Customer loyalty is the golden shield that protects your client base from being nibbled away by your competitor's latest low price, new product offering, or hot technology. It prevents your business from suffering drastic revenue ups and downs as consumers become more aggressive bargain shoppers. You create client trust by ensuring prompt delivery every time, and meeting or exceeding project deadlines consistently.

By using the these techniques (and developing many more), you'll begin to actually have conversations with the people you speak with and you'll differentiate yourself from the hundreds of other sales reps who are pitching and annoying them. This will make their day, and yours, much more enjoyable and profitable.

Like all initial resistance statements, what you must do with this objection is to quickly control the situation, assess whether or not your prospect is or can be interested, and then find a way to quickly qualify them.

In today's information age, people are overwhelmed with information, data, and events to the point of being bombarded. With the advancement of technology that overwhelmed feeling is increased tenfold by the quick access to everything. So what does this mean when you are trying to command the attention of your audience, a prospect, an employee or a client?

Have you ever needed to ask directions? You know, you're traveling and trying to get to your hotel, or you're in a different part of the city looking for a restaurant and when you don't know the way, you stop and ask somebody, don't you? It applies to sales as well.

Try this take away close this week, and watch your deals go up and your confidence rise as well. On Friday you'll go home with more money, and you'll feel better about yourself. And that's what being a Top Producer is all about!

If what you sell for a living means you have to pick up the phone - either to set appointments, call prospects back, return calls to clients, etc., then you have to learn how to sound natural and how to avoid putting your prospects, gatekeepers, assistants, etc., on notice that you're trying to sell something.

One of the biggest mistakes in cold calling is that you don't think about what is going through the prospect's mind. For all of you out there who use an auto-dial, I recommend you trying these techniques. It's effective because it gets you into the mind of your prospect. Incorporate these techniques the next time you make a cold call, and watch your call times improve, your confidence grow and your sales and income soar.

Ever wonder what the most important thing a sales professional can do in a business day? It may not be what you think.

Building rapport with a prospect quickly is the most important first step of any sales call. Use these three techniques the next time you have to make a cold call, and you'll have your prospect wanting to hear more.