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Before You Make Your First Sale

So you’ve decided that you want to be a salesperson. Sales can be a pretty intimidating career choice — after all, your job is to convince people, day after day — but it’s also incredibly rewarding. You’ll have the experience of helping your prospects find exactly what they need to improve their businesses and their […]

Selling in a Down Market

Local, national and world economies all tend to go up and down on an irregular cycle. When the economies that affect you are doing well, it usually results in a seller’s market. Demand is high, so you may end up with prospects lining up to buy your product. But when the economy takes a nosedive, […]

How to Close a Sale

Some sales experts state firmly that a good salesperson doesn’t need to ‘close’ any sale. They believe that if a salesperson does his job, the prospect will be ready to buy by the end of the sales process without any nudging or tricky closing techniques on the part of the salesperson. In fact, some experts […]

5 Tips for Email Marketing Campaigns: Using Email Templates

Email is probably the best way to reach large numbers of leads quickly. If you have a big lead list, you can send a well-designed email and get responses back much faster than if you simply dialed your way through the list. The catch is that sending an email makes it much easier for leads […]

What is a USP (Unique Selling Proposition)?

How to Use USP Tool for Salespeople A Unique Selling Proposition, or USP, is a statement that’s designed to make a product, company or person stand out from the competition. Defining your USP is helpful in selling situations for two major reasons. First, if you don’t know what makes your product or company unique and […]

How to Write a Sales Plan

An achievable Sales Plan A sales plan is an incredibly useful tool for salespeople at any level. The well-written sales plan is a roadmap that will take you to your goal(s) within a specific time frame. If you don’t already have one, sit down and write a sales plan up today! To write a sales […]

4 Common Reasons Sales Fail

Every salesperson has experienced those annoying situations where you’ve set up an appointment, given a great presentation, the prospect expresses interest, and then… that’s the last you hear from the prospect. These breakdowns are particularly frustrating because they often happen after the salesperson is sure the sale will close and after he has invested plenty […]

Your First Day in a New Sales Job

You’ve searched through job listings, successfully navigated the interview and been hired as a salesperson at your new company. Now all you have to do is survive your first day on the job. Whether this is your first sales job or your tenth, starting out right with your new company is extremely important. According to […]

Pacing Your Presentation

The speed and flow with which you make your sales presentation should vary from prospect to prospect. Some people will prefer a fast, snappy presentation while others want plenty of time to absorb each point you make before you move on to the next. How do you know what style to use for a given […]

How to Negotiate

Most sales will sooner or later enter a negotiation period. Some savvy prospects will negotiate throughout your presentation, bringing up minor issues and squeezing a commitment out of you. Others will wait until you give them a price before they start turning the vise. Whatever the case, having solid negotiation skills can make a big […]