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Being a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together, it takes a while to get everything to fit smoothly. The second time you attempt to make the pieces fit, you are a little more familiar with the pattern. Each time after that, it becomes more and more natural to easily match everything together and have it all turn out right. The pieces of the puzzle a manager has to put together are: 1. advertising 2. recruiting 3. holding productive meetings 4. motivating a person who is in an emotional or financial slump

Here’s a question: What is most important to your success? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company’s reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy?

I’d like to discuss the most powerful words you can use during the selling process. After all Rudyard Kipling said, “Words are the most powerful drug used by mankind.” Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you ...

Appointment setting cold calling scripts will help you to make sales appointments that will benefit your small business by using a sales appointment process as a base for your call. If you are making sales appointments for your business now and getting it wrong, it’s costing you time and money, ...

What do people want when they come into your place of business or contact you? What makes them choose your product over someone else’s? The specific answer to those questions can only come from your satisfied clients. However, I can address the general answers to help you get started on acquiring satisfied clients in the first place.

10 Rules Of Negotiation: 1. Don't negotiate Sell to the problem. They make a decision based if they are willing to pay x amount of money for that solution. 2. Don't negotiate with yourself We all have tendency to lose a bit of a confidence. Ex: what is the other guy thinking? What price do I ask? Set a figure you want and stick do it, before the negotiation. Works at both cases: buying or selling. 3. Never except the first offer Because, if he is good negotiator, then he has

Several years ago, I attended a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, "This man earned twice the national average in sales last year ..." The speaker's manner suggested that it was quite an achievement. But, it has been done by many, so everyone craned their necks and looked at the man in puzzlement.

The challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ... The challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve.

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the ...Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening.

The easiest lead to close is a referred lead. Unfortunately, not many mortgage brokers have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you will make it an automatic part of every selling situation.

At the age of six, Corinne Archer* started putting in long hours training in her sport. Long before she entered her teens, she had fixed her mind on a single goal: to win an Olympic gold medal. From then on, she crushed everything out of her life that didn't contribute to her goal. Every ...

Here are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life. 1. Your ... Here are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life.

If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those ...

One of the biggest challenges facing any business is keeping in balance. In many businesses, more emphasis is put on getting new business than serving existing clients. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. Poor customer service will cost a company as much business as will having a poor sales person in the field. Both can damage a company’s reputation and potential for future growth.

Physicians, like many others, are extremely busy and they simply do not have time to waste. A pharmaceutical representative must provide valuable information when meeting with a doctor face to face. If a doctor allows you time to meet with him, you need to maximize your face time with him. That means you need to know your material well. Know the facts of new studies about your product, and be able to present a flawless sixty to ninety second presentation of key clinical pearl

Do This and Lose Salesr Focus on products lose sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed snow. Monday morning, the first priority is to have the car be mobile and a set of snow-oriented tires becomes necessary. Four phone calls are made to local tire suppliers with one getting the sale.

If you are a CEO or a VP of Sales, it is extremely important for you to know how to measure the accuracy of your sales and demand forecasts. The forecast processes most often used by companies today, as a fact, results in higher inventories, longer customer order lead times, and good customer delivery performance. However, not all salespeople are successful in measuring the accuracy of a sales forecast. In this article we will discuss how to assess the accuracy of your forecast, how to compare forecasts, calculate and show mean absolute error and how to calculate MAPE.

In the past, most companies have divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products. So, companies are more likely to claim as your territory any client who has a need for your specialty. That means your client base may well be anywhere in the world. If that’s the case with you, you’ll do very little face-to-face selling and a whole lot of remote closing.

Back in the late 1980’s, the Honda Motor Company ran a memorable series of commercials, the basic premise of which was that the company’s cars were so amazing, they sold themselves. This commercial’s “hook” was that it featured a salesman who was bored out of his mind and had nothing to do because the cars were so in demand they were practically walking off the lot. The brand’s slogan at the time was “Honda, the car that sells itself.” Ha!

