John Graham

Knowing your message and strategy are the cornerstones of an effective campaign, according to consultant John Graham.

Sales expert John Graham shares five communication and personal development skills that make for a standout producer.

A chip on the shoulder or always playing it safe will stop career advancement in its tracks, says sales consultant John Graham.

What causes potentially good producers to fail has little to do with skill, says consultant John Graham.

Skilled problem solvers use this practice to analyze workplace performance and improve creativity, says sales strategist John Graham.

Knowing where to focus is the key to successful selling in the benefits business, according to John Graham.

It’s in a broker’s best interest to align their performance with employer expectations, says John Graham.

Commentary: As most salespeople know, moving forward is tough, but changing behavior can help knock down obstacles. Here are eight ideas to get the wheels moving in the right direction.

Commentary: To avoid turning employers off, focus on the “1%,” the essence of the client’s message, says John Graham.

Commentary: Whether we call ourselves consultants, relationship managers, advisers, producers or anything else that tends to disguise our objective, we’re salespeople.

Commentary: Many first impressions crash and burn because people are trying to present themselves as something they’re not. Here are four ways to avoid that fate.

Commentary: More often than not, misreading customers causes them to look elsewhere. It doesn’t need to happen, says sales expert John Graham.

Commentary: Many salespeople who “do everything right” underperform. With so much focus on personal qualities and skills, the sales process doesn’t get the attention it deserves.

Commentary: Small things get big in a customer’s mind, and the next thing you know, the customer is gone — for good.

Commentary: Our minds tell us we’re on the right track, that we’ve got a winner. Unfortunately, we don’t even know we’ve been tricked and it all results in costly and embarrassing missed opportunities, says sales expert John Graham.

Commentary: Six ways to engage customers that are most helpful, according to sales expert John Graham.

Commentary: The real marketing revolution rejects the idea that marketing is something companies do. John Graham shares 3 ways to turn your clients into your sales team.

Commentary: In sales, there’s often too much boasting and not enough doing. Sales expert John Graham shares seven steps to boost your bottom line.