The most important skills in business today are “people skills and emotional intelligence.” These are sometimes, and erroneously in my opinion, called soft skills. First, let’s look at exactly what is emotional intelligence? According to Daniel Goleman in his book...

What is selling? I believe the true definition of selling is “the transfer of emotions from one person to the other.” People buy emotionally and back up their decision with logic. If that’s the case, then the second question to consider is what’s more important, EQ or...

A prospect has heard through the grapevine that your company is known as unethical and for trying to oversell beyond what the client really needs. They assume that as a representative of the company, you too must be unethical and over-zealous. How would you respond?...

All businesses talk about being customer focused. The customer is always right; the customer comes first; service is our main focus; but most of this is all talk with very little action. Isn’t that true? How many of you have heard this message on the phone - “your...

Have you ever left the initial meeting with a prospect saying to yourself the meeting went great and you immediately tell your sales manager about it knowing you have a potentially new customer in the near future? And then you never get the next meeting and wonder how...