In a recent blog post, Author Dave Brock shares some great perspective on the danger sellers face when “rushing to…
In a recent MakingTheNumbers.com post, author Jack Falvey offered the following advice to sales professionals, “The less you say, the…
In a recent article published by SalesProCentral, Gretchen Gordon, founder of Braveheart Sales Performance writes, “The harder the questions, the…
At the outset of each new year it is common for business organizations to set new revenue-growth goals, and people…
In a recent edition of MakingTheNumbers.com, author Jack Falvey wrote, “Let them talk! Selling is not telling!” Falvey went on…
Arthur “Red” Motley was considered the best salesman of his era, and was well-known for his talent as well as…
“Looking for the No” is a common phrase in the selling world. In the process of probing for a customer’s…
The following reprint of today’s “makingthenumbers.com” sales tip is a solid testimonial to the importance of probing, trial closing, and…
Most people agree, communication is among the most frequently-used tools in today’s business world; and it is a critical component of…
While there are multiple objectives associated with the various steps of the selling process, closing the sale is the ultimate…