Several weeks ago I asked my Newsletter subscribers to send me their biggest sales challenges. So far, I have received 275 challenges. While I am still in the process of categorizing them, Inoticed ...Full Article
How many names do you have in your business Rolodex? ______If you respond the way most salespeople do - youll estimate 200, 400, 700, 1,000 etc.Remember this, if your answer ended with a zero - you d...Full Article
Most people are always striving to better themselves. Its the American Way. For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to...Full Article
Are you going to win this deal?With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people. With the ec...Full Article
What do you do when you have a big sales week, month or quarter?What do the other salespeople you work with do with their money?Do you reward yourself? Do you invest in your future?As salespeople we a...Full Article
Language is one of the most important tools you have to influence someone.The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their ...Full Article
Ive been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads.In order to generate sales leads, you need three things:A written profile of...Full Article
This issues topic on sales prospects comes in response to a question I received from a reader.Question:Five weeks ago, I had a good conversation on the phone with an important prospect in my territory...Full Article
The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and youll be able to make a lot of money no matter how the economy i...Full Article
The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer togethe...Full Article
A sales manager who reads this newsletter regularly suggested the topic for this issue. I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming...Full Article
I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure weve all heard somebody in sales who told us that theyve been in sales all thei...Full Article
Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know w...Full Article
1. Add a no-fee interactive game to your web site. You couldhire someone to create it. You want to make the game relatedto the theme of your web site. In the case of our web site-- the Abundance Cent...Full Article
How did you do this past year on your sales goals?Did you write your goals down?Did your review them frequently, and revise them as conditions changed? Or did you set them at the beginning of the year...Full Article
When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up with o...Full Article
When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the companys policies. "If youd only offer better specials," or blame...Full Article
7 Phrases You Cant Say in Sales(Because They Will Undermine Your Credibility and Drop Your Closing Rate) Copyright 2004 by Doug Smart Years ago, George Carlin listed seven words you cant say on tele...Full Article
One of the biggest problems for many business owners is the ability to overcome objections. In fact, for many, this skill could be the difference between succeeding and going back to being an employee...Full Article
For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before dont prepare them for dealing with selling products. So, this article will d...Full Article
