Dealing with customer concerns, problems and issues is a fact of life when you sell a product or service. And every person in sales has to certain customers who are more challenging to deal with. Some situations start as minor difficulties but quickly esc...

Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven. 1. Not listening. This was the most cited reason customers dislike salespeople. Too many salespeople neglect to listen to what their customers or...

Do you have prospects that seem to give you the run-around? They expressed interest in your product or service when you first contacted them but now they don’t return your calls, reply to your emails or seem interested in making a buying decision. Pe...

Does this sound familiar? After dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying your service, product or solution. “Whew! Another sale done,” y...

You are talking to a customer and after you present your product, service or solution, she asks, “What discount can I get?” or “What can you do about the price?” Think before you speak otherwise this innocent-sounding question will cost you money ...

What routines are preventing you from increasing your sales? Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, follow the same routine to wake up and get yourself ready ...

Is your head trash piling up? The term “head trash” came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoug...

Let’s face it. We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason ...

Many companies and their decision-makers require written proposals, and if you are like many sales people, you probably shudder at the thought of this request. However, writing a good proposal doesn’t have to be painful providing you keep a few points i...

I recently wrote an article called, Feeble Questions Can Kill Your Business. In the article, I stated that too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones. Many people contacted me and requested m...

What does it take to be successful in sales? Certainly effort, hard work and dedication is important. An excellent understanding of the sales process is also essential. But it’s more than that. The most successful people I know have a slightly different...

Self-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development.“Let’s start with what seems to be an obvious question…why is self-development so important...

Participants in my sales training workshops often ask how they can better control the sales process. Most people spend the majority of their time talking about their product or service believing that telling is selling. Although they may have been trained...

Persistence is a vital skill that every sales person needs. It’s been said that most sales are made after eight contacts with a prospect. However, most people tend to give up after just three or four attempts. Let’s explore the behind-the-scene dynami...