Over the years I’ve read a hundred sales books with all kinds of different approaches and ideas. Some were very good and others left questions about their authors’ understanding of selling.When ever I found myself in a slump or things just didn’t seem to work, the answer always seemed to be in the basics. A […]

  If you’ve been selling for a while, you’ve probably had at least one experience in which your prospect suddenly started giving you the “silent treatment.” This dilemma usually goes something like this: “I don’t know what to do when I get hit with the silent treatment—you know, when I’ve worked with a prospect for […]