Almost every one of Ray’s Rules are about the Research Phase of the Sales Funnel® because it is the most important phase. The presentation can lose the deal but not win it. The presentation should be to confirm what was already agreed to in research. Having said all that, here are six suggestions on giving […]

Always try to use your prospect’s business model to explain the value of your product/service. If I am talking to a prospect that is a Six Sigma company and they are trying to get my price down, I use the value triangle and compare it to the Six Sigma criteria. If they are number one […]

What do Napoleon Hill, Norman Vincent Peale, and Earl Nightingale, have in common other than being dead? They all believed in the power of positive thinking, which is something in short supply these days.

I had a client that complained that he made no profit on his biggest customer. Then why do it? How many of you have a customer that you wish you did not have? I ask that question in every sales course I teach and every hand goes up.

Selling is like a chess match. You must think ahead. You must predict what may happen, including what you do not want to happen.

I received a call the other day from a client that told me he was about to enter a meeting with a very important prospect and he was a little apprehensive about his strategy. After he explained to me what he had already done and what he was about to do, it was clear to […]