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Department Archive - Sales - The Lane Report Department Archive: Sales
  • September 2011
    When Earned, They’re Golden
    The secret of getting all the referrals you could ever hope for

  • May 2011
    Where did you learn to sell?
    Making calls right after training furthers the learning

  • December 2010
    Where’s the sale?
    Head versus heart versus logic versus emotion

  • June 2010
    Take off the Chicken Suit
    Fear of ‘no’ leads many sales people into habits that delay a sale

  • December 2009
    Don’t ask CEOs How to sell
    What works is not discipline but positive attitude, belief in product

  • September 2009
    Make customer service a reality
    Service leads to sales if you know how to act and how to ask

  • July 2009
    Now Presenting…
    How lousy are your presentations?? You probably don’t even know!

  • May 2009
    Wanna Make More Sales?
    Don't pitch your product; discuss buyer's motives and needs

  • April 2009
    Sales Strategies
    Salespeople have questions. Jeffrey has answers

  • March 2009
    It's All About Perspective
    Every great salesperson was once a beginner

  • December 2008
    Is the sky falling?
    Get out there and sell; no company ever cut its way to success

  • October 2008
    The economy is falling!
    How to keep your head above water in a changing economy

  • September 2008
    A Retrospective look at selling
    Tried and true sales methods withstand the test of time

  • August 2008
    Make more sales?
    Be passionate, principled and focus on the big picture

  • July 2008
    Create trust, sales follow
    If they have confidence in you, they may buy from you

  • June 2008
    Salespeople have questions
    Jeffrey has answers to common dilemmas

  • May 2008
    Pain-Free Selling
    What a find! Are you pain free?

  • April 2008
    Why Do Businesses Succeed or Fail?
    Hint: It's not just sales

  • March 2008
    The Naked Sales Call
    Walk in with nothing and lose

  • February 2008
    Making The Grade
    How good at sales are you? Look at your report card!

  • January 2008
    Crystal Ball Information
    Predicting the outcome of a sale is easy. Sort of.

  • December 2007
    Customer Satisfaction is overrated
    It's customer loyalty that makes the difference

  • November 2007
    Rules of engagement
    One-on-one with the customer is the most powerful û and misunderstood û aspect of selling

  • October 2007
    Price Points
    How to develop presentations that emphasize value over price

  • September 2007
    Your call is important to usà
    àBut not that important

  • August 2007
    Closing Thoughts
    Make sure service doesn't end after the sale

  • July 2007
    Get Out of the Hole!
    How to get out of a rut and back into the groove

  • June 2007
    Closing the Sale
    A lesson for sales masters

  • May 2007
    I Believe! I Believe!
    Success in sales is all about the attitude

  • March 2007
    Out of the Office û or Your Mind?
    Office etiquette in the 21st century

  • February 2007
    First Impressions Count
    It's not the company. It's the people. It's you.

  • January 2007
    The Heart of the Deal
    Retail sales are based on buying and helping. Not selling.

  • December 2006
    Sense of Reality
    Your internal picture of the most important person in the world

Updates on business and economic news from across Kentucky compiled by the editors of the Lane Report.

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