Each time Facebook releases a new tool for marketers, it feels like Christmas in the Cratchit house — but that’s not always the case for potential customers (and certainly not this year). More…

Trust in a negotiation is like lubricant in a car engine: with it things go a lot more smoothly. How do you repair trust once a customer thinks it’s been broken? More…

Customers are feeling pressure to get more done with less. So they’re reducing the number of salespeople they do business with. At the same time, salespeople are trying to increase their sales to present customers. More…

To build trust in your prospects and customers, you must develop five traits. More…

Some salespeople try to deal with a down economy by spending a lot of time prospecting to find new customers to replace the ones they’ve lost. Prospecting is always critical but there’s a better solution to increase sales. More…

Remember the maxim: People don’t care how much you know, until they know how much you care.  More…

It’s possible for a person to talk too much, but it’s rarely possible to listen too much. When you are an excellent listener, prospects and customers feel comfortable and secure with you – and they buy more readily and more often. More…

Understanding where customers’ concerns lie will give your salespeople a big edge. More…

Lost customers represent a huge area of opportunity for salespeople. Former customers already understand the product and how it operates. And often they left for reasons that are easy to correct.  Here are the top reasons why customers stop doing business with companies: More…

If customers aren’t saying these things about your company, it could be a sign you’re about to lose them. More…

There are three situations customers usually find unacceptable:  More…

When the research team at a prestigious sales training company asked more than 1,000 customers to describe a top-notch salesperson in one word, these were the 10 most common responses:  More…

Value expectations of customers are changing dramatically. Customers not only demand more value than ever before but are clear about the kind of value they want. More…

Drawing upon the following principles throughout the sales process will go a long way toward increasing your closing rates. More…

When a company used these 10 words it boosted results across multiple categories. More…

Closing a sale is no longer just a matter of being on good terms with the customer or overcoming objections. It’s now a matter of trust. More…

Allowing salespeople to work off-site as a way to boost productivity and decrease costs may be a beneficial move, but it comes with a whole new set of rules, according to a pair of business experts.  More…

The salesperson’s role has evolved from being a persuader to being a business consultant – and to succeed today, here are the four skills you’ll need. More…

Prospects need answers to three specific questions before they’ll risk leaving an incumbent supplier. More…

Recent research revealed five critical online areas that could be the difference between a sale and a fail. More…