Champion sales professionals know that the best mode of operation is to ask questions and to listen to the answers. Although nearly all children ask questions, somewhere along the road of life, we stop asking - or, we ask fewer questions. Some of us even get to the point in life where we feel stupid asking questions. I’m a firm believe that the only stupid question there can possibly be is the one that’s never asked.

I have been trying to track down a billing issue with a company for over a month. After sending yet another follow up email to my account manager today, I finally received a response. It started out by saying “So-and-So is no longer with our company…” The first thing that crossed my mind was how long has So-and-So been gone, and more importantly, how long have emails from his customers been going unanswered.

Negotiation Techniques - How to Win by Not Negotiating Against Yourself Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a negotiation is yourself.

To achieve the critical edge over your competition, consider these seven sales strategies of top performers. ATTRACT BUSINESS TO YOU Imagine being flooded with phone calls and emails from hot prospects requesting information on your products and services. Top performers have a philosophy that works. "Don't make cold calls - attract warm calls." By infiltrating key target markets and positioning yourself as "the expert", you can achieve celebrity status in your niche. To do th

I dream of hot prospects who call me up and say, “We’ve heard good things about your company. We want to make a decision quickly. We’re hoping you can help us out.” Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-handing fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!” Okay. I’m being a bit dramatic here, but I really want to make my point. It’s so easy to be tempted by these opportunities.

It's November and soo Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever. All we have to do is set our specific goals, have a plan and execute! Wait a minute! That is what was done last year and the year before! My income is the same, my weight has gone up and I am more frustrated than ever! What is wrong here? Why no progress? I'm doing exactly what the Gurus tell me, and in detail. Well, there is nothing wrong with the goal setting; it does work as long as the biggest barrier to success is not in the way!

Prospects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? Whatever answer came to your mind is the correct answer, but it is only the correct answer for you. Fashion models may see these products as cosmetic applicators, whereas parents may see them as ear cleaners for their children.

Have you ever spent an hour or more preparing and giving an eloquent demonstration to a prospect, only to learn, that they couldn't use the features, couldn't afford it, or are not authorized to make the final decision? You may be a great closer, but it doesn't matter how many closes you know, if you're not closing a qualified prospect.

All Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and techniques. Where does an experienced sales professional find a new sales tip or find a technique for improving some area of their sales? Where does someone who has had loads of sales training

I have been facilitating Time Management Training Courses for a number of years and time and time again I am asked, how do you facilitate meetings successfully? It appears that the old saying of ‘meetings are where minutes are taken and hours are wasted’ still holds true in many organisations. Meetings are essential in most organisations and meetings can be highly productive if they are facilitated and managed correctly. However poorly facilitated meetings will definitely im

Motivation techniques are often omitted from sales team training. Practical sales skills training is easier to present, and doesn’t require the same research and preparation time. Many sales managers and small business sales directors just don’t have the time to focus on how to motivate employees. Motivating sales people requires regular blasts of effective training, belief changing viewpoints, and support and ideas on goal setting. All this takes time and more urgent tasks pile up on a mangers desk and take priority.

Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout. This is truly a pipedream, but one often pursued by small business owners and sales management executives in their quest to find great sales talent. Rather than grow their own, they attempt to steal the crops from their competitors. Why not, their competitor is much better at growing a sales organization than they are. They will grab some magic from their competitor's land and they too can enjoy great success.

Over the years I have seen hundreds, maybe even thousands of resumes and I continue to review resumes every day. Based on this experience, I can state that many applicants do nothing to help themselves gain employment. In fact, in many cases, it did the exact opposite! The amazing thing is that the reasons why their resumes did not help were completely preventable! 7 Things You Should Not Do On a Resume 1. Make your contact information hard to find. Your contact information, including name, address, phone and email, must be front and center on page 1.

Positive thinking gives you the ability to see the positive possibilities in every situation. You can now use this one simple self improvement technique and gain the many benefits in both your personal and professional life that others miss. Imagine being able to stop those negative influences, and especially negative people, that are outside of your control from bringing you down.

Overcoming Risk Aversion in Sellingr Help clients move forward in the selling process The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not! What is a salesperson to do! We done the discovery, asked the questions, provided the solution, yet we seem to get inaction from the client. The issue might be RISK ADVERSION and we may not have addressed it effectively. As a matter of fact we may have inadvertently reinforced our customers Risk Aversion, thus creating part of our challenge!

