The Art And Science of Closing - How To Close More Sales Right Now
One of the questions I often get asked as a sales coach by sales people and business owners alike is, "How do I close sales better? What closing techniques would you recommend?"In my experience, closing is one of the three most feared areas of the sales process. The other two... Read More
Increase Your Selling Confidence
1. Be on time. In fact, arrive a few minutes early, so you can mentally prepare for your sales presentation. When you arrive on time, your professionalism shows your prospects that you value their time as well as your own.2. Ask specific questions. Find out exactly what the prospect needs... Read More
In Sales The Biggest Rolodex Wins
How many names do you have in your business Rolodex? ______ If you respond the way most salespeople do ? you'll estimate 200, 400, 700, 1,000 etc. Remember this, if your answer ended with a zero ? you don't really know, do you? Your Rolodex, or contact management system, is... Read More
Like It or Not... You?re in SALES!
Mention the word sales or salesman and two out of three people get a little clammy under the skin. "I hate sales people and I could never do what they do!" is what many say at the mere thought of having to sell something. How wrong they are.Here is the... Read More
Sales 101: Asking for the Order
"Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the business.Is this advice just for persons who make... Read More
Increase Your Sales With an Incredible Offer
What are you selling?Coaching? Consulting? Professional services? A product? Information?To start with, you need to sell your product or service in terms of benefits to your clients and not features.Clients want to know what your product or service will do for them, not necessarily all the credentials you have or... Read More
Make Your Referrals Count
Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted.Treat your referral... Read More
10 Power-Packed Ways To Spark Your Sales
1. Spend money on targeted advertising instead of mass media advertising. You don't want to waste your ad dollars on people who aren't interested.2. Increase your profits by concentrating on small details. Improving small things like text size, color, or graphics can really make a positive difference.3. Keep your offers... Read More
7 Sales Skills to Improve On
The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing. Sales Skill #1: Qualifying Fast to Avoid Wasting Sales Time... Read More
Survival On The Road! A Resource For The On The Road Sales Professional
It makes no difference if you are a Saleswomen, a Salesman, a rookie or a seasoned pro, we all face challenges while on the road. You may set up your own flights, cars and lodging, you may have a travel department that does it all for you, or if you... Read More
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Emotions That Sell, Part 2
In the last article, we looked at three emotions (besides... Read More
Catapult Your Business?How to Get Customers to Chase You Instead of the Other Way Around
I was thinking about the statement:The Small Business Administration tells... Read More
Success Secrets Of A Famous Vacuum Salesperson
I have to admit, I have an 'addiction'.Sometimes this addiction... Read More
Assumptions ? The Hidden Sales Killer
Assumptions can kill a sale. In my sales training workshops,... Read More
One Simple Persuasion Secret That Will Blow The Roof Off Your Sales
The next time you're shopping for clothes in a department... Read More
How to Sell a Feeling
To be totally in tune with the needs of your... Read More
10 Ways To Improve Your Sales
1. Determine your current situation. How are you currently positioned... Read More
Using the Consultative Approach to Gaining Sales
What do we mean by a consultative approach?When you hear... Read More
Being Politically Correct When Selling Can Cost You Sales
In our culture it is basically un-American for a prospective... Read More
Better Listening Skills = More Sales
Today's business environment is intrinsically tied together by ongoing information... Read More
Failed Salespeople Share Similar Traits
We are each responsible for our own success - or... Read More
5 Ways to Increase Business Sales by Contacting Your Existing Customers
One of the best ways to increase your sales and... Read More
Training for Trade Shows - 5 FAQs
Trade shows are so obvious. You go. You hand out... Read More
Humanize the Sales Process
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
Body Language, Five Key Ingredients
When making your living in the sales industry, and working... Read More
Sales Tips from Sales Masters
Dogs are great teachers of how to sell easier and... Read More
How to Make Training and Development a Power Agent for Change
Does this sound familiar? With high expectations, you sent your... Read More
Increase Sales By Flying Under Your Prospects Radar Defenses
How do you persuade someone to do what you want... Read More
Why Sales People Are Creating Their Own Objections
I'm about to reveal the biggest secret to growing any... Read More
Sales and Closing Techniques
One essential criteria of being a successful salesperson is the... Read More
Top 5 Characteristics of Great Salespeople
I am a big believer that great salespeople generally realize... Read More
A Stupid Question
This is a stupid question but it has to be... Read More
Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?
