In Natural Law No. 1, we learned that what makes or breaks a sale is the level of communication established by the salesperson with the prospect. In Natural Law No. 2, we will discuss how to achieve successful communications in sales. Excellent communication with a sales prospect...

The answer is YES – if it is done right! After over 4 decades of working in sales and business development, as a salesperson, sales manager, and entrepreneur, I learned these very valuable lessons: Successful individuals “Network” with important contacts all the...

There is nothing more fundamental for a salesperson to know than this law. When it is understood and applied the entire process of sales simplifies. When it is ignored, partially applied or worse, misapplied, difficulties arise starting with complexity. Sales at its core is a...

Sales is a technology based on a set of “natural laws.” And like all such natural laws present in the physical universe, the “Natural Laws of Sales” are unvarying. Which of course means that you can count on them being true — always. For example: Is the...