What's one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don't work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky sales rep trying to sell something the prospect doesn't want. Please read this article about how the Top 20% does it.

"He has the gift of gab. He'll make a good sales person." It's been a while since I last heard that expression. The idea is, of course, that sales people are good talkers. If you are a good talker, you are well on your way to having the necessary qualifications for a sales career. While that figure of speech isn't popular today, the idea behind it continues to have currency. That idea is, like so many other pearls of conventional wisdom, completely and utterly wrong.

You know you have a better product than that which your prospect is currently using. Your price is attractive, your service is outstanding. If the prospect would switch to your solution, you know they'd be delighted. You'd save them money, smooth out their processes, reduce their inventory and generally make their life simpler. So, why won't they switch? Are people really that stupid? Or, is it you? It is the risk!

When many of us hear the word sales, we often cringe at the thought of an aggressive sales person hovering over us to make a purchase on an item that we aren't convinced brings tremendous value. No wonder as business owners, many of us are fearful of the sales process.

Dinosaur Selling

Are Your Sales Skills Extinct or Evolving?

We are living in a fast paced world. Technology is changing the way we lead our lives and do business. Who had thought of Twitter or You Tube five years back? The question is how much have you changed in these changing times as a person and as a sales professional? Do you use the latest sales techniques to leverage your business?

We've all heard the numbers: Consumer confidence is down, retail sales are down. And for many of us, the markets we serve are down, as well. There is an important relationship to note here. Confidence - an attitude - is down, so sales are down. When confidence is up, sales follow. The principle at work here is this: Our actions follow our attitudes.

These five elements are the bare minimum of what you need to know about every prospect you qualify. These points form the basis of your qualifying checklist, and you need to have scripted questions that you ask on each and every call to find these thing out.

In today's environment, reaching your target audience and key decision makers is more difficult than ever. Whether you are in a corporate sales position, involved in internet or retail sales or simply just pitching a solution or idea to a colleague, chances are you are making some critical mistakes that are resulting in you not reaching your goal - the sale!

Recession. Job layoffs. Budget cuts continues. While 80% of companies and sales reps are expecting the worst, the Top 20%, as always, expect to and will do well this year.Commit to yourself today and start implementing these three techniques. Believe me, this time next year, you'll be glad you did!

The sales presentation can take a variety of forms. If you demonstrate a product, for example, that is a sales presentation. If you use a hard-copy brochure or a CD Rom presentation on your lap-top, that is a sales presentation. If you deliver and detail a sample, that is a sales presentation. If you respond to the customer's request, and provide a price, deliver a proposal, or submit a bid, each of these are sales presentations.