The fresh, exciting newness of a shiny year is here. Our annual tradition is to make one or several resolutions—a commitment to do, change, stop or achieve something in this New Year. Making resolutions is the fun, exciting part of visualizing our business (or personal and professional) future and success

Most every sales person I talk to asks me the same thing: “How do I get buyers to listen to me? I can’t seem to get their attention, a call back or response!” My response is a question back to them: “What are you doing differently than the other 37

Many times I have seen a sales person spend hours laboring over a presentation, packing it full of details, statistics, examples, graphs and graphics, pictures and hope. Yes, lots of hope, that the presentation will be so outstanding and cover every conceivable variable or objection that the customer will fall