Frequently salespeople are thinking about what they should or will say at the expense of what the customer is actually telling them. It’s no wonder so many sales calls fall apart after the salesperson misses a key point made by the prospect. More…

There are seven deal-shattering mistakes salespeople typically make when talking to CEOs, owners of companies and other high level prospects. More…

Sometimes, just the tiniest change in pricing strategy can make the biggest difference — for better or worse. More…

No matter how angry or upset they are, customers know that mistakes are bound to happen. What they’re watching for is how your salespeople handle the the problem. More…

Recently, there’s been a small wave of companies rebranding themselves by using their acronyms. Here’s a look at the good, the bad, and the stupid in rebranding. More…

It’s exciting when your company comes up with a new product or service. But it may not be as easy to get customers or prospects to share that enthusiasm and buy. More…

What’s the number one quality customers demand of salespeople? More…

How well do your salespeople know today’s customers? More…

Football coaches have a saying: “When a quarterback throws a pass, three things can happen – and two of them are bad.” When customers aren’t happy, whether it’s because the product doesn’t work, they were oversold, or service was poor, three things can happen – and two of them are bad. Share these possibilities with your salespeople:

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Some prospects look at changing suppliers the same way they look at divorce – it’s painful. Getting a prospect to switch to you involves removing the pain. More…

Do your customers see you as nothing more than a vendor, and not as a trusted consultant? If so, here’s how to make the switch.
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If your customers and prospects can’t quickly explain why you’re different from others in your industry, you may be in trouble, especially during an economic slump.
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Salespeople get a lot of advice about what they must do to keep their customers and find new ones in a tough economy. Some salespeople are guilty of “inactions” that hurt their results. More…

The first meeting with a prospect may be do-or-die time for salespeople. Phone conversations, e-mails and letters can all be effective tools of persuasion. But face-to-face presentations are the heavy artillery of persuasion. More…

A lot of companies are missing out on a likely source of new sales: former customers. More…

Some prospects and customers are angry, irrational, emotional, demanding, close-minded, illogical or rude. Every conversation is a conflict. Every sale is a test. Every contract is a headache. Every meeting is a battle. Every deal is a war. More…

It’s exciting when your company comes up with a new product or service. But the real test is to get customers or prospects to share that enthusiasm and buy. More…

With so much talk about tough times and tight budgets, these five industries are in a position to thrive — and maybe become your customers: More…

Voicemail, when used intelligently, is another tool you have to save time and increase your sales. More…

The basic formula for asking prospects to buy is a lot simpler than some salespeople think. More…