Eric Dunn

There is one factor that will shape your business more than any other, and that factor is your ability to make decisions.

Why do people buy milk, bread, cereal, or soda at the gas station convenience store when those items are far less expensive than at a grocery store?

Obviously, they need the items.

Story telling is a valuable skill in sales.

And one that salespeople often disregard in favor of talking about their company or their product/service.

I love voicemail.

While some salespeople might see voicemail as a dead end or a link in a long game of phone tag, opportunists see it as a chance to learn even more about the prospect before interacting with them.

I'm already starting to hear murmurs about "the rotten economy".

There are always external factors that salespeople are on the lookout for, and it takes a toll.

"The best defense," you'll hear it said in many sports contexts, "is a good offense."

While that sounds good, and there are cases where it may be true, it's a risky strategy in sales.

Buyers lie to salespeople. It's a harsh truth.

But many times, it's not because they are trying to be devious.