Monthly Tips

This month I’ll focus on timing, specifically, the short window of opportunity that exists with most senior level executives. Your window of opportunity remains available only while you are in front of that person. As soon as you leave, your

Try this exercise. It will immediately help you become more effective closing sales.

1) List your biggest closing obstacles on a sheet of paper or in an Excel Spreadsheet.

2) Next, review the criteria for each of the four bases

Many sales professionals believe that closing is the act of asking for the business. They’re wrong. Asking for the business is simply the asking part. Closing is the getting it part. There are a number of events that can take

My wife and I just returned home from a trip to Italy. In the walled city of Pisa, home of the leaning tower, we were repeatedly approached by an army of peddlers, offering great deals on counterfeit watches, handbags, belts

We just returned from a trip to Cancun where, once again, I was struck with how easily, the people with something to sell, ask for your business.  In America and Canada, a huge percentage of salespeople seem almost embarrassed to

I’ve written about how to be more effective at closing time, but what happens when the opportunity isn’t closing, doesn’t seem to be getting any closer to closing, and you know you need to move things along?  Here are some

Happy New Year! The holidays, now a week in our rear-view mirror, expose one of the biggest weaknesses that salespeople have. Nearly all salespeople head into the holidays intending to get as much business closed before Christmas as possible. Did

I wrote about Closing Urgency in last week’s Baseline Selling Tip. One salesperson, who believed I wrote it for him, proved himself correct. I had an unusual print job that needed to be completed within a week. My assistant

Most salespeople could use a little help at closing time. It’s not with the prospects who say yes or no, it’s with prospects who can’t say yes or no. They need more time, need to think about it, need to

Last week I conducted a live Baseline Selling seminar on Overcoming Objections. Today I’ll provide you with the lessons learned from the Objections seminar.  Use it as a checklist to gauge how you’re doing and if there’s something you don’t