Blog

Tony Collito

Most salespeople have one thing in common
Most salespeople have one thing in common

Most salespeople have one thing in common: the desire to “do better.” Of course, “doing better” means different things to different people. For some salespeople, it means closing more sales. For others, it means closing bigger sales. And there are... Read More

By Tony Collito
Let the Prospects Close Themselves!

Despite what most traditional sales trainers tell us, it’s very difficult to convince people that they want or need something that they’re not already asking to buy. Our experiences has shown  that when we try to force-sell our products or... Read More

By Tony Collito
Don't Be an Abuse Enabler

Reinforcing behavior that we actually want people to end is called enabling. The salesperson has several strategies s/he can employ to stop enabling prospects to abuse the selling relationship. Try these methods to get the respect you deserve as a... Read More

By Tony Collito
Cold calling

Cold calling: For many of us, the word “cold” is the key. Just the thought of picking up the phone sends a chill up our spines. Unfortunately, if we approach cold calling with an attitude of negativity, we”ll communicate that... Read More

By Tony Collito
Client Service

Is there a greater challenge than working on the frontlines of an organization and dealing one‐on‐one with clients daily? Much hinges on this critical role – from building strong client relationships to uncovering their ongoing needs, to establish loyalty, to... Read More

By Tony Collito
Buyer Motivation

David Sandler”s search for knowledge about why and how people buy coincided with the Transactional Analysis (TA) movement in psychology. TA theory defines three ego states that influence our behavior-the Parent, the Adult, and the Child. Think of these ego... Read More

By Tony Collito
7 Deadly Sins of SME Marketing

Marketing can transform your business IF done correctly. Here are a few deadly marketing sins that I’ve repeatedly seen over the years. Incoherence. Your website says one thing, your brochure another and employees speak a hybrid of the two. Even... Read More

By Tony Collito