What’s one of the biggest differences between the Top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don’t work, and they are still trying to trick the gatekeepers and assistants as they try to get to the decision maker. All this does is identify them as another pesky […]

If you’re still getting the “We’re just not going to do anything until the economy (settles down or improves, or whatever…), when you are closing the sale and asking for the order, then I’ve got some good news and bad news for you: First the good news: After reading this article, and applying the techniques […]

Exemplary Testimonial Request Customer testimonials are a powerful tool for salespeople. Not only do they get the prospect’s attention, they also help reassure her that she’s making a wise choice by buying from you. And it creates the bandwagon effect, giving the impression that “everyone else” is buying your product. Such testimonial can be integrated […]

Most salespeople love to be active – out in our territories, seeing people, solving problems, putting deals together. This activity-orientation is one of the characteristics of a sales personality. A day sitting behind a desk is our idea of purgatory. Unfortunately, this activity orientation is both a strength and weakness. Much of our ability to […]

Preventing The Price Objection: “Your price is too high!” The infamous price objection. Wouldn’t sales be a great profession if we could somehow wipe it out and never hear it again? Unfortunately, that will never happen. Too many of the people with whom we deal are paid to get the best deal they can. And […]

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 […]

  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 […]

Big corporations will often spend hundreds of thousands of dollars to acquire just the right CRM package for their sales teams. This makes sense when you consider that a good CRM program can have a dramatic affect on sales — which means all that money the company invested upfront will come back to them soon […]

5 Steps for Sales Survival The good news is that recession has bottomed out and the economy is on an upward trajectory of revival. But tough times are not yet over and it won’t be in a short time. The storm might have gone, but we have to work through the wreckage it has left […]

How To Write Winning Value Proposition: It is natural for customers to probe the “what’s in it for me” interest deeply before making a buying decision. When customers buy a product or a service they ask numerous questions and weigh various pros and cons of buying the product. They are likely to make a cost […]