The Value-Added Sales Call One of the Emerging New Rules for Sales: “My customers seem to have less time available for me than before. They are harder to see, and when I do get in front of them, they often seem rushed or preoccupied. What can I do about this?” Sound familiar? It’s a question […]

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. Even if you are selling a product that is a necessity […]

Recent research uncovered almost eighty reasons why customers dislike salespeople . Here are the top seven: Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or prospects say which means they fail to address the key issues that their customer has stated as […]

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. Ask for the BusinessThe number one mistake most […]

Dealing with customer concerns, problems and issues is a fact of life when you sell a product or service. And every person in sales has to certain customers who are more challenging to deal with. Some situations start as minor difficulties but quickly escalate into huge drawn-out battles. Unfortunately, many sales people unknowingly cause situations […]

85% of the interactions between sales people and prospects end without the sales person ever asking for the sale. 85%!” -Retail News by Richard Fenton I asked a number of unsuccessful and marginally successful sales people, “Why don’t you aggressively ask for the sale?” I received these top 3 replies: “I don’t sell by pushing […]

I don’t see if often, but I saw it the other day. A real sales professional. A young fellow named Ron, between 18 and 20 years old, working in a grocery store. As I stood at the customer service counter of my local grocery store waiting for my new discount buyers card to be processed […]

Sam an old experienced sales professional strained to listen as two of the stores younger salesmen stood at the other end of the room talking loudly about how bad business was and how sick and tired they were with the customers. As he walked across the floor to better hear what they were saying he […]

8 No Cost Techiques Outrun The Bear: Two men are being chased by a bear in the woods. As the bear is gaining on them, one of the men stops and begins to put on a pair of running shoes. The second man stops beside him and says “The bear is too fast for us. […]

Welcome back to the office, how do you feel? Overwhelmed? Under pressure already? If so, then you’re not alone. Most company’s management and sales teams are under immediate pressure already to begin accomplishing their new goals and sales targets. In fact, this pressure is also felt in the accounting department, the marketing department, and everywhere […]