In this video, G.A. covers the basics of getting to the point. Not getting down to business soon enough happens all too often and it’s something that can quickly derail a potential sale.

This secret came out of our research and it kind of surprised us.  When we dug through those 36,000 pages of notes, we found over and over again that in most selling situations the same …

Veteran Sales Professionals have the tendency to want to impress their buyer with how much they know.  They often take on the attitude of, “I’ve heard your situation a thousand times.  I know exactly what …

After a few minutes of Preliminary Pleasantries it’s time to transition into the business conversation. Of the thousands of Sales Professionals we’ve observed, very few know how to do this effectively. The Bullet …

Let’s take a moment to ponder what rapport is really all about.  Think of a relationship you have right now with someone you like, respect, appreciate, and trust.  It doesn’t matter if it’s a business …

For some of us, pre-call planning means research.  We may have to research articles, review websites, or simply get on the phone and start doing detective networking.  Different Sales Professionals do it in different ways, …

BEEEEP BEEEEEP BEEEEP BEEEEP. I open one eye. The green numbers of my clock radio shout 3:00 a.m. “This sucks!” I think as I struggle to free one arm from the warmth of the covers …

“In every client file there are a dozens of referral phone calls to be made.” — G.A. Bartick
According to BNET, the popular online resource for business executives, a referral is 15 times more likely …

After you’ve asked your discovery questions and have uncovered a lot of information, you want to do something that will create some positive buying momentum before offering your tailored solution.  And I have just the …