Far too often I hear a client say “That won’t work in our market, we are different. Trust me...I’ve tried it all.” Whether I hear this through e-mail, a podcast, a post on social media or an article, it never gets any easier for me to digest a statement like this.

They can reach us in our homes. They track us down when we’re at the office or on the road. And unless you’ve spent the last 30 years living on the moon or under a rock, odds are, you’ve fallen prey to them more than once.Bad salespeople. Not just bad—beyond bad

With so many changes happening, including downsizing, explosive growth, new products to market, and buyers changing in such a short period of time, it’s never been a better time to close more deals. But only if you’re prepared to adapt to change while still emulating timeless approaches that work. As with most things, selling successfully is about balance.

Before you blindly copy what your competition is doing, make sure you watch this tip!

I've had many exceptional experiences with Air Canada this year. Two worth sharing in the last week. The first while flying and the other while not.

It's amazing what 5 hours of uninterrupted time with no Internet or phone can do to your productivity:

Asking for a referral can be a challenging process. You might be uncomfortable asking for the referral, as well as worried about the best language to use so that you don't sound desperate for new business.

Are you working ON or IN your business? How much time should you be spending planning your business rather than selling in your business?

Do you find yourself using sales lines you heard in Hollywood films like Tommy Boy or The Boiler Room? If so, it may be time to consider a new route. Chances are thosetrustmovies were not made to demonstrate solid sales techniques to the audience! They will do little to no good in building proper rapport with prospective clients...