It’s Too Simple

By Mark Jewell | October 17, 2019
Simple Payback Period (SPP) is a metric that all too many prospects are tempted to use when deciding whether or not to ... Read More >

6 Attention-Getting Triggers

By Mark Jewell | October 16, 2019
When you’re giving a presentation, or pitching a sale, you’re always at risk of losing the attention and focus of the ... Read More >

Charge Up Your “Passion Battery”

By Mark Jewell | October 15, 2019
Think back to the last time you bought something after being convinced by someone else that it was a worthwhile ... Read More >

A Sense of Urgency

By Mark Jewell | September 26, 2019
What do you say when a prospect insists they’re not interested in entertaining an efficiency upgrade until their ... Read More >

Be Like the Personal Trainer

By Mark Jewell | September 25, 2019
Most people think sales is all about forming strong relationships with prospects. If you do that, they’re going to want ... Read More >

Setting Yourself Apart from Your Competition

By Mark Jewell | September 20, 2019
When it comes to sales, a lot of our time is spent learning about a prospect’s needs.  Sometimes, one needs to “connect ... Read More >

Isn’t My One-Page Proposal Just as Good?

By Mark Jewell | September 19, 2019
I've had a lot of conversations with people regarding what makes our one-page proposal successful. "What about my ... Read More >

What Does My Listener Need to Know?

By Mark Jewell | September 17, 2019
I talk a lot about communication strategies on this blog because effective communication is vital to success in sales ... Read More >

Take the Safe Road

By Mark Jewell | September 13, 2019
Let’s say you’re preparing a cost/benefit analysis for a proposed efficiency upgrade. The worksheet incorporates your ... Read More >

Loss Framing

By Mark Jewell | September 12, 2019
I’ve often said that people make emotional decisions and justify them financially.  People also value the potential of ... Read More >