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.

Today, people do not want to be sold. They may want to buy, but they don’t want to feel that they are being sold. The moment a prospect feels that he is being pushed to make a buying decision, he shuts down and loses interest. Behave as a friend rather than as a salesperson, as an advisor rather than as someone who just wants to make a sale. See yourself more as a helper than anything else – how can you help this person with whom you are interacting? A thought from Brian Tracy: “Instead of thinking about yourself, focus all of your attention on the customer (or prospect). Since you can only think about one thing at a time, the more you focus on the customer rather than yourself, the more relaxed and confident you will become – and the more positive and animated he will become.” For more ideas on how to think about your selling responsibilities and close more business, click here.

• See Lenann in action NOW! Click here to view her keynote speaking video.

"The way Lenann approaches follow-up after a workshop is just terrific. Even guys that are real green, who had no competence going on a call to a prospect now feel pretty comfortable doing that. For years to come this is going to be a great thing."
  — Chris Reynolds
       Regional Manager
      KraftMaid Cabinetry, Inc.