Focus, focus, focus. That’s the phrase that I find myself repeating constantly in every sales seminar that I present. I believe focus is the greatest challenge for salespeople today, and the greatest single solution to their challenges. There are so many demands on our time, so many tasks calling for our attention, and so many […]

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 […]

Good Salespeople are Problem Solvers “Good salespeople are problem solvers.” Or, so the illusion goes. That belief ranks high on my all time list of the beliefs that most limit a salesperson’s performance. This one is especially insidious because it is so commonly held, without reservation, by such a large percentage of sales managers and […]

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 […]

  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 […]

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 […]

Making a sales presentation should never be something you do on the fly. Good presentations require lots of preparation beforehand. For one thing, having everything set up ahead of time will give you a little extra confidence during the presentation itself. For another, you’ll sound much more polished and professional if you’re working from an […]

Unavoidable Steps of a Sales Cycle Most sales follow roughly the same pattern. It’s a cycle of seven different steps, starting with prospecting and ending when you ask your new customer for referrals. Of course, there are exceptions to this rule. For example, if someone calls you because they’re thinking about buying, you can skip […]