One of the most critical, yet overlooked principles in the selling process, is the power of self-discovery through customer involvement.

If you're a manager, consider using this quiz at your next training meeting to assess your sales team's current level of expertise.

Yes, there is magic in positive thinking! In aviation, the word attitude means the angle at which the plane meets the wind, whether the wings are level with the horizon, and whether it is climbing or descending.

It's been said that salespeople who avoid making phone calls have skinny children.

Have you ever wondered why you seem to hit it off right away with some customers, while with others it’s more like oil and water? That’s because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences …