Zig Ziglar once wrote, "if you can't close, you are just a brilliant conversationalist." I would add to that if you can't close, you are just an unpaid consultant.

There are many things buyers evaluate when making a purchasing decision, but none of them is more important than risk. When you understand the impact of risk, you can tailor your sales process to minimize or even eliminate it and help drive yours sales through the roof.

In last week's "Tricks of The Trade" I explored the practical and psychological dimensions that impact on how small business owners price their products and services. And I promised that this week I would share with you a little-known tactic you can use when, as often is the case, buyers tell you "it's only about the price". It's never just about the price -- you just have to make them aware of that! This is a fabulous tip that you can share with your team to achieve sales success... Here's the scenario...

Straight from the desk of Don Draper, here are some of the lessons you could use in marketing.

Does your particular product or service cost more than the competition? Are you often asked to match or beat lower priced alternatives that you know aren't as good as yours? A very common dilemma - so how could you compete against these pesky competitors that undercut you? What's your value strategy?

An overview of top sales programs today regarding their content, cost, credibility and what kind of sales people they're recommended for.

One needs not collect all the statistics from around the world just to conclude that social media marketing has become more than just an opportunity -- but rather a necessity.

Having excellent communication skills is vital if you are going to achieve Sales Success. When you communicate with others you are creating an experience for the other person. Everything you say has an impact... even the smallest things. What's interesting is that every word you use will have unique interpretation for the person you are communicating with.

Creating quality content is essential for a successful viral lead generation campaign, so you need to know where to start. The following points can help you get started.

How frustrating is it when you put in lots of hard work for little or no reward? Perhaps you've been working on a tender for a big contract only to see it cancelled, or awarded to a competitor? Or you've given a fabulous sales presentation, only for the meeting to grind towards its end with no sign of a sale? Maybe you've quoted and you just can't get an answer no matter how often you contact them? What about when you think you've been fobbed off - they probably don't want your products but they won't tell you outright so you keep contacting them 'just in case'? We've all been there - it's frustrating and time consuming. The dilemma - do you chase old 'maybe' business or spend more time generating new enquiries?