As you begin to engage your prospect in the sales process, it is important to understand how they move through a decision to find a solution. If you communicate the wrong message at the wrong time, you could risk losing the sale so it is important to understand your customers concerns

Remember, closing a sale is a process and you must let it unfold in the way that best suits the buying habits of your prospect or client. Don't be desperate, don't pressure, and don't let your prospect see you sweat. Instead, use the four steps above to deal with the process professionally and confidently. That attitude will come across to your buyer and they will respond accordingly.

Would you like a way to become instantly better at closing more sales over the phone? If so, then simply incorporate these "must know" questions into your first qualifying call and you will immediately have better results when you call back to close.

How to Sell A Pencil

And Your Product Or Service

What separates top sales producers from others that struggle to make sales? Take the easy "How to Sell a Pencil" test to see how you stack up against the pros. Do you talk past the close, or do you know the secrets to top sales performance? Take a tip from some of the best "pencil sales reps" and change your script and opening to focus.

Building rapport with a prospect quickly is the most important first step of any sales call. Use these three techniques the next time you have to make a cold call, and you'll have your prospect wanting to hear more.

Can you feel it? The signs of the economic recovery are everywhere. What's so interesting to me is that many of the sales reps and companies I speak with are still mired in the old, "bad news" and they seem intent on wallowing in it. Attitude is everything in sales.The best way to pass along your positive attitude to the prospects and clients you speak with is to have what I call an "Economic Recovery Script."

Unless regularly replaced by new customers, your business will inevitably dwindle. If you are going to thrive, you must replace and add to them. The more information you can obtain about a prospect, and the closer you bring him/her to doing business with you in the early stages of the relationship, the further ahead you are.

The Problem With Affirmations

The Problem With Affirmations (And What To Do About It

The fastest way to change your results is to change your image of what is possible for yourself, and using affirmations, properly, is the most effective way to do that.

Cold calling is hard enough without making this huge mistake! Instead, use the word for word scripts here to instantly establish rapport and make more sales.

What qualities or traits do managers or business owners that you admire have in common? Which ones do you most try to emulate in your own company? If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself.