Pat Quigley

You must sell the value of your products, company, warrantees and yourself. When going up against a competitor who?s service is much cheaper than yours, remember some of the points in this column.

I'm sure you've heard the expression, a walk in the park. Well, a walk in the neighborhood is no different. The problem with walking in the neighborhood is, you never really give yourself the time to do it, or you don't create the right focus to hit your objective.

When we hire sales representatives who are 25-years-old and older, chances are they have ghosts in the closet. You can't control the things that happen to them prior to their employment with you. What you can control is what happens to them during your working relationship.

Fill the position to create success - don't simply fill the opening

I figured out a formula for landing referals.

There are many simple things you can do to increase your sales income. The opportunity, of course, is to increase your ability to create new prospects. Here are some ways you can increase your income in your professional sales career. These are by no means in any particular order of importance....more >>

It's hard to believe it's been a whole years since I started writing the Build Your Business column for Pest Management Professional magazine. It feels like only yesterday I was having conversations with Frank Andorka about writing this monthly column. A whole year - this is lucky no. 13.

Write down what you say to your customers. Call back and make sure you provided what was promised

Selling the sizzle for your business will help you increase your closing percentages month in and month out ... it's a matter of clearly communicating your sizzle

You must continue to prospect for your potential next sale.