Spirituality, religious beliefs, and a sales career can oppose each other and cause internal conflict. One of the people I recently coached had a clash of beliefs when he moved from a customer service job to a role in direct sales. His beliefs about using selling techniques to influence others ...

Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is they end up taking over the call completely. Some even forget the sales person is in the room! This does nothing to train or develop the sales representative.

Conducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...

The purpose of your resume is to move you to the next step in the hiring process. Whether that is the initial interview, or to complete personality, compatibility or skills testing, if your resume moves you forward, it was effective. Over the years, I have seen hundreds, maybe even thousands of B2B sales resumes, the vast majority of which did nothing to help the applicants obtain employment. In fact, in most cases, it did the exact opposite! So why are even the best B2B sales professionals being passed over by their desired employers?

There is a very powerful shift that is taking place in the direct marketing world. A shift that will have a powerful and profound effect on your home based franchise, but only if you apply it correctly AND only if you actually take the action to apply it. I think that you would agree that whether you are marketing your home based franchise on line or off; your potential customers are carrying with them the “Three S Epidemic.” They are either scared, they are scarred or they are skeptical. Maybe they are all three.

Subliminal messages are a great sales training resource that can be added to your existing sales skills. Subliminal training can effortlessly stimulate your mind and add a new dimension to the way you use your sales training. All you have to do is put on a set of headphones, listen to a sales training CD or MP3 subliminal messaging training track, and your unconscious gets directly targeted subliminal messages. It’s as easy as that. I do not advise that subliminal messaging be used to completely replace effective practical sales training.

If anyone has cracked the code, on how to improve selling proficiency, while improving other quality aspects of life as well as create upward revenues, it’s Sam Selim. After almost 30 years in top corporate selling environments, Sam says the key to selling is not in motivation at all, but in the perpetual effects of inspiration. After all, he says, “Who wants to pay for a STATIC event, when what you really need is a KINETIC process”. The problem with common-era “motiv

Whether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before buying it. All courses are not created equal and a high price tag does not necessarily guarantee results. Do You Really Need Sales Training? The first decision you need to make in choosing a sales training program is whether you even need sales training in the first place.

In her book, The Introvert Advantage, Marty Olsen Laney talks about the defining moment when she embraced the fact that she was an introvert. It came in the form of a statement, "Oh, there's nothing wrong with me, I'm just an introvert!" According to her research only 25% of people are introverted which leaves us the daunting task of dealing with the 75% extroverts of the world. And surprising as it seems, there are those of us who have, for one reason or another, chosen to

Experience has shown no matter where you set your minimum selling price, a sales representative sooner or later will ask you to lower it. The question is not whether you will be asked permission to discount; the question is when should you say yes.

You’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks in advance so that you’re not enslaved by what has been referred to as “the Curse of a Sales Job”. Working month to month, just treading water in the hopes of staying afloat, does not make you a super-sales-hero.

When a client tells me they’re not bringing in the sales they want, one of the first questions I ask is “Are you asking for the business?” Their response is either “No, I don’t know what to say” or “What if I ask and they’re not interested”? Well, if you don’t ask, you’ll never know where you stand with your prospect. The close is a crucial moment of decision in the sales process when the prospect decides whether to enter into a business relationship with you or not.

I attended a sales training course a number of years ago and the trainer was talking about closing techniques. I remember he said on several occasions ‘ask for the order and then keep quiet’ he had plastered all over the walls in the training room silence can be golden. I would love to say that I always took his advice and it always worked but that is not really the truth. I, like so many other sales people would ask for the order and as soon as it went silent I would open m

1. It’s estimated in any telesales about 75% of people will only respond well is because of your voice and only 25% due to the words or phrases you use – so work on your voice – make it sound appealing and pleasing. Always smile when you’re talking as it will put a smile in your voice.rn rn2. Prepare your expectations in any telesales… 50% will not respond in any circumstances, 30% will be pleased to take the call and chat to you and the remaining 20% are the ones w

Many of us truly don't like cold calling. It’s one of the most dreaded of all sales process, to cause the most denial. But you can find fantastic methods to think in a different way about cold calling. We are able to take away the unfavorable experience that’s typical for both caller and receiver by transforming our way of thinking. If we start to think otherwise, we find that cold calling has stopped being the fear-laden experience we’ve come to expect. Simply by using

In business we are often faced with occasions where we are called upon to make introductions. These introductions can vary from a small group setting involving as few as three individuals up to a large group at a corporate function.

