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  • +2

    Getting in to See the Decision Maker

    Getting in to See the Decision Maker
    Early in my sales training career, I used to do about an hour on how to work with gatekeepers. Today, you no longer talk to live gatekeepers. Instead, you go straight into the prospect's voicemail system. Polite, patient executives who would never think of hanging up on you feel nothing when they delete your voicemail after one sentence. The typical businessperson ...
    Rated: +2
  • +5

    What You Can Learn From Top Down Sales Strategists

    What You Can Learn From Top Down Sales Strategists
    The first question asked by those who are new to selling is, “I know the company I want to prospect. Who should I contact first in that company?” Seasoned sales pros respond to the rookies by saying, the most desirable contact is always, always, always the top decision maker. So, why is it when asked, “what job title do you call ...
    Rated: +5
  • +12

    5 Secrets of the Top 20%

    5 Secrets of the Top 20%
    I don’t have to tell you that times are hard for companies these days. And that means hard on you, the sales rep, too. Now when companies tell you that they don’t have the budget, you really believe them, don’t you? Well not the Top 20%. Top 20% producers are still making 80% of the sales because they know how to ...
    Rated: +12
  • +3

    Manufacturers Share Tips for Improving Rep Relations

    Manufacturers Share Tips for Improving Rep Relations
    The following entries are from some of the emails and letters that we've recieved from our Manufacturer readers throughout the year. The stories and the lessons contained are well-worth the read. h4. The Face-to-Face Connection Principals and reps agree that being able to put a face to the voice you hear over the phone can be critical in a business relationship. ...
    Rated: +3
  • -1

    Tech Gadgets Often Vital to Entrepreneurs

    Tech Gadgets Often Vital to Entrepreneurs
    Small-business owner Julie Ruvolo is certainly tech savvy. She worked in ad sales and strategy for digital media companies AdBrite and DivX, and as a freelance writer for interactive media publisher iMedia Communications. In 2008, she co-founded Solvate, which helps folks find "virtual assistants" online that help with administrative tasks such as bookkeeping and travel planning. Ruvolo uses many gadgets to ...
    Rated: -1
  • +3

    How Do You Measure Up?

    How Do You Measure Up?
    Are you a member of a sales department or a sales force? There's a big difference. Members of a sales department don't make much of an impression on the prospect and, as a result, make the next person look better. Members of a sales force are tough acts to follow. Consider figure skating. There are certain figure skaters - Peggy Fleming, ...
    Rated: +3
  • +23

    The Power of Silence

    The Power of Silence
    If you're like most sellers, silence drives you crazy. When you're talking with a prospective customer and there's a brief lull in the discussion, I bet you jump right in to fill it. Am I right? Research shows that the average salesperson, after asking a question, waits no more than 2-3 seconds before rephrasing the question, answering it themselves or moving ...
    Rated: +23
  • +1

    A Mistake NOT to Make When The CEO Calls You Back

    A Mistake NOT to Make When The CEO Calls You Back
    If you’re not yet a top down sales strategist, give it a go. When doing business at the top you’ll be amazed how glad executives are to see you. How quickly they treat you as an equal, value your services, and want to do business with you and only you! h2. You’ll Be Relieved To Stop Wasting Daylight In Endless … ...
    Rated: +1
  • +2

    Information Overload!

    Information Overload!
    Being relevant is one of the most powerful ingredients in building successful business relationships. If you become - here's that horrible word - boring, you are toast in today's world. Stay alive. Be relevant for others and find ways to make their lives better. "Stop it already!! I don't have time for yet another blog, news story, article, podcast, video on ...
    Rated: +2
  • +3

    Truth vs. Deception in Advertising

    As a sales person or entrepreneur you will always be promoting your products and services. However, when you appeal to customers through advertisements, you must make sure that your message in line with the law. Advertising laws apply to every form of media, from print to mail to the web. If you want to know the basic do's and don't ...
    Rated: +3
  • -1

    Begin The Year By Consolidating What You Already Have

    Begin The Year By Consolidating What You Already Have
    So here we go: For most people it will be the first week, of the first month, of the first quarter, of a brand new trading year, and we really do need to get into gear early and go for it from day one. Hopefully you will have conducted your own personal audit? No? You might want to, because you really ...
    Rated: -1
  • +2

    Times to Go with Your Gut at Work

    Times to Go with Your Gut at Work
    Ever get a hunch but can’t put your finger on why you feel the way you do? Perhaps it’s the way a coworker reacts to your proposal, or a strange feeling that your boss isn’t happy with your performance. Not everything can be worked out with a pro and con list. Much of working with people is following your intuition. And ...
    Rated: +2
  • +2

    How Sales Pros Take Control

    How Sales Pros Take Control
    Sales pros aren't the only ones who can offer valuable lessons in the art of persuasion. I saw a great sales job in the Tampa airport by a person who probably didn't even see himself in sales. It was an airport security person who did a masterful job of crowd control. We had an 8 a.m. flight from Tampa to Toronto. ...
    Rated: +2
  • +23

    Why I Hate Closing Techniques

    Why I Hate Closing Techniques
    "My salespeople need to get better at closing," the Vice President of Sales said to me shortly after I arrived in his office. If I've heard that line once, I've heard it a hundred times. Despite being on an important sales call, I couldn't help but cringe. You see, I will never, ever train people on closing techniques if they sell ...
    Rated: +23
  • +3

    How To Turn Your Most Annoying Problems Into Pure Profit

    How To Turn Your Most Annoying Problems Into Pure Profit
    Here’s a fantastic sales tool for you to use in first time meetings with executive-level decision-makers. A tool that’s so powerful it’ll literally leverage your problems into profits … and it’s a hoot! Included in Mike’s recent order for 200 copies of, “Outrageous Temp Stories” were the words, “To use in a yet-to-be-figured out approach with prospects.” I replied, “Great idea! ...
    Rated: +3
  • +4

    Can You Choose Confidence?

    Can You Choose Confidence?
    Lacking some confidence? Do you suffer from low self-esteem? As you can imagine, there’s no room in sales for anything less than a winning attitude. So, how do the top producers do it? How do so many of them go from initially lacking the confidence to sell or close a deal to an extreme abundance of self worth? Here’s the secret ...
    Rated: +4
  • +8

    Fearless Prospecting In a Changing Economy

    Fearless Prospecting In a Changing Economy
    Successful prospecting in today's economy requires that salespeople make a paradigm shift in their way of thinking. This shift happens when you release your fear of rejection and satisfy your security instincts by putting your thoughts solely on the best intentions for your prospects. Only then will you be at ease when prospecting. Here are some tips to get you on ...
    Rated: +8
  • +2

    Selling on the Internet: Prompt Delivery Rules

    Selling on the Internet: Prompt Delivery Rules
    The Internet is the fastest growing source of mail order sales. It's estimated that consumers spent $44.5 billion on Internet-based goods and services in 2000 - $11.5 billion alone during the 2000 holiday shopping season. The explosive growth in the goods and services sold online has in the past, taken many online sellers by surprise: demand has outpaced supply, depleting inventories ...
    Rated: +2
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    Sales Tips from The Apprentice

    Editor's Note: In the U.S., the reality TV show The Apprentice may be celebrity-only now, but in the UK, it's still open to anyone and everyone who wants to apply. The fifth season of the show kicked off on March 27 and SalesHQ Featured Writer Gavin Ingham looks at what you can learn about sales from the contestants. Go straight to ...
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    What Our Attitudes Communicate To Customers

    What Our Attitudes Communicate To Customers
    Because my wife and I wanted to celebrate a special professional achievement, we asked the hotel concierge, "What restaurant do you recommend that's classy, but not overpriced?" She named one located a short cab ride away. "You'll like the food and the scenery. It's one of the newest places around here. I know the manager, and you'll get very personal service." ...