Barry Faber
Barry's Business OverviewCLICK HERE

Columnist

Entrepreneur Column

Each month you can read Barry’s sales advice column in Entrepreneur Magazine.

Entrepreneur Magazine’s circulation is now over 540,000 with a total readership of 2.1 million. It is the best-selling small business monthly on the newsstand.

Five Traits of Great Leaders
Want to lead successful sales effort? Implement these steps into your management style – today. Click here for more…

Pump It Up
When it comes to making the sale, projecting a confident attitude is key. So what can you do to give yours a boost? Click here for more…

Face Off
Sometimes, closing the deal is just a matter of taking the right approach. Find out how you can master the art of the soft sell–and the hard sell Click here for more…

Hitting The Wall
Is talking to certain prospects like talking to a brick wall? It may be time to cut your losses and walk. Click here for more…

Big Deal
Is talking to certain prospects like talking to a brick wall? It may be time to cut your losses and walk. Click here for more…

9 Sales Maxims That’ll Make Them Say Yes
They sound like clichés, but when it comes to selling, these 9 sales principles really ring true. Click here for more…

Just Be Yourself
Next time you go on a sales call, don’t pocket your personality at the door. Click here for more…

Get Uncomfortable
Nobody ever became a success sitting still in the cushy confines of the same ol’, same ol’. Click here for more…

Fishing For Trouble
Try too hard to hook your customers, and you risk sending them reeling with anger. Click here for more…

Booster Club
Persuading your customers to refer you to their friends isn’t as hard as you think. Click here for more…

Rise and Shine
Drifted into a sales slump? It’s time to wake up and sell your way back to the top. Click here for more…

Pushing the Limits
Are you pushing yourself—and your business—as far as you can? Click here for more…

How to Measure Motivation and Desire…Before You Hire
Most managers want to hire salespeople who are energetic, highly motivated and disciplined. The central theme is effort! But how do you find the right candidate for the position you are trying to fill? Click here for more…

Customers Tell How to Sell
If you want to know how to be a successful salesperson, ask a customer. Not just any customer, but a customer who is used to dealing with the cream of the sales crop. Click here for more…

Climbing to the Next Level of Success
Ask any ten people, and you’ll get ten different definitions of success. No matter what it means to you, however, true success can never be stagnant – you don’t just achieve it once and keep it for life. To remain successful, you must always climb to a higher level. Click here for more…

Three Tips for Retaining Clients
It takes more effort to land a new client than it does to keep one. Learn the tricks of the trade to generate repeat sales. Click here for more…

Why Straightforward Salespeople Close More Deals
4 tips to help you ‘tell it like it is’ with your clients. Click here for more…

Want the Sale? Bring the Energy
Discover the correlation between the aura you project and your sales success. Click here for more…

8 Steps to a Successful Sales Call
From preparation to closing, remember to make these key moves. Click here for more…

How to Pitch Direct Response TV Buyers
The prospect of huge sales figures on HSN might be alluring, but getting there takes hard work. Click here for more…

Five Tips for Nailing the Sales Visit
Common courtesy isn’t common among salesmen–use these tips to stand apart. Click here for more…

Flip ‘I Hate’ to ‘I Love’ to Sell
5 tips for sales professionals who want to love their job. Click here for more…

Close With Confidence
3 ways to boost your courage under pressure. Click here for more…

Chasing Down Large Accounts
Six tips to help you land larger clients. Click here for more…

Close the Deal With Urgency
Urgency is what gets top sellers up in the morning and keeps them fired up all day. Click here for more…

Selling Cost vs. Price
Find the price point that covers your costs and provides a profit margin. Click here for more…

Stay Strong When Business Gets Rough
Barry Farber lays out ways to deal with sales setbacks and negative situations. Click here for more…

Putting Ideas into Action
When learning and action are working in unison, they create the opportunity for sales success. Click here for more…

Good Connections
Without a solid system for networking, what good are good connections? Click here for more…

Buyers Know
Want to know what keeps customers coming back? Why don’t you just ask them? Click here for more…

Constructive Criticism
Don’t get bummed by negative feedback. Instead, get fired up and motivated to do better. Click here for more…

Master the Art of Saying Less and Selling More
Make every word you say count by becoming a better listener. Click here for more…

