Business people remember sales people who go out of their way to ensure that they receive the best solution, even if it isn't the sales person's product or service. Earning a prospect's trust is easy if you use the right approach.…
Shifting into auto-pilot mode can affect a sales person's results and not in a good way. When you move in auto-pilot, you lose your effectiveness. You do yourself and your potential customers a disservice. Don't Miss Out On Valuable Sales…
Do you lie to yourself? You may not think so but I suggest that you probably do. Here's what I mean... Sales Lie #1: "I could reach my quota if my company lowered their prices." If I had a nickel…
A recent editor's note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people I have encountered over the years…
Selling for a living is challenging. There are many highs and frequent lows. Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career. If you are…
Do you schedule prospecting time into your calendar every week? Use a variety of methods to prospect for new business. Too many sales people take the same approach week after week. Although they may generate good results it is critical…
Virtually everyone has sat through dull, boring and unimaginative PowerPoint presentations. Although this piece of software is very easy to use many sales people make a variety of mistakes that actually detract from their message and their presentation. Here are…
The Power of Networking Networking is a critical sales skill; after all, the more people you connect with the more sales opportunities you create. However, many sales people make a variety of mistakes that prevent them from maximizing the power…
You finally connect with a prospect and the end of your conversation goes something like this, "I'll get that information to you by tomorrow and I'll call you early next week to discuss it with you." But when you…
Chances are you spend the first five to fifteen minutes of your sales presentation telling people why they should buy from you or giving them background on your company. This approach is one of the LEAST effective ways to demonstrate…
Picture yourself in the executive office, perhaps a VP of Sales or Marketing. Until last year you could approve any purchase under $20,000. Now, you need to get approval from a purchasing committee for any expense over $5,000. Although you…
I once read that there are two types of people. People who are willing to wait for a reward and those who want the reward now even though the payoff may be higher if they wait. I suspect that people…
