Browse Most Recent Articles

April 21, 2016
10 selling principles based on science

June 12, 2015
The secret world of prospects and clients

April 21, 2015
How enthusiasm is undermining your sales

July 17, 2013
15 things you must do to take your sales to the next level

May 29, 2013
Sales psychology and the takeaway technique, Pt. 2

May 23, 2013
Sales psychology and the takeaway technique, Pt. 1

April 16, 2013
The secret selling ingredient, Pt. 2

April 4, 2013
The secret selling ingredient, Pt. 1

March 7, 2013
What to do when your sale is on the brink

February 13, 2013
2013: The year of fear?

February 1, 2013
Inside the engineer mind, Pt. 1: sales professionals

December 18, 2012
Dealing with the irrational client

December 6, 2012
Breathing life into your selling

October 18, 2012
Client questions: Are you a master or a slave?

October 3, 2012
Land a sale without chasing your client

September 24, 2012
10 of my favorite selling phrases

September 18, 2012
My best life insurance month ever, Pt. 2

September 4, 2012
My best life insurance month ever, Pt. 1: How an annuity specialist cashed in by conquering fear

August 22, 2012
The closing power of positioning, Pt. 2

July 31, 2012
The closing power of positioning, Pt. 1

July 20, 2012
3 ways to prevent sales-killing sidetracks

July 13, 2012
Buyer’s remorse – no one is exempt

June 29, 2012
Developing a non-selling "selling" mindset

June 12, 2012
Avoiding the failure cycle

June 5, 2012
Do your clients experience buyer's remorse? You can count on it

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