Solid to the Core
Surefire ways to build your core confidence. Click here for more…

Be All You Can Be
What can you learn from the world’s best salespeople? Click here for more…

It’s Always Your Lucky Day
Don’t wait for luck to come your way–create it now with these 4 steps. Click here for more…

Power to the Salespeople
What’s the one thing that’ll keep you going when you want to give up? Energy–and lots of it. Click here for more…

Fresh Perspective
Feeling stale? Head into uncharted territory to see opportunities with new eyes.  Click here for more…

Wrap It Up
The end of the deal is near. Get ready to close–or to ditch it altogether. Click here for more…

That’s the Spirit
When the going gets tough, the tough keep selling. Here’s how to stay in the right frame of mind. Click here for more…

You’ve Got Style
How well can you sell? Very, if you develop your own way of doing it. Click here for more…

As Easy as 1-2-3
Sales calls are simple when you know what to do before, during and after. Click here for more…

Some Like It Hot
5 secrets to never making another cold call. Click here for more…

It’s Not About You
The more you focus on your customers’ needs, the easier selling gets. Click here for more…

Going Zen
Let calm and clarity lead you to higher sales. Click here for more…

Take a Swing
The only way to hit it over the fence is to believe that you can. Click here for more…

Basic Instincts
In business, sometimes it’s better to let your gut do the talking. Click here for more…

No Pain, No Gain
To make the sale, you need to do what’s difficult. Click here for more…

Now Presenting
Giving a formal sales presentation? Here are tips to make it memorable. Click here for more…

Cut to the Chase
Sales cycle dragging? These 6 tips will make it shorter–and sweeter. Click here for more…

Have No Fear
Scared of cold calling? Learn to turn your anxiety into confidence. Click here for more…

Listen and Learn
Sometimes closing the deal is as easy as closing your mouth. Click here for more…

Seize the Day
Don’t wait to get back in touch with old prospects–now’s the time! Click here for more…

Need a Light?
Everyone gets burned out at times, but you can take steps to recharge. Click here for more…

Bridge the Gap
Bringing your contacts together not only helps them–it helps you, too. Click here for more…

Look Alive!
Move your business forward by telling yourself “If it’s to be, it’s up to me.” Click here for more…

Animal Instincts
Ever feel like your sales team is a zoo? Turns out that’s not a bad thing. Click here for more…

Up and At ‘Em
Rejection got you down? Pick yourself up, and turn that no into a yes. Click here for more…

Sales Shape-Up
Ready to ramp up your sales–fast? Our 30-day action plan takes your business to new heights. Click here for more…

In Good Company
How well you sell isn’t just up to you. Improve your performance by surrounding yourself with the right people. Click here for more…

Be a Selling Superstar
How can you make sure you shine in your customers’ eyes? Adopt the top 5 traits clients say their favorite salespeople share. Click here for more…

Hanging Tough
Want to land that big account, but not sure how to get to the top? Climb the ladder to success in 3 simple steps. Click here for more…

Break On Through
Are you ready to open the doors to a new industry? Here are some strategies for getting up to speed and winning sales. Click here for more…

Catch the Carrot
The truth about selling: You can’t succeed if you’re not motivated. Hit your sweet spot by determining why–and how–you sell best. Click here for more…

Open Sesame
Want to reach peak sales performance? Unlock your selling potential by focusing on these keys to success. Click here for more…

Make No Mistake
The things you do–and don’t do–could keep you from closing sales. Watch out for these 5 common mistakes, and learn how to avoid them. Click here for more…

Mind If I Ask…
You don’t have to be a master inquisitor to ask your prospects all the right questions. Learn how to set yourself up to seal the deal every time. Click here for more…

Switcheroo
Trouble getting customers to change to your product or service? Here are 10 tips to get them switching. Click here for more…

Winds of Change
Are you having trouble showing customers the benefits of your offer? Try these 10 tips to make them realize what they’re missing. Click here for more…

How to Sell to Smart People
Selling to people smarter and more experienced than you? Don’t be intimidated. Here’s how to close the sale. Click here for more…

Good Company
Selling to people who are smarter and more experienced than you? Don’t be intimidated–be wise to how you can learn from them. Click here for more…

