selling question.”
And do you know what their most common question is?
Yes, you guessed it: “Is there any way I can break through or overcome my fear of cold calling?”
Most of us [...]

From the time you get up in the morning until the time you go to bed at night, you are negotiating, communicating, persuading, and influencing trying to get people to cooperate with you to accomplish the things that you want them to accomplish. So the pivotal question with regard to selling is not if [...]

There are a few sales professionals that really “get” the power behind this priceless insight. Others completely miss the significance or undervalue the power behind it.
Hopefully, you are the one who “gets” it and your competitors are the ones to remain ignorant of this gem of thought.
Those who know this shocking truth close lucrative contracts [...]

Do you want to be a sales champion? There are a few small secrets that will help you achieve these goals.
Commit to your goals. Write down your sales goals for this week, this month, this quarter and this year. I urge you to use specific numbers that challenge you, but are attainable. Post these goals [...]

There are two kinds of people when it comes to accountability.
•Those who point their index fingers outward
•Those who point their index fingers inward
We all know too well that most people are quick to blame others and slow to take responsibility. They make excuses or tell a long-winded story about what went wrong and why. [...]

A retail store is only as effective as the productivity of its employees. Your employees are critical to the operation of your store and by providing a work environment that is conducive to success, you will increase the level of productivity within your retail business. Not only will your employees be more satisfied while [...]