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To help a client move from 'I'm interested, tell me more' to 'You're hired!', sooner or later you are going to need to make ...
“Would you like to know the difference between these products?” “Can I explain what makes us ...
Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will ...
Do you have blind faith that, if you can somehow convince a prospect to engage in a sales cycle, you will eventually make a sale? ...
Have you ever begun to think to yourself while you are on the phone speaking with a prospect, What am I going to say next? Try ...
Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is imperative to the long ...
First, for those of you who have seen me live, you know that I am big on questioning your prospects during the qualification stage. As ...
Sales Resume Tips A good Sales resume is result-oriented. So emphasize on your ...
There are all kinds of questions a sales rep can ask -- closed-ended, open-ended, directive, etc. -- but none are more valuable than the assumption ...
Benefits are what motivate people to purchase from you, right? Not exactly. Just last week I was reviewing a rundown of product benefits with a client who ...
What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many ...
One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the ...
Studies show that most people approach a buying decision with some level of anxiety. The truth is, they really don’t want to have to make ...
Qualifying your prospects is a critical step in the overall sales cycle. Creating situational awareness for your potential client will increase your probability of closing ...
How do you respond when an absolute stranger calls, at work or at home, and begins to ask questions? "Are you the person who??" "What ...
The most effective prospecting techniques were revealed in the August 1st, 2002, issue of TIP (URL at end of article) that resulted from a survey ...
You’ve spent a great deal of time, effort and money putting together your business-to-business sales lead generation programs. How you handle B2B sales leads once ...
One of the common mistakes salespeople make is they fail to recognize at what level they should be selling their products or services. ...
People who call your company to gather information represent a reservoir of prospects just waiting to be converted into customers. ...
Even if you think you're well versed in the selling basics, it's important to keep your skills razor sharp. Sales ...
The other night on TV, I saw an ESPN special on the Football Hall of Fame. Just before the final commercial ...
Are you satisfied with the number of sales you are making? If you are not, there is only one thing ...
One day a young, hardworking grocery clerk was stocking lettuce in the produce section. The fair haired clerk, whose promotion was imminent, was ...
In this article, we explore the skills and strategies, which help to win major sales we examine the issues arising in the evaluation of options ...
During a presentation in front of over 50 small business owners, I was asked if I could share everything that I know about performance improvement ...