How good are the references given to me by salespeople themselves? Of course, they would pick references that would give them positive information about them… If possible, I would get sources outside of their spheres of influence.

How do you structure your proposals with each of your prospects? Do you include objectives?  The budget? The urgency to solve? Your Unique Selling proposition? Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" ...

How do you give a killer presentation? The content of the message? The beautiful designs of each slides? The time you put in rehearsing the whole thing? What's that "wow" that makes your product come alive into your prospect's eyes?

How do you entertain prospects without straining your budget? Tickets to customer's favorite sport event? Dinner spot at a nice restaurant? Coffee shop? Entertainment takes the customer to another level and in another environment.

Michael Jordan was the leading force for the Chicago Bulls. But was he able to win all Championship titles alone? Truly he was the dominant hand - but winning the league is not about indiviual accolades anymore in order to accomplish history. ...

Who is still doing prospecting site tours? If you do it right, it could be a well-orchestrated selling machine. One of Mike's sales mentors sold 401K plans for a giant financial company. So, they used to do site tours for prospecting. But,

Don't kill yourself to be unique! Be functional - before doing extraordinary stuff. Sometimes the most useful item may not be the most expensive. Today's episode of Daily Burst of Inspiration reading "New Sales Simplified" by Mike Weinberg,

Everyone remembered the free sample CD's from AOL? Would you call it ingenious? Perhaps it was mind-blowing to calculate the cost. But why? They must have figured out it will be worth the cost to get new prospects.

"The proof is in the pudding" Case studies also known as testimonials… It’s a thing of beauty when a salesperson weaves relevant case studies and client successes into the dialogue with a prospect.

Why do we ask the "why's"? Better selling is accomplished by asking great questions rather than great presentations. "Not every question that's asked needs to be answered with an answer - a question that is asked could also be answered by a quest...