Not making your revenue numbers? How many real calls is your sales team making? This is a great way to hold your group accountable. Knowing this kind of information is very empowering. It will suddenly create an urgency for you that wasn't there before.

What is a 'passion for sales?' Do you (or they) invest in their own development as a sales person? The ultimate question is, "Have they invested in themselves?" Have they bought the books, attended the seminars, read the newsletters, etc.? If they have a passion for the profession, they will invest their own time and money in it.

How do you propose to increase your leadership efforts during this weak economy and challenging sales environment? Remember your team will learn by your example and to coin a phrase: "monkey see, monkey do".

How can you argue with someone who tells you they don't need what you have to give them because they already have enough of it? Clients use all sorts of objections, but sometimes I think this is their favorite, but the top 20% know what to say. Try these tools and see the difference.

I am convinced that the process of continuously improving -- not only professionally in the core competencies of a professional sales person, but also personally as well -- is the ultimate success skill for our time. Learning without action is impotent. Knowledge that doesn't result in changed action is of little value.

Cold calling is hard enough without making this huge mistake! Instead, use the word for word scripts here to instantly establish rapport and make more sales.

What do you do when the customer says "no"? Begin by empathizing with your customer. Once you've empathized with your customer, then ask questions. When he answers, you then rephrase the answer and feed it back to him, confirming that it really is the way he thinks or feels. You have changed the emotional environment from tense, negative and confrontational, to relaxed, positive and collaborative.

You create a product. You put up a sales page and order button. Then you unleash your advertising skills to get your offer in front of as many people as possible. And then... Nothing! No sales! (Well, maybe a tiny trickle.) But not the flood of PayPal or Clickbank notifications that we you were expecting. Avoid this nightmare by following these seven tips for getting others to buy your products...

Closing is a process which always ends with your customer's agreement to take action. In fact, almost every time you interact with a customer, you can close the interaction by asking for some agreement.

The term 'consultative selling' comes from the book Consultative Selling by Mack Hanan, first published in the 1970s. It describes a sales approach in which you act as an expert consultant for your prospects. Consultative sellers ask questions to determine a prospect's needs and then use that information to select the best product or service for those needs. Ideally, that best fit will be o [...]