Sales is still a must for any company who wishes... Read More
Why ALL Sales Decisions Are Based On Emotion - Heres The Proof!
Have you ever gone into a newsagent, picked up a... Read More
5 Powerful Tips To Persuasion!
Having excellent persuasion skills is one of the most important... Read More
Selling Yourself - Its Not About You
I recently found myself suffering from a lousy cold; all... Read More
10 Boundless Ways To Anchor Down More Sales
1. Multiply your marketing and advertising efforts on the Internet.... Read More
How To Write A Solution - Savvy Sales Letter to To Get Clients
Too many sales letters are shaped into paper airplanes and... Read More
Increase Your Sales With an Incredible Offer
What are you selling?Coaching? Consulting? Professional services? A product? Information?To... Read More
The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't... Read More
Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects
A "Call To Action" is an invitation for your prospective... Read More
The Five Most Common Mistakes Salespeople Make
Over the decades that I've been involved in sales, I've... Read More
Three Ways To Get A Prospect To Say Yes To Your Offer
Here are three proven ways that will increase your sales:1.... Read More
How to Reduce Sales Resistance
Sales resistance is a fact of life for most sales... Read More
The First Step to Stress-Free Selling (TM)
Step 1: Get Ready - Create a foundation you can... Read More
Its All in the Questions
Contrary to many of the books on how to be... Read More
Jump Start Your Sales In 10 Quick Steps
1. Combine a product and service together in a package... Read More
Emotions That Sell, Part 2
In the last article, we looked at three emotions (besides... Read More
Sales Prospects Avoiding You?
This issue's topic on sales prospects comes in response to... Read More
Do You Know the Emotion Behind the Objection?
Prospects have many reasons (you might think excuses) for not... Read More
Sales Marketing: 5 Fantastic Secrets To Attract New Customers Now
If you have problem attracting new customers, the sales marketing... Read More
Sales Skills for the Non Sales Professional
Have you ever wondered how in the heck you're going... Read More
Method to the Madness of Training Seminars
I arrive with about 350 other guys. We smile at... Read More
The Road to Pendingville is Paved with Good Intentions
If you've been in sales for any length of time,... Read More
10 High Powered Ways To Magnify Your Sales
1. Give your prospects a f~ree trial of your software... Read More
The Processionary Caterpillar Syndrome Costs You Sales?
Some years ago I read and interesting story that illustrated... Read More
Top 5 Characteristics of Great Salespeople
I am a big believer that great salespeople generally realize... Read More
Make More Sales By Creating How To Use It Product Updates
Do you have any idea what your customers have experienced... Read More
As They Approcah the Finish Line... The Winner Is?
Recently, right before I was about to deliver a motivational... Read More
Sales Predator Or Professional Sales Rep
From a customer's perception, it's easy for a salesperson to... Read More
Quiz: What Kind of Sales Shoe Are You?
Have you ever wondered what type of saleswoman you are?... Read More
Sales and the City
It's all about relationships!Here is how a popular TV show... Read More
How to Boost Your Sales Letter Conversion Rate
Emotion and reason mix very well together to make excellent... Read More
Attitude Insurance
Everyone knows the importance of having a positive attitude, especially... Read More
A Sale in 30 Seconds? Its all in the Greeting
It has been said that a customer makes a decision... Read More
Assumptions ? The Hidden Sales Killer
Assumptions can kill a sale. In my sales training workshops,... Read More
It Is Not The Price That Is Keeping You From Making The Sale
Most salespeople are under the false belief that the lower... Read More
Have You Prepared for Success in Sales?
My wife and I watched the movie Ray a couple... Read More
Evaluating Your Customer
It is one thing to make a sales presentation, but... Read More
Are You Risking The Relationship for the Sale -- And Then Losing the Sale Anyway?
Losing a sale can be disheartening, especially if you lose... Read More
Say What?!? Sales is a Profession?
What exactly is the sales profession? Without a common dialogue... Read More
The Dos and Donts of an Elevator Pitch
The dreaded question: "What exactly does your company do?" It's... Read More
Successful Sales Strategies: Winning the Close Ones
The "Three Cs" in building customer relationships are a key... Read More
The Ultimate Think Differently Sales Tip
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
Sales Discipline: Five Steps To Recover From A Lost Sale
Ever lost a sale? Of course you have, we all... Read More
Keep Sales Simple
For those of us working in the exciting world of... Read More
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