It’s important to understand that you have complete control over your results and the choice always belongs to you.

Engage Selling is a proud sponsor of Leon Brown, world champion powerlifter. He stopped by for a visit last week, to show us his medals, talk about the world records he recently set and to share his experiences at the world championship in Helsinki earlier this month.

Overselling is an extremely risky and dangerous approach.

When meeting with prospects or high level decision makers, many salespeople focus on the wrong type of conversation.

When was the last time you checked your written communications with clients and ensured they were in alignment with how you actually conduct business?

There is a real art when it comes to hiring. Have you noticed how some people simply know the best candidates to hire for their business?

Referrals are, simply put, critical for any business looking to grow and expand.

For the most part I have had nothing but extraordinary service while in the UK. These hotel and taxi practices are not difficult to replicate nor are they expensive to implement. They will encourage repeat business and increase profits from referrals. Why aren't more service providers catering to customers in this way?

I have a question for you. Do you really know where your revenue comes from?

Relationship building...the cornerstone of our profession.Your success depends largely on your likability and your ability to create a positive experience for your customers.

In the hotel business you have three moments to create a positive service experience for your customer. When the customer enters your hotel, during their stay, and when they are leaving.

Is your business experiencing wild swings in revenue?This may surprise you, but putting too much emphasis on closing business is actually counterproductive to increasing your revenues.

As a sales leader, I hope you're setting all types of goals...frequently.

There is no rule that says you have to suffer before success. Don't buy into it.

They're hitting and exceeding their targets with no signs of slowing down. Should you even bother to coach your top sales performers?

Those feelings of frustration, disappointment, and let's face it...anger, will often creep up on a salesperson who was unable to close the deal.

Start solving the millennial challenge now

Treating all customers equally is not the correct approach.