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]

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]

Now more than ever, good sales techniques are just not enough. In challenging economic times, the most effective sales techniques must be a part of your everyday business strategy if you want to achieve big-league [Read More]

Nothing matters in business more than selling. Many first-time entrepreneurs have the impression that they are doing things in a logical order when they look for the perfect office space, create their brand identity, and [Read More]

Late summer is a busy season for trade shows and other industry events. A booth can be a great forum for sales lead generation and getting new customers — as long as key prospects attend. [Read More]

Spam email, blogging, instant messaging, television, canned phone messages, and other electronic methods of mass marketing have desensitized the American buyer. So says Alan Bayham, president of Bayham Consulting, LLC (bayhamconsulting.com). Despite countless surveys [Read More]

When a great product isn’t selling, the salesperson is probably to blame, right? Pure myth, says Martyn Lewis, founder, president, and CEO of Market–Partners (www.market–partners.com) and author of the book Sales Wise: A [Read More]