Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in the 3D world because you do not get any personal contact with your customer. People cannot just browse like they do in a store, they cannot offer feedback, and it is hard to build and maintain trust throughout the entire... Read More

Cross-selling for Increased Sales, Profits, and Customer Satisfaction

Cross-selling - the art of selling for non-salespeopleCross-selling is the act of selling related products at the time and point of sale. Here's a couple of examples:You buy trousers, the salesperson offers you the shirt, tie, cufflinks, shoes? You buy a computer, the sales person offers you a printer, scanner,... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on a daily basis. You probably experience more emotional ups and downs than most other professionals. And, no matter how successful you are, your income is less predictable than that of salaried employees. As a salesperson, your level of mental and... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional?To be a... Read More

Peak Performance

One of the best books I have ever read is a 1986 classic written by Charles Garfield; Peak Performers: The New Heroes of American Business. Garfield spent nearly twenty years trying to figure out what causes some people to excel to amazing successes, while others bask in the glow of... Read More

Using the Consultative Approach to Gaining Sales

What do we mean by a consultative approach?When you hear the word "salesman", it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off. Yet, all businesses... Read More

Sneaky Sales Tactics

The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a great new idea for product or feature,... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the success it promised some ten years ago, even though the primary benefits in terms of cost and flexibility remains extremely attractive. Some of the mistakes that have been made are:1. A Lack of an Holistic Approach Elearning was viewed as... Read More

Are You Doing What It Takes To Win More Sales

What does it take to be a WINNER during these challenging times? Do you really know what it takes to win more sales? It takes . . . Uniqueness. Being boring, bland, and benign is out. Being different is your first step to being better. If you're different and you're... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a need for our product and the prospect seems to acknowledge this... Read More

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Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information... Read More

You Dont Love Your Kids if You Dont . . .

"You don't love your kids if you don't buy my... Read More

A Great Sales Technique: Be Aware of Sales Myth #5

A myth can best be described as somebody or something... Read More

The #1 Lead Generation System of Top Sales People

Developing an abundant supply of targeted referrals is the number... Read More

Direct Sales and the Use of Clipboards

Do you ever feel that when you are doing direct... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

The Quickest Way To Increase Your Sales

The quickest way to increase sales is to make things... Read More

Top 10 Secrets to Fully Embrace Sales and Exceed Your Goals Forever!

1.- REMAIN VERY CLIENT FOCUSED! Not Company focused. Your clients... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

10 Great Ways To Generate More Sales

1. Negotiate with e-zine publishers to get free or discounted... Read More

Sales Letters - How to Write Them

You could just send out your brochure to potential customers... Read More

Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch

Why are some sales pitches more persuasive than others? Are... Read More

The Dos and Donts of an Elevator Pitch

The dreaded question: "What exactly does your company do?" It's... Read More

The Art And Science of Closing - How To Close More Sales Right Now

One of the questions I often get asked as a... Read More

The Reason Why They Buy

If you're a business person you want to sell your... Read More

Generate Sales with Lead Generation Marketing Tools

One of the best projects to undertake as an online... Read More

Sales Training - What Is a Disguised Implied Need?

Have you ever been in the position where you are... Read More

Boost Your Productivity, Networking and Sales: Make an Impression

Through out our career and lives we regularly get an... Read More

Win More Sales With a 5-Step Sales Process

Facilitating the buying process can be very straightforward and fairly... Read More

Why Salespeople Dont Take Risks

Proponents of traditional sales training simply teach the material, sometimes... Read More

How To Achieve Excellence In Sales

Most people are always striving to better themselves. It's the... Read More

Successful Sales People Know Which Differentiators Matter

Know where to focus. Not everyone evaluates product solutions with... Read More

Body Language, Five Key Ingredients

When making your living in the sales industry, and working... Read More

Do You Want Fries With That? - Using Suggestive Selling to Increase Your Sales

Suggestive selling is a powerful tool that can increase your... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

The Art Of Persuasion: 7 Tips To Successfully Persuade Anyone

The saying "No man is an island" is an undeniable... Read More

Ideal Clients - Who are They and Where Do You Find Them?

Ideal clients are the ones who are perfect for you.... Read More

3 Basic Secrets That Will Explode Your Sales This Year

In this article, I would like to talk about the... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or... Read More

Evaluating Your Customer

It is one thing to make a sales presentation, but... Read More

Increase Your Sales Without Spending Another Cent

Many home business owners lament they don't have enough cash... Read More

How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?

In the 1990's we lived on a farm in Iowa.... Read More

How To Win Business By Networking

In sales we do tend to become focused upon our... Read More