Decision Makers vs. Influencers

What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find themselves pitching to someone other than the decision maker.

Effective Selling is a Learned Skill...The Learning Never Stops

If you have been is sales for any length of time you have been exposed to numerous sales training seminars or full-fledged sales programs. Some you may have decided to take part in on your own, some you may have had suggested by someone else, and others you may have been directed to take part in.

7 Reasons Why Your Sales Results Suck: Part 3 & 4

REASON #3 - They try to sell what is already sold. Selling a solution for a problem that the customer has called you for should be the easiest thing to do. After all, the customer wouldn't have called you if they didn't want it done. You can assume then that the only reason they would change their mind is something the tech said or did. What is it they are saying to screw it up? These techs feel they are 'educating' customers when they explain a problem. What they are really doing is 'boring' them. Describe what the parts do, not what they are. Sell today - educate tomorrow!

Attention CEOs: The Five Factors of Top Salespeople

Four percent of the sales people in the U.S. sell 94 percent of the goods and services, according to two meta studies - one by Harvard University and one from the Gallup Organization.

How Telemarketing Services Can Attract Customers And Increase Sales Leads

The sales process of telemarketing services goes like this: Initial attraction generates sales leads - sales leads generate sales presentations - and sales presentations generate customers. So, assuming that an organization is effectively staffed to handle leads, presentations, and customers, is this: How do we create that initial attraction? Once that initial attraction is developed, the other elements fall into place with hard work and skill.

Don't Answer Objections, Isolate Them!

The best way of overcoming sales objections? Not answering them, but rather, questioning them!

How to Use Layering Questions to Better Qualify Prospects

Are you layering your qualifying questions for the best result? This article gives you concrete examples of exactly how to do that!

Powerful Product Presentations, Your Most Potent Tools, Part 3 of 3

In the marketplace, value is built, profit is protected and sales are closed by salespeople who possess superior presentation skills. There are tools that can separate you from the crowd if you take the time to master them. If you don't, you will find yourself leaving prospects under served and sales opportunities lost. Here is one of those tools.

How to Outsell Your Competition & Beat the Market - Every Time

Most of your competitors are sitting around moaning and whinging about the fact that they can't keep up! Don't be a doofus! Get your act in gear and take your market by storm. Here's 10 tips for outselling your competitors and the market every time!

Control of Your Personal Destiny, Part 1

Control of your personal destiny might very well be be contained within your awareness of this incredibly simple concept. In fact, it is so simple that it slips well beneath the radar of what most people even think about. It is a life altering secret that is hiding in plain sight!

Control of Your Personal Destiny, Part 2

Control of your personal destiny might very well be be contained within your awareness of the incredibly simple concept revealed in part 1 of this article. In this part, I hope to provide you with the equally simple strategy to take that newfound awareness and alter your life.

Selling Slumps, How to Pull Out Before You Crash and Burn - Tip 1

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shorten the duration of the slump, lessen the financial impact and reduce the emotional drain that a slump can cause you. This is 'Tip 1' in a series.

Selling Slumps, How to Pull Out Before You Crash and Burn Tip 3

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shorten the duration of the slump, lessen the financial impact and reduce the emotional drain that a slump can cause you. This is 'Tip 3' in a series.