If someone can sell even the most unremarkable of items, we call that great salesmanship. But direct sales virtuosity lies not in making people buy something they don’t need. It lies in making them feel their decision is right. Persuasion, [...]

1) Understand that it’s a business like any other business. Direct sales marketers have the tendency to water down the plan so that it’s easy to understand, but that can also give the impression that it’s easy to do. “Help [...]

Generate more leads by keeping track of less-obvious trigger events: Shifts in hiring, leadership change, etc. Make sure you’re accommodating your prospect’s agenda as well as yours. For every two benefits you give the prospect, ask a question confirming you’re [...]