Aug 30, 2012 | Referral Sales
It turns out that a dose of the happy stuff—paired with smart thinking and a reality check—really does make a positive difference. If you want to be depressed, read the newspaper, check out your online news feed, or turn on the TV. It’s not pretty. There’s rarely any...Aug 23, 2012 | Referral Sales
Do what top salespeople do: ask probing questions, and get the answers to seal the sales deal. Sales pundits suggest salespeople must change the way they sell: stop pitching products, become consultants and strategic advisors. Let’s get real. Top salespeople don’t...Aug 16, 2012 | Referral Sales
Relationships power referrals. Referrals rock sales—rock yours. I received four referral introductions last week. I could hardly believe it. Even for me, that’s a lot. In all cases, people offered referrals before I asked. How did they happen? Referral #1: The Banker...Aug 9, 2012 | Social Selling
Not every industry lends itself to social networking. Find out where you can get the most bang for your social-selling buck. There are way too many people and “so-called experts” offering tips about social media. Then I met Kurt Shaver: He’s different. He has carried...Aug 2, 2012 | Referral Sales
Get human, make eye contact, and be where you are. When was the last time you walked down the street, made eye contact and smiled at a person you didn’t know? I’ll bet a few things here: It’s been awhile since you smiled at someone on the street, and if you did; They...
