Evolution is a natural occurrence that applies to every aspect of our lives, including sales. Even though selling is more challenging and difficult now there are many advantages for sales people in today's environment. Embrace the challenges of change.

We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we have because of conflicting personalities. Modifying your approach and style, even briefly, will help you better connect with your customers and prospects which means you will generate better sales.

Is your head trash piling up? Head trash is a collection of limiting thoughts or ideas that prevent you from taking specific action that will help you generate better results. Take out your trash and watch the difference in your results.

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.

There is no such thing as a guaranteed sale even if you are holding a signed contract. That means you need to ensure that you keep the sale. Integrating certain strategies into your routine will not only help you differentiate yourself from your competition, but you will increase your odds of keeping every sale you make.

Often people get caught in the trap of thinking they can (or should) close every deal that comes their way. When a hot prospect turns cold and you have done everything possible to move the sale forward but they aren't responding, it's time to drop that cold potato and focus your attention on other opportunities.

Recent research uncovered almost eighty reasons why customers dislike salespeople. Not listening was the most cited reason customers dislike salespeople. Talking too much; It still amazes me how many salespeople think that telling is selling...Sales is an honorable profession. Stand out from your competition by avoiding these behaviours.

Too many salespeople feel that they have to point out a customer's mistake or get in the last word to show the customer how much effort went into solving a problem. Even if you do win the battle, there is a good chance you will lose the war. That means your customer will find a reason to jump ship and shift their business to one of your competitors. Are a few last words that make you feel better worth that loss?

As a sales professional, you face a dragon when you meet with decision makers in the organizations you prospect and present to. Here are five strategies to consider when you face your dragon. Close more sales by applying these five strategies when you have to face your dragons.

I believe that success in sales follows a basic set of rules. Follow these rules of selling and you will notice an immediate improvement in your results.