It’s good to remember that no matter what your sales policies are — like no returns after 30 days — buyers believe they have certain rights when they enter into a transaction with you. Entering [Read More]

The world of sales can be a frustrating one that often causes salespeople to question the intelligence of their prospective buyers. Of course, those buyers are generally intelligent people, but their decision-making criteria are different [Read More]

When customers feel overwhelmed by the prospect of having to make a decision in a certain timeframe, they tend to send salespeople into the “D-Zone,” an area where they run the risk of becoming irrelevant. [Read More]

Are you tuned in to what your customers are saying — and not saying? Becoming a better listener and determining what your customers really want is one of the most effective sales conversion techniques, says [Read More]

Selling is all about two-way conversations, often taking place in real time. Salespeople speak to potential customers, answer questions, and address concerns. They also provide information on the fly and adjust messages so customers are [Read More]

Time is the most precious commodity to today’s buyers. They have a huge workload, few resources, little time, and many distractions. They usually go home late, still feeling disappointed with the day’s progress. No wonder [Read More]

Every sales professional talks about referrals being one of the most successful sales techniques, but few actually pursue them. According to Jim Cross, author of Bacon & Eggs: How to be Totally Committed to Your [Read More]

It’s a fact: salespeople are often criticized for talking too much about themselves and their product or service. They make a speech rather than having a two-way conversation. It’s one of the everyday sins salespeople [Read More]

Salespeople, like Hollywood actors, put themselves on the line whenever they speak, hoping for a favorable outcome. But even the best, most experienced salesperson can use some coaching and polishing now and then, contends Patricia [Read More]

Even though Cecile Rothschild’s business, Create and Associates, was doing well and she had a steady stream of prospective clients, the work was not always the best match for her design firm. Her lack of [Read More]