Here is who you help when you offer additional products and services to your customers and prospects: Your company. Yourself. Your family. Your customers. Your prospects. Conversely here is who you hurt (which is different than not helping) when you do not offer...

Some people aren’t happy unless they are unhappy. In sales, these are the customers who complain the most. No matter what you do, they complain. With others around — and especially in a group setting —  they complain even more. Louder. They are even more cynical. For...

I was in Beverly Hills last week keynoting two events in the financial industry. At both sessions, the audiences were financial advisors who sold insurance products. Feedback was extremely positive, as it tends to be for my live work, but one person’s comments stood...

I hope you're having nice a Labor Day weekend. Today is the last day before the fall selling season kicks into high gear. As such, here is some easy listening from my new podcast to help you make the most of the coming months: How to Ask for Referrals So You Get Them...

Happy Monday, it’s the last unofficial week of summer! Let’s get back to basics today as you get ready to push the gas in the upcoming months — which are some of the most productive selling months of the year. If you want to sell more, pick up the phone and call...