The Sales Training Series: The Right Way To Sell

How Will This Buying Decision Be Made? Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business?

To Confirm or Not to Confirm?

This must mean, therefore, that you somehow tricked or manipulated your prospect into agreeing to the appointment in the first place. Now on reflection, your prospect could only want to bolt...

1 in 25 Sales Professionals Will Be Shocked to Hear This!

Some believe they can do this. Others believe they cannot. Both are right.

You Won't Believe the Power of This Word!

Marvel as a downward spiraling sales call bounces back and turns into business with this one word!

The Seven Commandments in Direct Sales

Here are some guidelines that will improve your gross sales, and quite naturally, your gross income. I like to call them the Seven Commandments. Look them over; give some thought to them and adapt them to your own selling efforts.

Does Negativity Sell?

Best-selling author, keynote speaker, and President of Customersatisfaction.com, Dr. Gary S. Goodman, says very year or two a dating book arrives on the scene touting the idea that if you seem like you really want to go out with someone, you’re doomed. People will find your eagerness a definite turn-off, and instead you should play hard to get. Can the same type of reverse psychology be effective in selling?

Prospecting - In Order to Have Persistence You Must Really Persist!

What affect would consistent prospecting have on your sales force performance? How would having an easy to implement Prospecting system change your professional life?

Prospecting -The Chinese Definition of Insanity

Prospecting requires analysis if it isn't accomplishing your goals. Most sales professionals continue Prospecting the same way even when it isn't successful. I suggest changing that...

1,000 Details Make The Difference!

According to best-selling author, sales and service coach, popular speaker, and President of Customersatisfaction.com, no fewer than 1,000 details make the difference between a top performer in sales, training, managment, or any other business role. By the way, do you know the perfect color scheme for a call center dedicated to outbound selling?

Training for Triathlons and Prospecting is the Same

Prospecting is an endurance event, not a one time sprint. Our form and style is important and must be practiced over and over to get the results you want.

Selling Like A Marine; Improvise-Adapt-Overcome

International speaker, author, and Partnering Pro, Terry Wisner shares his perspective on why pre-call planning is important and how to sell like a Marine.

Best In Class Sales Organizations Provide Extensive Sales Training

Many companies assume that when they hire sales people that are already trained they don't need to invest in ongoing training. This is a big mistake. We see the best in class companies continuously working with their sales people to sharpen their saw and keep themselves at the top of their sales game. Sales training should become an ongoing part of your investment by sales management in upgrading and improving the skills of your sales force in order to stay competitive, learn new techniques, adapt to changing sales realities, and keep an open dialogue going between sales management and its people on how to improve sales performance.

Fast Track Yourself To Sales Success - Busting Sales Loser Beliefs

What is that empowers some individuals to walk out and double their sales virtually over night? My opinion is that the ones who get the instantaneous results are the ones who manage to locate and destroy sales loser beliefs that are holding them back from what they want to achieve. This 10-step exercise will help you to find and remove any limiting beliefs that are stopping you from achieving the success that you deserve...

Put Yourself In Your Prospect's Shoes

You've had a few good meetings with a prospect. You've successfully overcome their objections. Before you close the deal, you must ask yourself a very important question. Should you do business with the prospect?

Sales Peak Performance Every Time

Want to know some ways on how to ensure that your sales performance is as high as it can be? Yes? Then, learn some lessons from Tiger Woods...