Your goal in finding the answer to the prospects' problems is to find the pleasure they wish to gain or the pain they wish to avoid. When you stop treating the prospect like a paycheck, and put their needs first, you will be on your way to earning more money than you can imagine.

The Answer is always "NO" until you ask for the Sale. In the first place, you have nothing to lose if you are rejected. You did not have the sale anyway. But, if you give your customer choices you will not be rejected. Always avoid the word "NO" and you will increase your sales and profits.

Just because someone asks you for a better price, does not mean they expect to get it. When you drop your price too quickly, you teach your customer to repeat that behaviour in future transactions. It is essential to listen carefully to what your prospect says and to think before you speak.

Learn how to make cold calling work for you and your business with these 8 tips for becoming a confident and successful cold caller.

Knowing how to sell is about perfecting your sales techniques and your sales process. Sales skills evolve. A conscious and continual effort reaps big rewards. Sales requires mental focus and fortitude. Improve your sales process with internal messages that create success!

So what's the easiest way to evaluate (and train and improve) your inside sales reps? Just ask Phil Emery. He'll tell you, "it's all on tape..."

There is nothing worse than going through your entire presentation, getting the buyer all excited and they say, "That sounds great; however, I can't make a decision until I talk to my partner. Can you come back next week and do this again?". Gently suggest that it might make sense to come up with a way to get the decision maker involved with the proposal.

Using a visual presentation is a valuable tool to enhance understanding and retention,but should I leave my presentation with the prospect after the meeting is finished? As you might expect there is no simple, clear-cut answer. There are a number of factors you need to consider.

Sales is the only profession I know of where the overwhelming majority of practitioners are content with their personal status quo. Some mistakenly think that their jobs are so unique that they cannot possibly learn anything from anyone else. Still others think they know it all. They have, therefore, no interest in taking time from some seemingly valuable thing they are doing to attend a seminar or read a book.

Sales calls propel sales reps to financial freedom. Break down your sales call and create messages that engage prospects and close sales. Prospects decide in the first few seconds of a call whether or not you are credible and worthy of their time. Be prepared with a cold call script that works!