Author: Dave Brazier

It doesn’t matter if your client is so close to buying that you can taste it, or so far away from buying that you can’t stand it – the key to embracing the real job a professional salesperson has is to value these people equally, as “maybe”.  They are all just “not NO’s” and “not YES’s” so they are still your responsibility to groom,...

Several months ago in a training class, a salesman spoke up saying he wasn’t a “video-guy.” seeing that he was good-looking and well spoken, I immediately realized he had been missing out by not being a “video-guy” – or at least not viewing himself as one. Since I was traveling I had a little cash on me and knew I could make a good point...