Under 100 Days to Achieve 2011 Goals

It's hard to believe, but there are fewer than 100 days left to achieve 2011 goals! Are you on track to achieve your sales goals?

This Week—Q4 Sales Race Begins!

There are 13 weeks remaining in this year of 2011—realistically less than 60 actual selling days, if we remove holidays and weekends!

Are you Earning an "A" in Sales?

Whether you're 9, 29 or 49—September usually signifies the season of Back to School and Back to Business.

Tips - Expected or Earned?

It seems that more and more people are expecting tips for the job they do and even expecting more of a tip.

What's your Summer Thrilling Goal? Zip Lining?

At the beginning of this new year, I set my business and personal goals using this new SMART criteria. For my personal goals, I wanted to do a thrilling goal with my husband and both my daughters.

How Will Your Vacation Inspire You?

A few years ago during my summer vacation, I took a few hours to sit by the lake and strategize goals for both my business and personal life.

A Tale of Two Markets

While in St. Lucia enjoying a rejuvenating week of holidays, my husband Tom and I ventured into the town of Castries. There we found a market with hundreds of local merchants selling spices, vegetables, souvenirs and any wares tourists will buy.

Thinking Outside the Price

In observing a recent sales conversation, I wondered why the salesperson had automatically assumed that price and saving money were the most important factors to the CMO.

Decisions, Decisions

I love to shop-for my business and, of course, for me! But I find that these days there are so many choices—brands, colors and styles, to name just a few—that it's hard to make buying decisions.

PARTNER UP to Turn Prospects into Buyers

A prospect, like everyone else, is in some kind of pain. A distributor’s job is to both uncover that pain and understand how the right promotion will help alleviate it. My PARTNERS model is a simple acronym that will help you explain the features and benefits of your offering in such a way that your prospect will understand how accepting your offer will relieve his or her pain. Follow it, and you’ll dramatically accelerate your selling career. P—Pain: uncover, understand and translate it. To learn how you can move your customers, you must have a strong understanding of their core issues, as this is