Relationship Building for Long-term Repeat Business

Most business owners, along with most salespeople, understand the value of relationship building in securing customer loyalty and consistent long-term repeat business. Unfortunately, many are not aware of the cornerstone technique that must be present to sustain this ongoing loyalty.

Successful Relationships Improves the Bottom Line

Why Employers Should Take an Active Role - Helping Employees Improve Their Personal Relationships

Shortfalls of Seminar Training for Soft Skills

In most instances, seminar training is like drinking from a fire hose. We explore why.

Surviving in a Selling Career, Develop Street Smarts

Selling is a great career choice that can provide people with freedom, security and daily challenges to keep their mind energized and stimulated. Unfortunately, many people in the selling profession view it as an easy job that doesn't require an investment of time or effort to improve or advance their career. However, surviving longterm in the selling business requires some powerful techniques and strategies. Developing 'street smarts' is just one of them.

Successful Selling in the New Economy and Five Keys to Enjoying It

It's the twenty first century, and times have changed. Don't be frightened by recession and customer apathy. Being the best salesman you can be will allow you to enjoy the ever changing economy. How can you be the best? This article offers five practical suggestions to instantly take your sales to the next level.

Appointments, How Not to Waste Your Time

Salespeople often have the need to set up appointments, either offsite or in their place of business to engage a prospect in a selling opportunity. Many salespeople waste massive amounts of time through appointments that are not kept. There are two primary reasons for appointments being broken and one simple solution to solve the problem.

Training Departments Please Oil the Sales Engine

Can a large company's training department form a meaningful partnership with the sales force?

Success in Selling, Can It Lead You to Disaster?

Wow, what a scary title! It's not what most people believe to be true and it certainly is not something they want or expect to hear from a sales trainer. Yet there are two scenarios where it is definitely wise to be aware of this genuine risk.

10 Ways to Overcome Sales Objections

According to the experts who conduct sales coaching and sales training courses, most of the sales objections take place when a sales rep has failed to show to the client the usefulness of the product. Overcoming these objections is a very important lesson for a sales rep. It is important to remember that the customer may not always give the actual reason for objecting to the sale.

Face-To-Face Vs. Phone Sales: A Case Study

I recently was halfway around the world, meeting a new business partner, and found myself in the midst of a seller's nightmare: I had to do an in-person prospecting call on one of the world's largest banks, with an unfamiliar business partner, with no idea of the reason behind the cold call, or the people who would be there.

The Stuff Of Sales Dreams - Selling Through Tenacity and Relationships can Make Your Dreams Come Tru

During the month it's a good idea to measure yourself by using calling and contact statistics. But, be advised. If you don't do these things on a continuous basis it's easy to lose track. That's why I advise you to fill out forms weekly, that way you can measure your results on many levels.

Sales Success Tip - You Can Have It, But...

I am all to often amazed at those who are not willing to take the necessary steps for sales success. Here's the very first one.

Building A Strong Foundation in Business and in Life

If you are building a house you must have a strong foundation. You need to make sure that the house has a firm base on which to lay down your bricks and mortar. If you don't lay a solid foundation, then it can easily topple over during highly stressful periods of high wind and storms. The same applies in business. With each client, you must (and I mean must) establish a solid foundation by building high levels of trust and rapport. If you provide a solid foundation and maintain that connection, then it is far less likely that the client will take their business elsewhere.

The Art of Concentrative-Listening

Answering these questions before you enter the first meeting with a new prospect will net great profits and rewards today and in the future. The more elaborate your answers to these questions, the more detailed your questions to the prospect will be, thus the greater the preponderance of information you will obtain. “Go in smarter, come out brilliant and engaged” is the goal of these questions. The benefits of adopting this method of selling are:

The Art of Real Problem Solving

Businesses operate for several reasons. Each of these reasons can be placed in one of two categories: solving problems and making money. In the quest for both there are real problems that will arise. When that real problem arises, you, the professional salesperson, are there with the solution. Here is how to find the real problem in any company.