Pest or Perseverance

When you call a prospective client to request a meeting for the first time, the primary rule is, have something useful to say. That’s the legwork that makes a cold call less chilly. […]

Questions for Them

Good questions might be a mash up between coaching and selling. A personal or business coach, in the purest form, only asks questions. Yet a good coach can provide plenty of value to a client. Ask good questions, be a coach to your clients, and you’ll benefit from the value you provide. […]

Never Be Closing breaks new frontiers. It will appeal to both the beginner salesperson and the seasoned pro. Each chapter contains take-away nuggets to use over and over in multiple sales situations. Don’t wait! Turn the advice into action before your competitors do.
   --Preston Diamond, Managing Director, Institute of WorkComp Professionals