5 things every prospect expects salespeople to know
You may get in the door by saying the right things, but most prospects won’t buy from you unless you know the answers to these five questions:
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You may get in the door by saying the right things, but most prospects won’t buy from you unless you know the answers to these five questions:
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With all the creature comforts available today, it doesn’t seem right to tell someone to enjoy being uncomfortable. But being uncomfortable in certain areas may be good advice for salespeople. Why?
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Learning what kills potential sales is just as important as knowing how to close deals.
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New research has uncovered the one trait most sales superstars share — and several others that differentiate the top producers from the bottom feeders.
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One costly mistake too many salespeople make today:
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Business today revolves around building long-term relationships with customers. So it can be devastating to watch a good, profitable customer slip away because of something a salesperson said.
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A clear shift is taking place with what prospects are thinking.
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In The Little Teal Book of Trust, sales and marketing guru Jeffrey Gitomer offers several strategies salespeople can use to become a trusted advisor. Here are the best ones:
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Many think a sale is closed when the customer signs on the dotted line. It isn’t.
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Understanding how customers think gives salespeople a big edge in closing. It’s not easy, but it can be done.
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Before your people make a sales call, they need to prepare by quickly running down this checklist.
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Despite these uncertain times, many salespeople are flourishing — and recent studies have identified the nine strategies top salespeople are using to ensure they stay on top.
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The one quality all successful salespeople have is the ability to …
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Warren Buffett is one of the most successful entrepreneurs of all time. Here are three priceless sales takeaways from his keynote address at Berkshire Hathaway’s 2009 shareholder’s meeting:
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Knowing what customers want and expect may be the most important keys to successful selling in this tough market.
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How your salespeople handle it when customers complain will determine whether those customers remain loyal or switch to competitors.
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Companies are still buying, but many of the buying decisions are being made higher up the executive ladder. And selling at the executive level requires a different set of skills and strategies.
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Customers are bombarded with attractive offers all the time. They are hit with deals claiming to have better pricing, quality and service. But those are not the factors that cause them to jump ship to another company.
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The key to any good incentive isn’t what it costs, but how it impacts performance. With that in mind, here are three incentives that boost motivation without breaking the budget:
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The best sales techniques are useless if your people can’t get through to the decision maker. Today’s buyers are busier than ever, raising the importance of the gatekeepers who stand in the way of the prospect and the sale.
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