Published Sales Articles

  1. Cutting Through Stalls & Objections
  2. Increase Your BATting Average
  3. I/R Theory
  4. Building Rapport by Mirroring
  5. Are You Really Listening?
  6. Adding Value
  7. Are You The Lowest Bidder
  8. Are You Really Listening
  9. Breaking The Sucess Barrier
  10. Bring The Future Back To The Present
  11. Build Rapport By Mirroring
  12. Burn Your Bridges
  13. Can A Great Presentation Turn The Tide Of A Sale
  14. Closing Time
  15. Cutting Through Stalls And Objections
  16. Disabling Abuse
  17. Do You Have A Referral Process
  18. Don't Paint Seagulls In Your Prospects Picture
  19. Eleven Qualities Of A Sucessful Sales Plan
  20. Fail Your Way To Sucess
  21. Get Tough -Get An Answer
  22. Go For The ''NO''
  23. Gone Fishing
  24. Great Sales Articles
  25. How Do You Define Selling
  26. How Much Do You Want It
  27. How Much Is ''If'' Worth
  28. If Quality,Reliability,And Competitive Prices Won't Win Business ,What Will?
  29. Investing Your Time Or Wasting Your Time
  30. Is Your Sales Cycle Set
  31. Managing  A Proposal Process
  32. Meet The Cast Of Characters
  33. Money Pitfalls
  34. Old Fashioned Prospecting
  35. Part 1 Top 10 Reasons Why Salespeople Fail
  36. Part 2 Top 10 Reasons Why Salespeople Fail
  37. Product Knowledge Can Be Intimidating
  38. Prospecting With A Plan
  39. Prospecting-It's All In How You Look At It
  40. Psychology Of Selling
  41. Qualified Or Not
  42. Remaining Third Party During A Sales Call
  43. Seminars For Prospecting
  44. Shoot For The Stars
  45. Stop Handling Stalls & Objections
  46. Stop Selling & Make More Sales
  47. Tell'em Where Your Going
  48. Ten Ways To Add Value To A Sales Meeting
  49. Ten Ways To Make Valuable Contributions To A Meeting
  50. The ABT'S Of Selling
  51. The Best Selling _(''Blank'')
  52. The Close
  53. The Great Truth
  54. The One That Got Away
  55. The Prospect's System
  56. The Thermometer Close
  57. The Value Of Customer Satisfaction
  58. Think Positive
  59. Traditional Selling
  60. Watch Out For Power Thieves
  61. What Is Mastery?
  62. What's Your Batting Average
  63. When To Send Literature
  64. Where Does It Hurt?

Quote Paul's knowledge, expertise and insight are all highly developed. His approach is highly practical, with a focus on real and meaningful performance improvement Quote

Justin Kinnear, IBM