Think for a moment of three words that would describe a successful new home sales professional. Before you read on,…

Paul Desmet is a long-time friend of mine and former sales competitor from way back. He sold in a new…

I recently stumbled upon this very powerful talk given by J.K. Rowling of Harry Potter fame. It is the 2008…

Greetings, Shore Thing friends. I write something fresh every week for this post, but this week I’m going to ask…

This article is specifically written for my out-of-work friends. If you’re pleasantly employed without a care in the world, good…

As part of a research project, I’ve been studying up on the principles of Cognitive Behavioral Theory (CBT); I’m finding…

Jeff, How would you handle the following situation? I have been lucky enough to be in the same really great…

I received this e-mail from a sales professional in Utah, who asks a very good question: I’m finding that there…

I was speaking to a sales team in Denver last week when I made the following point: the prospect who…

The sales process is best thought of as a partnership with your customer.  That means a constant involvement of the…