Lenann Gardner is an expert in state-of-the-art selling and closing skills. She has been interviewed and quoted about the latest trends in selling in such publications as The New York Times and BusinessWeek, and on Entrepreneur.com and other general interest websites.

Articles Lenann has written have appeared in leading sales-related publications including Selling Power magazine, Sales and Service Excellence (feature article) and in Networking Times, In Business, MarkeTrends, and The American Salesman.

Lenann’s articles have also been published in trade magazines including Agency Sales, Minorities and Women in Business, Transaction World, Agent’s Sales Journal, Health Insurance Underwriter, AQUA, World Fence News, and many other publications.

“Business developers stimulate dormant business problems into buying actions,” writes Rick Page in Hope is Not a Strategy: The 6 Keys to Winning the Complex Sale. “The first step is to find a business problem and create a vision of what life could be like if they solve it. You may also create a vision of what bad things could happen if it is not solved. This creates a gap between where the client is and where they could be. The next step is to quantify the gap to define the financial return on investment with you. Then you must find a sponsor with enough power to whom this gap is politically painful and emotional because pain doesn’t actually come from the problem, it comes from the political embarrassment, or the chance for glory. No pain, no change.” Do you have a selling system that uncovers potential political embarrassment or chances for glory? If not, click here for some ideas!