We’ve all got a pipeline full of them: prospects who sounded good in the beginning, but now there’s no news from them. Are they still interested? Have they found another solution? Was it something we said or is the price too high or have they changed their mind? Who knows – they simply aren’t responsive. […]

Sales training speakers, as well as other individuals in the sales world, are often confused as to what is a consultative salesperson. They may know when they find one, yet it is difficult for many to describe what it truly means. Sales training articles that properly describe the term pinpoint consultative selling on the dialogue […]

You may be having a good business running. Sales are high, customers keep returning, and your ratings are high. You now think it is time for you to introduce a new product or service. You then conduct a lead generation campaign to gauge who among your buyers can be new sales leads or business prospect. […]

In today’s market, there is more competition than ever for every consumer dollar. The best, most effective way to protect your business from competition is to increase the loyalty of your existing customers. Customer loyalty is the golden shield that protects your client base from being nibbled away by your competitor’s latest low price, new […]

Objection Handling | Sales Calls Let’s face it – we’re all busy. This is especially true if you are cold calling and are lucky enough to actually get a decision maker on the phone. Just like you, they’ll be in the middle of at least three things and be on their way to or from […]

image credit flickr No one looks forward to an encounter with an angry or difficult customer. Most of us can’t help but feel emotionally impacted by an upset customer. An ugly incident can ruin our entire day. Not only that, but there is usually some damage that can be done to the company by the […]

Many sales reps send me emails asking the same thing, “How can I sell against my competition and win the deal?” They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and […]

You’ve Got to ‘Open’ Before You Can Close How To Close The Sale: Every salesperson talks about “Closing the sale.” The best salespeople understand that before you can close the sale, you must open it. “Opening” means using well designed and delivered questions to thoroughly uncover as many aspects of the buying decision as possible. […]

First, I’d like to thank you all for your Ezine topic requests. I’ll do my best to answer them, and generally I look for multiple requests on the same subject. And there are a lot of them because let’s face it – we’re all struggling with the same objections though in different forms. For example, […]

Some salespeople are lucky enough to be selling unique products that have few or even no competitors. However, most salespeople find themselves in crowded marketplaces with a dozen or more companies competing for a finite pool of customers. If that describes your situation, you need a way to stand out and offer something that your […]