Ray’s Rules

Ray’s Rules offers a glimpse into what has helped Ray become one of the most successful professionals in the world. Culled from the triumphs (and of course, some failures) of thousands of deals a year, and the fruits of collaboration with premiere businesses, Ray’s Rules gives personal and professional insight, tips, and rules to help you improve your sales process.

Commission Breath Prompts Prospects To Nibble

This RR discusses how commission breath impacts the final terms of an agreement. I wrote a previous RR on commission breath and how it affects your ability to sell. For reference, it is reprinted at the end of this rule. … Continue reading

ACCELERATE THE PROCESS, BUT DO NOT SKIP ANY STEPS.

Often, when salespeople want to accelerate the process, they tend to skip steps to arrive at the outcome sooner. However, more often than not, skipping steps in the Sales Funnel®, tend to increase the length of time for the result. … Continue reading

The BowFlex Theory

If you’re sitting at your desk or office wondering why sales aren’t up it might be time to start doing something and you will see some results. But if you’re looking to be the industry/market leader it might be time for a personal SALES TRAINER. Continue reading

Differentiate or Die

How do you really differentiate yourself from your competitors? There are normally three types of competitors in a market. They are: The big solid national/global company. The small regional company with a good reputation. The small cheap competitor. There may … Continue reading

Whole Brain Selling

There has been quite a lot of information and theories published on Left Brain/Right Brain leadership. In fact, my latest leadership course has a section on Left Brain (systems, processes, skills) and one on Right Brain (motivation, trust, empathy). However, … Continue reading

Digging Deep

There are a lot of buzz words in sales that, for the most part, seem to be the “answers” to making sales. Come on, you know them… right? You must be able to            relationships. The customer has to see … Continue reading

Lagniappe

Lagniappe is a popular term in customer service circles. It means giving a little extra, especially when unexpected. Most organizations know the definition, but few practice it. It may be the number one way to increase customer satisfaction. I just … Continue reading

Beware the Cheap Price

I had just completed dinner in a Shanghai restaurant and was reading the local newspaper. On the front page was an article about swill oil. It turns out that swill oil is used oil that is to be recycled for … Continue reading

The Personal Touch

A few days before I went to South Africa, I received a call from an old client that was also a friend. I hadn’t heard from him since I last spoke to his group. I asked him why he was … Continue reading

What is your BATNA?

Your BATNA is the Best Alternative to a Negotiated Agreement. If the client will not allow you to pass on your increased cost to him, what is the best alternative? Is it to terminate the contract or is it to … Continue reading


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