Take Heart
To really make an impression on your customers, don’t just memorize a sales pitch–let them see your heart and soul. Click here for more…

YOU Are for Sale
Want to make the sale? Don’t just focus on your product or service — your customers are more interested in you. Click here for more…

Suit Yourself
If you want to make the sale, don’t just focus on your product or service–chances are, your customers are more interested in you. Click here for more…

Tempting Fate
Think good sales are all about luck? Not exactly. Learn how to take advantage of what comes your way so you never miss a happy accident. Click here for more…

Means to a Friend
No business is an island — connections are key to success. Make friends AND customers with these tactics. Click here for more…

The Price Is Right
Price is often the first thing on your customers’ minds–so you need to think about it, too. Name your best price with these key strategies. Click here for more…

Nail the Sale
Need some surefire ways to seal the deal with customers? Master these 5 tips, and you’ll be ready for any sales situation. Click here for more…

Right on Target
Hit the mark with prospective customers by learning how to find their hot buttons. Click here for more…

‘No’ Surrender
Learning to hear ‘no’ as valuable feedback from clients can take your sales efforts to the next level. Click here for more…

Get Some Face-Time
Nothing builds business relationships like a little face-time. Find out why meeting in person helps make the sale. Click here for more…

Reaching Out
Finding good leads takes more than just making a few phone calls. Use a creative prospecting strategy to get yourself out there. Click here for more…

How to Deal With Trying Customers
Every once in a while, you’ll meet difficult customers. Question is, are you prepared to take them on? Click here for more…

The Basic Steps of Selling
It never hurts to brush up on the fundamentals. Reacquaint yourself with these building blocks of successful selling. Click here for more…

Pulling Out of a Sales Slump
Have your sales taken a nose-dive? Wake up and sell your way back to the top with these four tips. Click here for more…

How to Be Persistent Without Being Annoying
Try too hard to hook your customers, and you risk sending them reeling with anger. Click here for more…

How to Write an Effective Proposal
It’s time to put an offer on the table. But first, you have to write one. Click here for more…

Bridging the Gap
Networking can be key to creating sales opportunities. Here’s how to make the moves. Click here for more…

Eye to Eye
If you rely solely on the phone and e-mail to build business relationships, you’re missing the boat. Learn why “face time” is critical to your success. Click here for more…

Stress Case?
Is the pressure to “get the sale” getting to you? Keep your cool with these stress-busters. Click here for more…

Growing Wings
Need help taking your business to a higher level? Try making small changes to create the transformation you’ve been looking for. Click here for more…

Natural-Born Sellers?
Whether you’re a natural at sales or not, here’s how to take the talent you’ve got to the next level. Click here for more…

All Ears?
In business and in life, learning to listen is one of the most important skills you can. Click here for more…

Back to Basics
Want to create a strong sales foundation? Then keep these building blocks in mind. Click here for more…

Star Power
Want to pump up sales? Then think like a stellar sales champion, and watch your business shoot through the roof. Click here for more…

Trading Spaces
When was the last time you sold from the customer’s point of view? Click here for more…

Get Over It!
Never mind what those negative voices inside your head say–you can make the sale. Click here for more…

Breakthrough Performance
Five stellar ways to steal the show from your competition. Click here for more…

Target Practice
Sometimes, the key to landing a sale lies in clearing away the obstacles that can make you miss the mark. Click here for more…

Trying Times
Every once in a while, you’ll meet difficult customers. Question is, are you prepared to take them on? Click here for more…

Getting Past “No”
How do you turn that “no” into a “yes”? We’ve got some breakthrough tips to get you there. Click here for more…

People Who Need People
Find out how to break the ice with your prospects and make that all-important customer connection a reality. Click here for more…

In High Spirits
How to get yourself and your business fired up from the inside out. Click here for more…

Step by Step
Having trouble remembering how to make a sale? Let us jog your memory. Click here for more…

Fishing for Trouble
Try too hard to hook your customers, and you risk sending them reeling with anger. Click here for more…

Don’t Be Silly!
Quit wasting time jumping around to close a deal. You have to learn the art of selling smart. Click here for more…

Decent Proposals
It’s time to put an offer on the table. But first, you have to write one. Click here for more…

