Every sale goes through the same basic cycle, from prospecting for leads all the way through to asking for referrals from your new customer. But the length of this cycle can vary greatly depending on the product or service you’re selling, along with a few other factors. In most cases, the more expensive a product […]

Clients use all sorts of objections, but sometimes I think this is their favorite. I mean, 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? Well, let’s face it, nobody has TOO much of anything, especially business, and while […]

Ask yourself this question – when you call a prospect or client back to close a sale, do you open your call up with, “I’m just calling to follow up…”? If you’re like most sales reps (80% or more), then I’ll bet you do, and, if so, then you’re making a big mistake because you […]

The sales pipeline is actually shaped more like a funnel. It’s at its widest at the beginning of the sales cycle, where you must feed in many leads for every sale you eventually close. That’s why it is crucial to have lots and lots of leads to play with. The exact number of leads per […]

There is so much talk these days about list building it may be difficult to translate what exactly is list building and how it could benefit your business. In today’s marketing environment, having a list of clients and prospect is important to every business.   List building should be an integral part of any marketing […]

Prospecting for leads is the first step in the sales cycle. But not all leads are created equal — and what might be a really good lead for one salesperson is garbage for another. So before you invest your time and money on any lead source, confirm that you’ll be getting a good value for […]

How to Network for Sales Success Those that are in business for the long haul know that they need to build a steady relationship with a customer. They don’t say good bye to a customer after selling him once. They say, “See you soon”. Relationship selling is a process spread over a long period of […]

Let’s face it, people buy from people, particularly people they trust and like – people who remind them of themselves. This is the foundation of a relationship. Therefore it is important for you, as a sales professional, to learn how to quickly build rapport and gain that trust. In order to build a relationship, there […]