Your customer's lack of time is a relatively recent phenomenon. It wasn't much of an issue a few years ago, but it has become universal and growing in intensity day by day. Today, not only must the product or service bring value to the customer, but the time you spend with the customer must also be of value to him or her. He/she must see a reason for spending time with you - a payback for his investment of time.

When you can get the prospect to think that they cannot live without purchasing your product or get them to think that they will be much better off purchasing the product / service from you instead of your competition, you will close the sale.Two techniques are to involve the prospect in the sale and using the 'Try It Out' method. These are great ways to turn 'A luxury into a necessity'.

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 often the difference between your business moving at the speed of molasses versus the speed of light is failing to ask your customers certain questions that will make a big difference in your business. Here are 5 important things all business owners should ask their customers.

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?

No one likes rejection. I don't know of any person who likes to hear the word "NO". It is a must to ask for the sale, because as Hockey player great Wayne Gretzky says, "You miss 100 percent of the shots you never take."

The main steps to handling difficult customers are assurance, empathizing, encouragement of venting, and giving them choices. If they do not like the choices you present them, give them more choices or ask them how they would like the problem solved. Many times they will ask for less than you were willing to give.

There are two skills that separate successful sales professionals and businesses from all the others. They are a great attitude and taking ownership of the customer's problems, needs, and wants. Always deliver more than the customer expects and more than you promised.

Many sellers do the exact wrong thing in decreasing service when the economy is slow. Now is a great time to win new customers and sell more products and services and sell them more often to your present customers.To outrun the Bear, you do not have to be an Olympic champion. All you have to do is out service your competition.

Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you're not alone. As you speak with your clients and prospects this week, realize that they are all feeling this pressure as well. While this may seem like a bad thing, it can actually present a great opening for you.