If you have ever not made a sale, you wonder why. “What could I have done differently?” Or, “Why did they pick them?” My colleague, Alan Tsang, an international negotiation trainer says “How can you lose what you never had?”

A pollster did a survey asking prospects why they did not buy. They also asked the sales reps why they did not win. Salespeople said they lost because of price and customer stupidity. Buyers, on the contrary, said that they were concerned about the company or, more simply, they did not like the sales representative. They never mentioned price. The most important thing is selling is to establish trust. Sales opportunities start to go south when people forget a simple axiom..: We are all born with two eats and one mouth. Use them proportionally.

PROVIDED COURTESY OF Pamela Green
March is not just the month that comes in like a lion and goes out like a lamb. It is Women’s History Month, a time to celebrate the social, economic, cultural and political achievement of women. In recent years, women have been making history with their emergence as a powerful economic force.
In fact, women control nearly 4 percent—or $11.2 trillion—of all investable assets in the U.S. as primary decision makers. They also represent almost half of the entire U.S. professional workforce.

By Kevin M. Hedley
2018 was a year that most people who watch the financial markets are likely going to want to forget. There were few positive numbers across the different asset classes and sectors. At the broadest level the U.S. bond market was the only market to see a positive return—all of one basis point.
It was an unusual year with few places to find a positive return. In fact of the eight major asset classes none of them provided a return above 2 percent – the first time since 1972.