Three Secrets To Creating Amazing Sales Presentations

sales presentationHaving the opportunity to make a live presentation to someone interested in the product or solution you sell is a major step in the sales process. You have your prospective client’s agreement to hear what have to say; now it’s up to you to turn that opportunity into revenue for you and your company. Continue reading

Do You Connect The Dots For Your Customers?

business valueOftentimes sales people make the mistake of sticking to the same sales pitch over and over and never determine what matters most to the prospects they are selling to. They neglect to “connect the dots” and present business value in terms their potential customers can relate to. Continue reading

What Price Are You Willing To Pay For Success?

Price for success family or careerDo you ever feel like you’re on a never ending treadmill and can’t get off? Does it seem like you spend nearly every waking moment either working or thinking about your job and those thoughts have become totally consuming? Have you neglected to spend an appropriate amount of quality time with your family and friends? To be truly happy and successful in life you have to have a good balance between work and play. Continue reading

Negotiate Your Sale Like A Seasoned Pro

negotiating processMaking it through a complicated sale can be tough and typically requires a big investment of time and effort. There’s no way that every deal you work on will lead to a sale. In some industries, the closing rate for even the best sales executives is very small. Therefore, when you have a qualified customer with a real need, you not only need to close the deal, but also have to get the very best price and terms you can. Continue reading

Sales For Dummies: Simple Tips To Increase Performance

sales process for dummiesIt never ceases to amaze me when I encounter a sales person that is unresponsive, unreliable or both. Do they have so much business and earn so much money that they can afford to ignore their new customers and prospects? Could they be too busy to return phone calls? Are they oblivious to the fact that their actions (or lack thereof) are a poor reflection on them and their business? Don’t they know that their behavior will have a negative future impact resulting in lousy referrals? Perhaps simply keeping their word and delivering what they promise on-time is just not important to them. Continue reading

How To Save Your Sale: 7 Warning Signs Your Deal Is Dying

Save Your SaleExecuting an effective sales campaign can be very challenging. Rarely will a deal go smoothly from start to finish without the need to confront a variety of obstacles. Continue reading

Do You Have What It Takes To Be A Super Salesman?

Successful sales attributesDuring many years of selling and working with plenty of other sales people, I have consistently seen common traits, behaviors, and sales techniques that the best sales executives possess and utilize. For all the top performers, the majority of these come naturally and only a few of them can be learned. To confirm my own personal observations, I asked over thirty sales leaders what they considered to be the most important attributes needed to succeed in sales. Here are the top 10: Continue reading

Fatal Mistakes Sales People Make And How You Can Avoid Them

Fatal Sales Mistakes - Tips To Avoid ThemEveryone makes mistakes, but missteps during an important sales campaign can be costly and have very serious consequences. You can lose your sale, erode your opportunity for future business, and destroy your customers’ confidence and trust in you and your company. Continue reading

Use The Power Of Trust To Speed Your Sales

Techniques For Trust To Speed Sales Have you ever lost a deal after a lengthy sales campaign that you thought you would surely win? Have you lost business to a competitor despite having a superior product that was a better fit for your customer and didn’t know why? Continue reading

How To Stop Selling And Start Building Relationships

Tips For Building Relationships In SalesIn sales, there’s nothing more important for establishing repeat business than building and leveraging strong relationships to help you sell your products and services. Successful sales professionals realize that people buy from those they like and trust. Continue reading

Accelerate Your Sales With Partners

Selling tips for using partners to grow salesAre you facing any of these major obstacles with your customers where you have the potential to sell your products or services?

  • You are heavily invested in a sales campaign that has stalled and you don’t know why Continue reading

Sales Training 101: Ask For The Order!

Closing sales training tips I remember it vividly. I was starting out in sales over twenty years ago, and was in a customer meeting with my manager. We had just finished reviewing our proposal with the CIO and his team. Then, in the most casual and professional way, my manager leaned over and Continue reading

How To Be A Top Sales Manager Starting Today

Sales manager training tipsManaging a successful sales team is no easy task. You have limited control over what your sales reps do, and yet your career and financial well being is largely based on their individual success and accomplishments. The best and most successful sales managers possess common traits and utilize proven techniques to enable them to consistently outperform their peers. Continue reading

How To Turn Your Worst Customers Into Your Best Ones

reference selling tipsOften times in sales, you inherit an exceptionally challenging customer that had a bad experience with your company, and therefore refuses to do any new business with you. Usually, 20% of your customers will generate 80% of your revenue, so your natural tendency is to focus your time and energy on your best customers; to keep them, nourish them, and encourage them to keep buying more from you. That’s great. Continue reading

Turn Your Customers Into Your Very Own Salespeople

sales referral training techniquesNo matter what business you’re in, having satisfied and happy customers provides you with many benefits. Utilizing them as personal references is without doubt one of the best sales techniques you can use to help you sell more of your products or services. Continue reading

How To Interview For A Job In Sales

Sales Interview TipsLanding a sales job with the right company can be the launch pad for a very successful and lucrative career. Having interviewed and hired many sales people myself, I’ve been amazed by what some candidates do and say during the interview process. There are certain things that the best candidates consistently do, and common traits sales managers are always looking for. Continue reading

Supercharge Your Sales Results With Amazing Proposals

powerful sales proposal techniquesOne simple way to dramatically increase your probability of closing your strategic deals, is to make sure that your sales proposals illustrate the true value of the product you are offering to your customer. Often times, sales people do not invest enough time to prepare professional looking and comprehensive proposals. Continue reading