Excerpt from the book "Chase the Championship - Kicking Ass, Taking Names and Becoming a Dealmaker!" Stay far away from the boss’s underlings when you are in search of a decision. The heads of Marketing, IT, Human Resources, or whoever else is part of the “decision-making chain” for the product or service that you are selling should never be the people that you go after for a commitment.

There are moments in our lives that, because of some emotional connection, we remember more than others. For most of us these include our wedding day, graduation or the birth of a child. For me, mixed in with all of these monumental events, is a cold-call message left on my voicemail when we still had the apartment company. Sounds odd, right?

Before I take you to the nitty-gritty of Pay per click and cost per click in 2019, let me refresh these terms in your memory by telling you what they mean. Cost per Click which is also called as CPC is a term used to describe the price you pay for each click in your pay per click marketing campaigns. On the other hand pay per click, also known by its other names PPC and cost per click, is an online advertising model that drives traffic to websites using ads. PPC model works w

Just imagine, if every prospect you met said ‘where do I sign’ or ‘when can you deliver it’ to a salesperson wouldnt that be the ultimate dream. Sales trainers all over the world would probably be redundant as there would be no need for your sales team to attend sales training courses. Companies could reduce commission rates or even pay no commission at all, if only sales were that simple. Unfortunately all sales do not close with a ‘yes I‘ll take it’, in fact most sales don

Many Sales Professionals are very comfortable maintaining long term relationships and developing repeat business from existing clients. However, it is the goal of every Company to retain existing business and to develop new clients and new sales. This involves identifying a pool of sales leads, and converting some of these leads to new business. Key Points with Sales Leads There are several key points when it comes to beginning work on developing your leads. rn1. EVERY lead i

I love being flawless. It puts a big smile on my face. Whether giving a speech, making a cold call, or bluffing at poker, it's nice to have a perfect mission. Ok...let's get real here...it almost NEVER happens!! So many companies have a mission of 'flawless execution' for their employees. They wear it like a badge of honor and preach it at their annual sales meetings and in their company newsletters. They think that pushing for perfection really works. I disagree. I have a qu

San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the park with force for January, February and March to send us off with a running start. This includes adding more creativity, more products, growing the team and growing the company. That surge of energy from day one builds momentum and we’re off!

Well that’s an hour of my life that was painful. No I didn’t have a dentist appointment or spend 60 minutes on the treadmill. I attended a webinar that would put an ADHD sufferer to sleep. Come on business people, are you not getting this? If you can’t create energy or excitement when you are talking about a service that you live and breath then how do you expect your potential clients to get excited or at the very least engaged in your presentation? 5 Steps to a Better Sale

Actually "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. In fact, there are two different types of salespeople and they are very easy to spot. The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He usually relies on his instinct and counts on his intuition to carry the day.

• For a company, who matters the most the customers or the consumers? Can you illustrate, drawing from your research and consulting insights, this distinction? In a way we are all consumers. We all consume goods, merchandise, and food and on an energetic level we even consume energy from others. We love to be around people who lift us up and make us feel great, and we do not like to be around people who are unhappy I sometimes refer to these kind of people as energy suckers. And as far as customers go we are also all customers.

Is role playing and videoing a good tool to use for sales people? This is often a questio I am asked when meeting prospective clients who are looking at the possibility of running some sales training courses. Well think of it this way, it’s a Monday morning after the big match at the weekend and the premier league football coach brings the team in to review the match. On goes the video and the coach and players watch, each move is analysed, the tape is stopped and the coach

These interview tips on how to prepare for sales job interviews can be the difference between success and failure. These job interview preparation tips come to you from an experienced sales manager with over two decades of sales recruitment experience. They will help you to prepare the evidence and examples of your experience and skills to match the job you are applying for.

Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group. They offer opportunities to provide additional training (product, skills, and technical). They help keep your team up-to-date. And, they present a tremendous opportunity for your team to connect and develop stronger relationships with each other. Unfortunately, many sales meetings are unproductive and not near

It’s 2010! And in honor of the new decade I thought we could start of the year with a top 10 list. We look at the first 5 on our top 10 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new leads. That’s because in order to make sales, you have to have more leads and better quality leads. You might remember that I am particularly fond of the expression “every sales problem can

Are you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes! Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. Would you walk into a car dealership and pay the price listed on the windshield? Probably not. Don’t be surprised if you are asked to negotiate to a lower price, expect it. What you can do, however, is change the way you handle it.

Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality. You can do better than that. You can use these tools to do everything from identifying who your best-odds prospects are to deducing why they’d want to speak with you, writing a powerful email, and ultimately attracting them to you.

If you want to have a fulfilling career in sales, you must first and foremost ask yourself these two questions: Do you enjoy serving people? Do you want to make your customer’s day better than it was before he or she met you or talked with you?” If you answered yes to these questions, then ...

Are you tired of sales being hit or miss? nnDo you want CONSISTANT sales? nnDo you want to know how to get the sale...and make it EASY? nnThis comes right out of the book "Power Persuasion - Using Hypnotic Influence To Win In Life, Love and Business." nnWhen it comes to sales/persuasion/negotiations the best NLP MetaProgram I can recommend to first learn is the convincer strategy.nnWait, what's a MetaProgram you ask.?nA MetaProgram is a way that people sort information. Peopl

The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others? I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount of coverage for Jackson versus Fawcett. While both were famous stars and both had provided a great deal to the entertainment business, it was a 5:1 ratio in favor of Jackson! While Farrah was ill and her death not unexpected, Jackson's was sudden and unexpected.

If you’re a parent and you have ever convinced your children to do what you wanted without force or threats then you sold. An educator that makes learning more palatable for their students by adjusting their style and approach is using sales skills. A manager or employer that gets staff buy in and acceptance of new policies is selling their ideas to the team. A Plant or Quality Manager who convinces Upper Management to invest in new equipment, preventative maintenance or staff training uses sales skills to persuade them to approve the expenditure now, for future financial returns.

What is your "follow-up reputation" in your business? Is it 'always and promptly'? Or, is it 'usually fairly timely'? Or, could it be 'doubtful it will get done'? The highest performers keep their promises and exceed the expectations of their prospects and clients. Be a bear about this one. It isn't a task to be ...

Each week I travel the country speaking to groups of leaders at meetings and conferences. No matter where I go I’m asked the same question time and again by leaders ranging from frontline managers to CEOs , “How can I motivate my employees?” I’ve heard this question repeated thousands of times. However, what the person asking usually means is “How can I manipulate my employees to do what I want them to do?”

It's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you fulfill a commitment, you build trust. Every time you break a commitment, however, you lose trust. In fact, you do more damage than if you never made the promise in the first place.

For any business to be successful and sell, the people involved must believe in their product or service and believe in themselves. Your selling skills depend, in a big way, on your level of self confidence. Other people can sense it if you don’t believe in yourself, and from this they gather that you don’t believe in what you are doing. Obvious belief in the product is what persuades your customer or client to buy from you. Hence, improving your self-confidence will enha

As I think about the incredible workshop I just led, I realize that I manifested this! I had wanted to lead my very own workshop for several years. I wrote a vision of what the workshop would look like and read it daily. When I walked on stage on the first day at the beautiful hotel where the workshop was held and looked out at the amazing people in the audience, this was exactly what I had envisioned. Several years ago I had no idea what it was to manifest. I didn’t understand that by focusing on what you want, you could attract the things you want into your life.

It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter. I have no problem with the idea of "Relationship Selling", my only question is. "What is this relationship?" can it be described or is it just another catch phrase to sell product and talk smart. My belief is it can be defined, but many salespeople and managers may be avoiding the accountability that goes along with a clear definition.