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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 […]

  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 […]

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 […]

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 […]

  Developing a regular thank-you note habit is one of the most effective ways you can improve your sales process. We will look at some thank you note samples below.   What is a Thank you note?   A thank-you note sent to someone shows that you respect that person. It’s a concrete way of […]

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 […]

The subject line of your email is a lot like your cold call opening statement. It’s your first, and sometimes your last, chance to get the prospect’s attention. Many people will glance at the subject line and the sender of an email, and if neither seems interesting, that email goes into the trash folder unread. […]

There’s a lot that goes into a great presentation, as you may have noticed in the first article on this subject. In fact, there’s so much that it doesn’t all fit into one article! Here are some more tips on crafting and giving presentations that will help you sell well. Illustrate Your Point Bring along […]

Active listening is a communication technique that helps to develop understanding and rapport between the speaker and the listener. Rather than passively listening to the person who’s speaking (or not listening at all), an active listener both listens to his words and observes his body language, then rephrases and repeats back the most crucial points […]

When you hire a salesperson for your team, you can never be sure whether you’ve made the right choice. A mistake can cost the company a lot of money, yourself a lot of sleep, and waste everyone’s time. So taking a few precautions during the hiring process is a very wise decision. Here are some […]