Reach Out and Sell Someone

The best sales people make the big buck. They also take action to set appointments and close business. They do not sit around waiting for business to fall into their laps.

Who Am I? Who Is My Customer?

Understanding which of the 4 personality types we belong to will help us communicate better with our customers and collegues.

Ten Ways to Make Prospects Like You Enough to Buy from You

About 99.9% of buyers buy from salespeople they like, and go out of their ways NOT to buy from salespeople they DON'T like. This article offers ten proven techniques to make prospects like you enough to do business with you.

Selling With A Commitment Objective

Employers value salespeople based on their ability to Gain Commitment. Improving this ability has never been more important than it is today. So, what are you doing to get better? Here are several ideas on how you can improve your effectiveness at gaining customer commitments.

Direct Sales & Marketing Trainings - What It Can Give Personally to You

If you are looking for job in sales & direct marketing you should take advantage of ‘learn and earn’ on-going trainings to enhance your career.

The KYSS Principle - Keep Your Sales Simple, Your Sales Closes Will Explode

We often let our sales approach get to complex. There are too many decisions for the prospect to make: why should I buy, what is the value, who should I buy it from, can I afford it, can I get it cheaper somewhere else. These all of the things going through a prospect's mind. And what's worse, is that frequently we allow the prospect to wonder through that maze to his own conclusions by himself. Simplify and walk him through a simple step by step conclusion that will explode your sales close success.

Tug of War Selling

Are you in a “tug of war” with your customers? You keep selling -- they aren’t buying.

Honesty Works Best - But, It's Not About Morality

Last week, I received three calls from people, all appreciative that I support the values of 'our religion'. One was a Born-Again Baptist, another was Mormon, and the third was Jewish. My response to each of them was the same: I don't follow their religion.

Abducted by Aliens?

There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company and your products or services. Perhaps you are trying to reach a prospect to continue a conversation or to follow up on a next step in your sales cycle. You have tried everything. You have called repeatedly at different times throughout the day, you have left messages, you have sent emails… All with no response.

The Sales Training Series: Ask For A Commitment Every Time

Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be.

The Sales Training Series: Dealing With Sales Objections and Stalls

Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.

The Sales Training Series: Keep Replaying The Sales Call

To Keep Growing, Replay The Call – Every Time Most salespeople continue to make the same mistakes over and over, never recognizing their errors. Therefore, beyond a certain point, they never really get much better at what they do. How can you avoid that trap?

The Sales Training Series: Know What You're Selling

No, You Don't Know What You Are Selling - Yet! You know your product, its features and its benefits. You have a well-rounded presentation that explains all of this, complete with visual aids. So why waste a prospect's time with chitchat? Shouldn't you launch straight into your presentation?