04/18/2008 Could you try being a heretic with your customers?

04/11/2007 Not knowing the difference between a feature and a benefit could actually contribute to failure.

11/08/2006 Don and Jim talk about a number of issues around the selling process, especially the need to do more and better listening.

07/10/2006 Don and Jim talk about why salespeople should get excited when they hear an objection, and what to do when you it happens.

05/30/2006 Don and Jim talk about the direct relationship between effective and professional customer service and sales increases.

12/30/2005 Don and Jim talk about how to find out how your customers and prospects will use what you sell, as well as how they feel about...

05/23/2005 Don and Jim talk about the importance of being able to close the sale, as well as how to do it.

02/08/2005 Don and Jim discuss how to make sure that you close the sale and the time is right, including something Don calls “the traffic...

12/30/2004 Jim and Don discuss the difference between up-selling and add-on selling and how dangerous it is to impose your own values on...

09/20/2004 Jim and Don discuss how to make sure, as a sales person, your customers feel good and how to deliver what they need.

03/16/2004 Jim and Don talk about how to use your services to make your customers loyal.

12/24/2003 Jim and Don share how to close a sale without feeling uncomfortable.

08/06/2003 Don joins Jim to discuss marketing and why small business owners are not good at it.

04/22/2003 Jim and Don talk about putting fear and selling together and separating them at the same time.

02/25/2003 Jim and Don discuss how benefits don't always sell products.