My next three columns will be focusing on different buying types. I will refer to them as “shoppers,” but I want to get something clear right here and now. There is NOTHING wrong with shopping. You do it. I do it. He, she and they do it. Lose the term. The majority of shoppers eventually make a purchase. Shoppers are good things.  Let’s begin.

Studies have shown that there are three classes of travel…

I’m not sure how it all began, but the fact remains that people have a tendency to believe the written word more than they believe the spoken word. This may stem back to the days when salespeople were known for their “gift of gab.” Even today some salespeople tell me they can talk their way in or out of any given situation

Being a seasoned sales professional for nearly 30 years and speaking for a living for 25 of those years, I am the first to acknowledge that in today’s marketplace talk is still cheap. So what is a salesperson to do? How can they continue to feed their families on a regular basis if what they say is questioned, and often in…