Your key contact in one of your good accounts sheepishly admits that they have moved some business to a competitor. It's always easier to prevent the loss of business to a price-cutter, than it is to regain it after the fact. Here are four proven strategies that will help you prevent your hard-earned business from disappearing into the hands of price cutting competition.

What's one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky sales rep trying to sell something the prospect doesn't want. Please read this article about how the Top 20% does it.

It's your responsibility to qualify out any economy, price, or budget objections on the front end of the call so that these objections don't come up during the close. If you're still getting these objections later on, it means you didn't "disqualify" out the non-buyers - which are what you're dealing with when you get this objection. The bottom line is that it's up to you to eliminate any budget objections BEFORE you get into the closing arena.

Drawing up a schedule and sticking to it is a good idea for anyone, but it's especially helpful for salespeople. Most salespeople have to juggle multiple job responsibilities, from the core sales activities to things like filling out paperwork and attending company meetings. Scheduling is the key to getting your critical tasks done each and every day. [...]

Testimonial is a written or spoken statement defining the experience of a product or service. Testimonials help establish the authenticity of the marketing, rather it helps in generating referrals through word of mouth marketing.

If you're going to work with good information, you must be the one who collects that information. That means that you must create systems to collect, store and use the information that will be most helpful to you. Since our world is constantly producing new information, the system you create isn't something you do once and forget.

Human nature being what it is, it's only natural for many people to try to get the best price that they can. And many times it's our behavior that prompts the customer to ask for a discount. By changing our behavior, we can impact the customer.

Salespeople who see themselves as "good problem solvers" naturally look around for problems to solve. In fact, many of the best salespeople don't look for problems to solve, they create discontent in their customers by showing them better ways to do things. Let's consider ourselves people who can put together our products and services into offers that give the customer what he/she really wants.

Sending a thank-you note may be considered old-fashioned today, but it's one unfashionable habit that salespeople would be wise to adopt.

Big corporations will often spend hundreds of thousands of dollars to acquire just the right CRM package for their sales teams. This makes sense when you consider that a good CRM program can have a dramatic affect on sales -- which means all that money the company invested upfront will come back to them soon enough, and then some. But if you aren't working for a Fortune 500 company, your employer [...]