The Secret to Getting Exponentially More Sales
In sales, it can get quite stressful when it comes down to talking to other people about your products or services. The simple fact is, if you don't make any…
Sales Questioning Techniques and How to Use Them to Close a Sale
Do you use effective questioning techniques that discover the buyer's needs, wants, and desires, or do your customers feel bullied and interrogated? Can you get buyers talking freely, or do…
Do You Want Fries With That? – Using Suggestive Selling to Increase Your Sales
Suggestive selling is a powerful tool that can increase your revenues--and your bottom line--significantly. We are all used to the order taker at a fast food place asking if we…
7 Ways to Get to the Truth – When the Sale Disappears
Based on his most recent e-mail, "Everything looks good -- I'll get back to you so we can move this forward"--everything points to a probable sale. You feel so relaxed,…
Get Past The Gatekeeper & Close More Sales
Cold calling is tough and not for the weak hearted. When you cold call you are often confronted with the "gatekeeper". One of the gatekeeper's jobs is to keep salespeople…
7 Sales Techniques to Differentiate You From the Competition
You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the…
Four Reasons Why the Sale is Not Made
When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better…
Sales Process Productivity – 5 Best Practices and 20 Key Questions
While many businesses make efforts to improve production, distribution, and various administrative work processes, it is less common to find organizations that focus on applying the fundamentals of Continuous Improvement…
Closing That Sale by Taking it Off the Table – The Art of “Take Away” Closing Skill
The parts and mechanics of the sale scenario are very much akin to that of a dance between two halfway willing partners. The salesperson is the one (or SHOULD BE…
Cold Calling Isn’t the Only Way to Find Leads
Not many sellers like cold calling. They may be forced into it. However, most go kicking and screaming and will try to avoid it with any excuse. Sadly, they think…