You really can’t talk to people and determine whether they’re good prospects if you don’t  know your own products inside, outside, top to bottom.  You dont […]

I often draw a triangle with equal sides when I discuss the fundamentals of championship selling.  Notice that the triangle’s base or bottom side is attitude, […]

You’ve undoubtedly heard the phrase, ‘be a product of the product.’  This means that you not only represent the product or service, but that you, personally, […]

The key to success with prospecting is what I call STP. In fact, I put a can of STP on my desk, in my bathroom and […]

Unless you sell some unique product for a very exclusive or narrow market, everybody is a prospect.  I call this realization the -prospecting mindset, and if […]

The education process-learning product information and gaining selling skills-is the beginning of your career in sales.  Getting to know your product is essential.  If you don’t […]

If you ask 100 sales professionals what their favorite aspect of selling is, I’m willing to bet that 95 of them will not mention prospecting.  Our […]

Warm prospecting, on the other hand, involves contacting people who you have good reason to believe will become clients and with whom you have some sort […]