All too often, sales managers and salespeople pass off hype as enthusiasm, whether consciously or not. Hype appeals to the imagination, both on the part of the salesperson and customer. The problem with hype and imagination during the sales of product is that both always exceed whatever features/benefits said product might convey in reality. Nine times out of ten, this is a recipe for an unhappy customer. In sales, walking the fine line between enthusiasm and factual details is challenging but not impossible. The key to speaking frankly about the benefits of any product is

Do you know why some people buy with a real sense of urgency? You know the ones -- they want it; they want it now. Quick sale -- no problem. Then there are others -- you know they need your stuff, they could be benefitting from it right now if only they'd get a move on. Yet they drag their feet; they stall; they say they're interested but don't commit. Of course some of these do buy eventually, but it all takes sooooo long. How do you explain away these slow coach buyers? Internal procedure at their end? Too many stakeholders? Budget constraints? Price too high? Timing not right? Here's the real reason they don't buy...

Keep Your Best Lead generation People From Leaving

Help your mind decide about your employees welfare with these 4 list of advises.

Loosing treasured employees is one of the illness of the business that can results to business failure if not early recovered, They are said to be the assets who knows the flow and can reshape business. So how was your treatment when it comes to employees? Are they listed at your priority list? How can you make them feel valued?. Help your mind decide about your employees welfare with these 4 list of advises.

Costumer trends and taste change all the time, That's why it's quite hard to give an assurance to the business that the effort of having b2b lead generation campaign would be successful. In your own suggestion what would be the best and expert or a consultant?

The luxury that a marketer may have if he's in the Business-to-Consumer (B2C) industry is that he can just pour in the right ingredients into the mix and the product will practically cook itself. That is not to demean their efforts, which are for sure very intensive, but the fact that their audience is the general buying public makes it largely easier for them to perform marketing.

Wow -- Here we go! Quarter four is upon us. Where did that come from? It doesn't seem long since we were clearing snow from our pathways and cars. Yet here we are, gearing up to embrace Autumn, then winter and...you know the cycle! So as we enter Quarter 4 of 2013, the final lap going into Christmas, it's a good time to check in. How are things with you? How are you performing? How is your company doing? What can you do in the final quarter of 2013 so you can say you gave it your all? How are you doing against those 2013 goals you set way back in December last year? Time for action!

Are you the type that never seems to stop...or do you respond to things as they happen? Are you always thinking of starting the next activity before you finish the one you're doing? What about your team?

Zig Ziglar once wrote, "if you can't close, you are just a brilliant conversationalist." I would add to that if you can't close, you are just an unpaid consultant.

There are many things buyers evaluate when making a purchasing decision, but none of them is more important than risk. When you understand the impact of risk, you can tailor your sales process to minimize or even eliminate it and help drive yours sales through the roof.

In last week's "Tricks of The Trade" I explored the practical and psychological dimensions that impact on how small business owners price their products and services. And I promised that this week I would share with you a little-known tactic you can use when, as often is the case, buyers tell you "it's only about the price". It's never just about the price -- you just have to make them aware of that! This is a fabulous tip that you can share with your team to achieve sales success... Here's the scenario...