Consultative Selling—Coaching/Analysis Questions Advance Preparation Does the salesperson have complete, COMPREHENSIVE knowledge or products/services offered? Is the salesperson thoroughly familiar with all processes and [...]

When Your Prospects are in "Survival Mode," Sell Survival Gear At its core every sale is driven by a customer need. When times are [...]

Ten traits are common to the most effective salespeople—those salespeople who, by instinct, intense practice, or a combination of the two, manage to pull [...]

Beat customer apathy with smart sales strategies Salespeople who know how to handle customer indifference are much more likely to bring in new business. [...]

Do Sales Managers Add Value? A recent survey of more than 3000 salespeople reveals that the majority of sales managers are not driving business [...]

What is a mini-presentation? A mini-presentation is a short (5-10) presentation that highlights one, and only one, feature that your company has to offer [...]

Vince Lombardi, the famous football coach, used to say, "Football is about blocking and tackling. The team that blocks and tackles better than their [...]

Salespeople can get proficient in questioning their customers, but if they don't begin by asking themselves one question, all their open-ended and control questions [...]

Every step of your selling cycle involves negotiation. Early in the cycle you are negotiating for time, access and information. Later you'll be negotiating [...]

One of the most common challenges for sales leaders who are working to drive growth in today’s complex, competitive (and often shrinking) markets, is [...]

"It was the best of times, it was the worst of times; it was the age of wisdom, it was the age of foolishness; [...]

As a sales professional using the phone as your main method of communication, you perform a function that very few people in the world [...]