The 5 D’s of Success
Change is inevitable and, most of the time, represents progress. To be a super salesperson and live up to your full potential, remember these five D's ...
Why Ask Questions? Six Reasons
Do you ask enough questions? Here are six reasons questions are your most important selling tool: Questions get the right person talking. That’s the customer. Questions foc
The Dos and Don’ts of Price
The presentation has gone well. The prospect has asked many good questions, seems satisfied with your responses, and agrees there is a need for your product or service. Now it’s
Developing 20/20 Hearing: A Skill That Can Boost Sales
Successful salespeople are better listeners than talkers. Instead of talking about how valuable they are, they carefully listen for how they can be of value. Here are three steps t
The Secret to Winning Back Customers
There’s a difference between lost customers and dead customers. When looking for new business, we ignore lost business. A New Jersey-based consulting firm estimates that the clos
Instead of “Shooting from the Lip”
Helping difficult customers often means overcoming your first impulse. Turn “shoot from the lip” responses into tactful, helpful ones. 1. “I can’t hel
Recognize the Stages of Customers’ Decision-Making to Sell More Effectively
If your complaint is that it takes customers forever to make up their minds, maybe you don’t fully understand the decision-making process. Recognizing which stage a customer is i
You Can’t Afford Not to Prospect
The jury is out about whether good salespeople like to prospect or can do it well. But the bottom line is that without new business, salespeople are gambling. Here are some ways to
Tackling High-Priority Projects
Identify your top priorities. All jobs aren’t equally important, no matter how urgent they may appear. Due date alone is not always an indication of priority. Make a li
Ten Steps to Closing Every Sale
Closing sales doesn’t take magic. Just follow this simple 10-step plan: Get your prospect to say “yes” right away. As you talk to a customer, ask questions