Monthly Archives: March 2017

Your Prospects says “No”..Now What?

Part 1 of 3  After putting all of your effort and creativity into a presentation, you would probably rather endure a root canal than hear your prospect say, “We like your presentation but…..” This is the first of a three-part series of ENS on Sales to address what sales professionals do after their prospect says… [Read More]

The Gift of Gab

Every once in a while, I meet a salesperson who proudly proclaims their strength to be, “I’ve got the gift of gab.”  In sales, the ‘gift of gab’ is more aptly described as ‘the curse of chatter.’ Successful sales professionals know that sales are really more about listening than it is about talking. Those with the… [Read More]

The Secret to Increasing Your Sales

In this excerpt from my 2001 book, I wrote: “Tear up the last page in your presentation and double the investment you are asking for.” That was one of the keys to success then and remains so in 2017. Here are the simple back-to-basics steps that still work today:  Know your prospects dreams.  Wear your… [Read More]