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…

We all hit sales slumps.  They are universal in the sales world.  It’s not a matter of if, but when. …

How do you sell a home to someone when there is absolutely nothing wrong with the home and the situation…

This week’s article is an excerpt from Jeff’s book: Tough Market New Home Sales. “A pessimist sees the difficulty in…

Jason Forrest wrote this excellent response to my post last week on “Aggressiveness vs. Assertiveness”. It deserves it’s own posting….

The blog post last week brought in a number of good comments from top professionals, and led me to some…

From time to time I will meet a salesperson who will tell me flat out that they are not assertive.Typically…