How many people out there like salespeople? Not that many, I have observed. I guess it is safe to say that we have an image problem.

Stalls are by far the most difficult yet reoccurring element in finalizing a sale. Unfortunately, very few salespeople know how to handle these exasperating stalls and customers know it!

One of the most popular situations sales reps run into is not really an objection, but a stall.

Providing an outstanding customer experience represents a significant opportunity for you to differentiate your store (a.k.a. brand) from the large box retailers and online competitors.

When used properly, product knowledge builds trust.

Objections are merely signs of uncertainty, and the customer needs more information for a reason to buy.

Looking back at more than three decades of time that I’ve been selling various products, I’ve seen some nice changes in the direction of the ethics and honesty of how sales people are taught to sell.

Every once in a while I have to remind myself what a lucky guy I am: I have a wonderful wife, Anne; great family and friends; a comfortable life and my health.

What makes attitude so mysterious and yet essential to selling? Understand that your mind is a computer that you can program.

“Now let’s see. We’ve been together about 30 minutes. I can tell you know nothing about me, my home, my lifestyle or what I like. What was it you were trying to sell me again?”