Why We Treat Buyers Like Family #507 Each January I travel to a small island at the southernmost tip of the United States. Key West has a motto: All people are equal members of One Human Family. Not

A Good Seller is a Good Teacher #506 Have you ever had a difficult customer that tested your patience? You want to do a good job, but it seems that all the prospect wants to do is to make it harder on

How to Sell by Not Selling #505 In the timeless dance of commerce I'd like to reflect a bit on the business aspects of selling, the topic this podcast babbles about weekly. When you consider the profe

How to Own Your Mistakes #504 So, you like being right? But what about when youre wrong? Nobody likes being called out for making a mistake or screwing up. And let me tell you, its even worse when

How To Advance the Sale - Step by Step #503 Ever notice how after a sales call, it feels like the deal is moving at the speed of a glacier melt? I mean, who knew closing deals was like waiting for pai

How to Give Control to Take Control When Selling #502 My wife says I worry too much. I think I don't worry enough. I'm always on the lookout for trouble and control what I can to avoid drama. Control

Why Sellers Need to Recognize the Elephant in the Room #501 Have you ever skirted the truth when talking to a prospect? Have you ever redirected the conversation to put your offering in the best light

Sales Babble 500th Anniversary Special #500 In March 2014 the first episode of the Sales Babble podcast was published, dedicated to sharing selling secrets for non-sellers. After years of working at a

How to Discover the Buyer Using Compassionate Listening #499 I have a point of view on selling that may catch you off guard. Just like social work, nursing, or counseling, I see selling as a helping p

How To Stay Innovative in an Emerging Market #498 There is an old saying in tech that there are only two kinds of technologies: the out-of-date and the "it's not yet available." Products loved and adm