Death by Meeting 1) Have an Agenda Prepare an agenda and share it with everyone before the meeting is due to take place. Allow others to comment on the topics of discussion. Having an agenda keeps the meeting on track and keeps everybody on the same page when jumping from topic to topic. You should […]

Adele Revella is the CEO of Buyer Personas Institute and author of “Buyer Personas: How to Gain Insight into Your Customers Expectations, Align Marketing Strategies and Win More Business.” Her book also happens to be in the “Top Five Business Books” by Fortune magazine. Adele’s unique perspective is derived from decades as a sales and […]

How giving can help you receive more sales Four Easy Ways Increases Sales with The Rule of Reciprocity Four Easy Ways to give to your buyer that will increase your sales today. What is the rule of reciprocity? This law states in many social situations we feel obligated to pay back what we received from […]

One Question to Improve Your Career: In a 2006 Harvard Business Review article about the psychology of salespeople, the author compared the mind of the sales professional to that of the professional gambler. There are some key similarities between the two. Both operate in a binary environment of winning (closing the sale/winning the jackpot) and […]

Did you know you have one of the world’s most powerful sales tools at your fingertips? It isn’t your high-powered marketing automation suite or even your fancy funnel metrics analytics program. It’s your humble CRM. CRM software may not be sexy, but when used properly, it can supercharge your cold email strategy and drive a […]

The “three step price bump” can refocus your prospect on the value of your offer. If you’re selling in the home or business-to-business, negotiating price is important to your company’s bottom line and to yours. Your commission depends on the selling price. The statement, “Your price is too high” is a very common objection. So, […]

How to make a great first impression The first 5 Seconds of Your Sales Call Can Make You or Break You In sales everything counts. When you first meet your prospect he or she will immediately form an impression of you. Fair or not, this first impression will influence the progress of your sales call […]

How Do You Sell To Emotional Needs test

Selling may require a variation in the strategies depending on the vertical market and the goods or services being represented, however the principles of selling remain the same. Because the principles are universal, the commonalities that are found in the mistakes that are made in the sales profession are also universal. With that understanding in […]

3 easy ways to establish yourself as a sales leader and trusted partner in your industry 3 Tips to Make Yourself a Sales Natural 1. Develop a passion by educating yourself. I was already passionate about my product, but to have a natural conviction I needed to develop a passion industry. * Sign up for […]