Kick It Up
Your sales techniques can pack a punch with strategies borrowed from the martial arts. Click here for more…

Slipping Up
Botched a sale? Learn from the error of your ways-dust yourself off and try again.  Click here for more…

Seeing the Light
Your customer says he’s too broke to buy your product? Show him another way of thinking. Click here for more…

Win ‘Em Over
All’s fair in love and war. Go ahead, woo your rivals’ clients. Click here for more…

That’s a Shocker
Are you willing to do what it takes to make your customers say “wow”? Click here for more…

Ever After
Will you still respect your clients in the morning?  Click here for more…

Meet & Potatoes
The basics you need to get out of your comfort zone and network  Click here for more…

“Works Great!”
Using testimonials to unleash the power of the second opinion  Click here for more…

More Than Words
Use nonverbal cues to help the sale along.  Click here for more…

Watch Your Step
Four simple ways to make your meeting with that new customer a success.  Click here for more…

Wild Ideas
Nature’s calling, and it has a lot of good thoughts on building your business. Click here for more…

Selling Points
Catchy phrases become clich�s because they’re true. Take a look at these 6 sales maxims and see if you agree. Click here for more…

Diamond Minds
You’ll have to work for it, but knowledge is your best shot at success.  Click here for more…

Deep Focus
How do you spell success?  Click here for more…

Back Off!
Being friendly is good, but being too chummy to make the sale is not.  Click here for more…

Recharge Your Battery
All the energy you need to keep going and going and going . . . Click here for more…

Positively Poised
What it’s all about?  Click here for more…

Comic Relief
Humor is good medicine; it could also be the best way to close a sale. Click here for more…

At a Loss?
Never fear. Here’s all the pumping, priming and know-how you need to lift yourself from the pink-slipped masses and turn the loss of your job into a business even your former employer will envy. Click here for more…

The Bright Side
When moments of truth become moments of opportunity. Click here for more…

Pushing the Limits
Are you pushing yourself-and your business-as far as you can?  Click here for more…

One of the Good Guys
Prospects will reach for their cash once you prove you’re on their side. Click here for more…

Happy Sales To You
Get on the right trail by connecting with your prospects’ star players. Click here for more…

Close Encounter
Sometimes you need more than a handshake to seal the deal. Click here for more…

Ringing True
Three easy ways to sell better on the phone. Click here for more…

Get Uncomfortable
Nobody ever became a success sitting still in the cushy confines of the same ol’, same ol’. Click here for more…

On The Horizon
To ensure success is in your future, keep your goals in sight. Click here for more…

Juggling Time
Having difficulty balancing work and play? Make the most of each day with these time-management techniques. Click here for more…

Good Show!
You don’t want that sale to slip through your fingers, do you? Then put some panache into your presentation. Click here for more…

Rise Above It
Feeling unmotivated? Try these four steps to rejuvenation. Click here for more…

Follow The Leader
. . . and discover five traits the great ones share. Click here for more…

The Triangle Offense
Building your own sales pyramid-one step at a time. Click here for more…

Just Ask
Knowing the right questions to ask can be as powerful as any sales technique. Click here for more…

Keep Climbing
Don’t stop now-for a successful tomorrow, you’ve got to keep building on the success achieved today. Click here for more…

There Will Be a Test
Reduce turnover–and heighten success–by measuring motivation before you hire. Click here for more…

Said the Spider
Learn sales from our eight-legged friend’s greatest architectural accomplishment.Click here for more…

First Person
Want to know what customers want? Try asking them. Click here for more…

The Trust Factor
Win your customers’ faith by learning the 5 key components of trust. Click here for more…

Diamond Minds Column

With Change Comes Opportunity

Learning How We Learn

Recharging Your Battery: By Maintaining the Right Frame of Mind

COLUMN ARCHIVES

The Giver’s Harvest (PDF)
Pushing the Limits
(PDF)
Traits that Make Great Leaders (PDF)
The Greatest Gift: A Love of Learning (PDF)
High Achievers: How They Do It (PDF)
Unlocking Your Creative Potential (PDF)
It’s The Challenge That Builds Us (PDF)
No Such Thing as “One Way”
(PDF)
The Path to Happiness (PDF)
Start With The Hustle (PDF)