Nearly a third of prospects have already decided which salesperson they’re going to do business with long before the official “selection” process begins.   More…

The standard routine for salespeople is to find the decision maker and present the product or service. The fewer people involved, the smoother the process will run, according to conventional wisdom. New research shows that in many cases salespeople can increase their chances of closing by involving more people in the process. More…

While the basic rules of closing remain the same in every economy, there are seven significant changes that have an influence on closing during tough economic times: More…

New research confirms in the majority of cases, when there’s a significant lapse in closing rates, it’s not them … it’s you.  More…

In today’s cost-conscious marketplace, very few prospects are willing (or able) to agree to a purchase until they know the answers to these make-or-break questions.   More…

Why do some new salespeople who are competent, professional and knowledgeable have so much trouble closing? Here three leading reasons they struggle to “close the deal.” More…

The late Apple co-founder will be remembered for a number of things, including his ability to attract and captivate audiences and the media. An analysis shows he used the same formula — one that anyone else can employ. More…

Here are the six hardest people to deal with – along with the best ways to get a “Yes” from each: More…

The rules may have changed, but the goal for salespeople remains the same. More…

Today’s salespeople face three consistent challenges to earning (and keeping) a buyer’s business:  More…

Post these mantras or pass them along, because if your salespeople aren’t already living by them, they absolutely should be:  More…

If your selling processes haven’t changed and your closing rates have dropped anyway, a well-known sales expert has two theories as to what’s hurting your business. More…

Some salespeople do a great job of selling until the prospect buys. Then everything changes. After the prospect takes ownership of the product or service, salespeople become scarce. That’s a problem. More…

The economy — and what it’s doing to the company, future pay and their own job security — is something your sales and marketing reps think about constantly. And they’re counting on you for the answers. More…

Closing today is a lot different than it was even a few years ago. Here are seven significant changes in the marketplace that have had a dramatic influence on closing rates: More…

Here are three steps that can be done before, during and at the end of each call that will help you increase your closing ratio, courtesy of sales trainer and author Bill Farber. More…

These three metrics go beyond closing rates and click-throughs to uncover more opportunities to boost sales and revenue:  More…

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

When salespeople start to slip, these keys will help put them back on track. More…

More than 80% of sales are closed on or after the fifth contact, found a recent Association of Sales Executives study. That means persistence is still king, and these strategies are proven to increase your chances of closing: More…