Hotel Travel NewYork

The business world, largely, subscribes to the consensus that most companies should specialize, whether those companies present products or services.
However, it is my opinion that this idea is not applicable to every business. For, to specialize too tightly can be the proverbial “kiss of death” for some businesses, depending on their product, service or […]

Do you believe sales people are born, or made? If you think they are born, why is it so many companies pay a great deal of money on sales training? Let’s kill a few myths - good, professional sellers are not necessarily extroverts or the life and soul of the party, they are […]

Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-
1. Low confidence and self image
2. A low sense of personal responsibility for their performance, and
3. A low acceptance level of the need to practise selling skills
In all top performers, and in sales team this might represent only between 15-20% […]

A Simple Truth
Do you have the right stuff?
Are you consistent in your business?
Do you build relationships easily?
Are you approachable?
I’m writing this E-letter aboard American Airlines flight # 2005
from Atlanta to Miami, and then on to my final destination Tampa International Airport.
For the last three days I’ve been attending the National Speakers Association annual convention.
I had […]

Question 1) List the top five most important steps in the selling process?
Answer:
1. Rapport.
Help me, the customer, feel comfortable with you. The more comfortable I feel the more information I provide.
The more information I provide the more you understand my needs and wants.
The more you understand my needs and wants the easier […]