Ah, the endless search for the silver bullet, that magic formula that will make sales so easy, so quick, so painless.  For many in sales that Don Quixote quest is never-ending.   The internet is full of sites that promise that magic bullet—if you’re willing to pop for only $895, they’ll send you the 14 page […]

As far as professions go, selling is one of the simplest.  It has four basic elements: 1) identify a quality prospect, 2) connect with the prospect, 3) meet a want or need or solve a problem, and 4) monitor the solution to insure it continues to meet the need or resolve the issue.
There are few […]

Would you like a free unabridged audio copy of my bestselling book Creating a Million Dollar  a Year Sales Income: Sales Success through Client Referrals?  Well, you can have one courtesy of Jeb Blount, The Sales Guy.  That’s every second of the  4 hours and 18 minutes of the book—and not only do you not […]

Ten Tips for Successful Negotiating

The ability to negotiate successfully is crucial for survival in today’s changing business world.  Negotiation is fun if you know what you’re doing.  So for all you busy executives, here are Ed Brodow’s Ten Tips for Successful Negotiating:1. Develop “negotiation consciousness.”  Successful negotiators are assertive and challenge everything.  They know that […]

Last month I conducted a one-hour teleseminar on how to turn business-to-business cold calls into strong, interest generating calls that result in appointments.  This was supposed to be a one-time offering since I don’t really work in the area of prospecting via the telephone.
However, the seminar was such a hit and so many have requested […]

Take a look at some of the current literature and training on referrals and you’re bound to walk away confused and frustrated.  One trainer tells you not to ask for referrals because it signals to your client that you’re weak and can’t find business on your own.  Another tells you that referrals are your ‘right’ […]

This is a repost of my article, “Stop Prospecting Forever,” which originally appeared in Advisor Today, the largest circulation financial services magazine in the world and the official publication of the National Association for Insurance and Financial Advisors. I’m reprinting this as I just learned the article has been selected as one of the 10 […]

We salespeople have a way of convincing ourselves that we spend more time and energy doing the things we don’t enjoy than we really do. We fret about low sales and wonder how we could spend so much time prospecting and marketing with so little return. We become discouraged because we aren’t closing sales and […]

Today my friend Lee Salz of Sales Dodo fame launches a new business site designed to help salespeople, managers, business owners, professionals, and other business people increase their efficiency and effectiveness.  Business Expert Webinars offers business only related webinars that cover the spectrum of business topics.
Lee has gathered together an incredible group of over 120 […]

How do you connect with and engage prospects and clients? How do you gather the basic information you need in order to create interest and curiosity? How do you find and highlight their needs or wants? How do you determine what your prospect is thinking and what concerns they might have?
More than likely you use […]