Sales

Too many people blame the economy for a downturn in sales. In reality, they just aren't adjusting to the circumstances around them. In a good economy prospects for your products/services abound. The process you employ to find them and sell to them should reflect the makeup of those many...

As sellers, we're continually told to sell value and to let our prospects know about all of our value-added services. After all, that's how we're going to win the sales. Right? Not necessarily. Value is relative. It's in the eye of the beholder. So much depends on how the...

We all know that Sales is really all about "closing the sale". There is not a salesperson alive who does not use a variety of techniques to help them be successful with customers. However, I believe passion is the most underrated and underutilized sales tool in our arsenal because...

1. Make sure that you ask all of the right questions so that you truly understand your prospect's needs. Don't assume that you know what your customer wants or that they have the same needs as all of your other customers. Ask. This way you'll be sure. 2. Give your...

Sales is a tricky business. You have to consistently pursue new opportunities while maintaining the relationships you already have. The greater the emphasis is on ‘new' the less attention is paid to ‘old.' It becomes easy to convince yourself that your current clients are...

Did you know that 85% of a person's success is depended upon how well they do in relationships? To create a long-lasting business relationship with your client your primary focus should be to develop trust. One of the key factors in gaining trust and credibility with the client is by...

Highly successful Sales Professionals and Business Leaders in today's world are connecting with each other at a frantic pace. Web 2.0 and the technological advances that have followed have made connecting in the 21st century a global affair. To coin a phrase, 'the world is flat';. We...

There is ultimately no better way to start networking than to try it for real. The easiest way to do this to commence with the people you already know, rather than to find new ones. One highly beneficial task you can undertake at the outset is to map or chart your contacts. This mapping can...

Once in a while I am asked the question, "How does someone sell themselves?" The simple answer is - Just be. Too many people get caught up in the idea of sales and forget the basics. It's not their job to convince anyone of anything. It's simply good enough to be out there, be...

When I first started in sales, I was focused on one goal, closing the deal. On my quest to make a sales call that would put me over the top of my annual budget, I made a huge mistake and learned a valuable lesson from my client. I came to the appointment with the goal of asking for the order. I...

Have you ever heard the saying "I don't care how much you know until I know how much you care"? The key to growing your business is genuinely caring about others. People see through someone who's transparent. Think about it - haven't you met people who acted like they...

My father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very...

Sales Do's and Don'ts Do Not ask permission to ask a question - as in, "Can I ask you a question?" This introduction triggers a shut-down response from most prospects. Do Not start the conversation with a sales pitch. Do build trust by asking open-ended personal...

"Do what you do so well that they will want to see it again and bring their friends." Walt Disney Customer relationship management is powerful in theory, but troubled in practice. Your customer may always be right, your customer service may be impeccable, and... your profits...

Prospecting & Lead Generation - The cornerstone of the buying/selling process Prospecting is the cornerstone of the buying/selling process. It is the process which defines and targets people and organizations that will buy your products and services. The ability to gather more names and...

Your listening skills have a direct correlation to your business results. How? Some salespeople become so involved in what they have to say that they lose sight of the reason why they're there ... to discover their prospect's wants and needs. It's difficult to do that if you are the...

"Most sales people try to take the horse to water and make him drink. It's your job to make the horse thirsty." Gabriel Siegel, President, MediCab, NY Changes in recent years have created far-reaching implications for anyone in the sales field. Globalization, technology,...