Objections are not deal killers. Sometimes, they are deal enablers, helping the salesperson to understand the buyer’s real needs and requirements. Zig Ziglar was the best-known sales trainer in the world. The man from
Closing more sales in 2015 is not only possible, but it’s going to happen to many sales reps and companies this year. But, it will only happen if you keep to your New Year’s
There are many books and CD’s you can invest in to help you “develop an attitude of gratitude,” but the easiest way is to simply make a list of 25 things you’re grateful for
CEOs are visionaries, they know where they want to end up, but it is up to his people to provide the map. CEOs often don’t want to be bothered with details, but if they
Motivation and incentives are powerful tools that can improve performance and add to the bottom line when used effectively. They can be just as powerful in re-enforcing negative attitudes if improperly applied. To create
It’s December! For most sales reps and sales managers that means it’s crunch time for achieving your sales goals. With just weeks left in the year, you need to close sales fast, but don’t
If your customers don’t know all the work you could be doing, that’s when you discuss some of the other services you offer. Your customers can’t buy what they don’t know. The best time
Knowing who your decision maker is will help you customize your message and it will enable you to speak directly to their needs and the industry challenges. That is why research is essential when
If you’ve got your sights set on becoming the best salesperson in your company, take a few pointers from people who are already doing it. Create a consistent schedule and stick to it. Then,
