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  • +12

    10 Body Language Blunders

    1. A Closed Body Whether sitting or standing, your body should be loose and open. Do not cross your arms. Do not cross your legs. While you may think it conveys a sense of ease, studies have shown that a people read a closed body differently: they subconsciously think you have something to hide. What's more, you're missing a golden ...
    Rated: +12
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    Leave PowerPoint Behind and Make the Person-to-Person Sale

    Leave PowerPoint Behind and Make the Person-to-Person Sale
    Death by PowerPoint: We’ve all been there. The lights in the room are dimmed, everyone is looking at a screen and listening to a product manager, salesperson, or executive read what is on each and every slide. You look at your watch and can’t wait to leave the room. New, fancy technology is alluring. It’s easy to get sucked into the ...
  • +8

    Is Your Follow-up Communication Guilty of Prospecticide?

    Is Your Follow-up Communication Guilty of Prospecticide?
    Like Angela Lansbury in “Murder, She Wrote,” I run into cases of murder everywhere I go. Unlike Lansbury who faced cunning villains who intentionally murdered, the cases I come across are unintentional, but with the same deadly results. Lansbury’s villains used guns, knives, and other assorted weapons; the killers I come across use words. She dealt with homicide; I deal with ...
    Rated: +8
  • +1

    "A" Is for Customer Service

    "A" Is for Customer Service
    Customer service is built on the bedrock of a positive attitude. Without the positive attitude all of the attempts to "train" customer service will fail. Picture this; a man, Mr Jones, walks up to the front desk of an hotel at the beginning of a holiday. He has just completed a twelve hour flight in economy class overnight to reach his ...
    Rated: +1
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    Cheap (And Highly Effective) Market Research For You

    Cheap (And Highly Effective) Market Research For You
    Entrepreneurs wonder all the time about what the market really wants. What products will sell? What services are people ready, willing and able to pay for? The wrong approach—which is unfortunately used a lot—is for a well-meaning small businessperson to come up with a seemingly great idea and run with it. Many have tried the “Do what you love and success ...
  • +1

    The Fine Line Between Being Friendly and Being Their Friend

    When it comes to our customers, we in sales are used to walking a fine line between right and wrong behaviors. The consequences of stepping over that line can range from a simple "blip" in an otherwise strong and steady relationship, to costing you the sale, or perhaps even losing a loyal customer for life. Now, I know that we spend ...
    Rated: +1
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    Callidus Software Wins CRM Excellence Award

    Callidus Software Wins CRM Excellence Award
    Callidus Software Inc. (NASDAQ: CALD), the leader in Sales Performance Management (SPM), today announced it was named a winner in the 10th Annual 2009 CRM Excellence Award. Technology Marketing Corporation's (TMC), www.tmcnet.com, Customer Interaction Solutions(R) magazine (www.cismag.com) awarded Callidus Software for the deployment of TrueComp(R) Manager software solution at Novell Inc. Callidus Software was recognized for its efforts and success in ...
  • +4

    Asking Sales Questions Is Easier Said Than Done

    Like you, I've been selling all my life and what I've learned is, asking good questions and listening effectively are the most powerful selling skills. Unfortunately, the dynamics between sales people and prospects/customers, coupled with tension and old habits makes asking questions and listening very difficult to execute consistently. Yes, many of you will say, you ask questions and listen. However, ...
    Rated: +4
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    The Best Time to Ask for Referrals

    People will freely give referrals when they have benefited from your product/service and have an established relationship with you. This rarely occurs during the initial meeting because whilst they may like you, they haven’t yet validated what you can do for them. That’s why asking for referrals should be when the relationship you have established is strong enough relationship to ensure ...
  • +1

    Build a Client Attraction System

    Build a Client Attraction System
    Nineteenth-century Danish physicist Hans Christian Oersted gave the world a legacy of discoveries, including one that all of us in sales today can appreciate. Hear me out here, I promise this will be worth it! Oersted discovered electromagnetism, which we can all credit as the basis for many of the comforts of modern life. However, there’s another angle to Oersted’s story ...
    Rated: +1
  • +6

    7 Reasons Why Deals Don't Close

    We’ve all been there. You’ve tried everything you can think of. You’ve made your best offer and then some. This time, no matter how hard you try, you just can’t seem to get the client to sign on the dotted line. Regardless of the industry you work in, the ability to close the deal is crucial to the success of any ...
    Rated: +6
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    eDetailing Reemerging As Effective Tool for Reaching Doctors, According to Recent Data By Cutting Edge Information

    eDetailing Reemerging As Effective Tool for Reaching Doctors, According to Recent Data By Cutting Edge Information
    For pharmaceutical sales forces, eDetailing has reemerged as a viable means for reaching prescribers. A recent study by Cutting Edge Information shows that drug companies are implementing eDetailing tools - and are investing more money than ever in this sales channel. Companies use eDetailing to communicate with doctors via the Internet. Specific online tools may include live chats and links to ...
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    10 Worst Fashion Mistakes Men and Women Make

    We hate to admit it, because we personally feel that clothes shouldn’t matter. In a perfect world, a person would be judged at their workplace based solely on their performance. Unfortunately, that’s not how the world works. How you choose to dress each morning reflects how you feel about your job – that you take your position seriously, that you are ...
  • +9

    The 10 Worst Fashion Mistakes: Men

    Clothes make the man. Naked people have little or no influence on society. —Mark Twain We hate to admit it, because we personally feel that clothes shouldn’t matter. In a perfect world, a person would be judged at their workplace based solely on their performance. Unfortunately, that’s not how the world works. How you choose to dress each morning reflects how ...
    Rated: +9
  • +4

    The 10 Worst Fashion Mistakes: Women

    We hate to admit it, because we personally feel that clothes shouldn't matter. In a perfect world, a person would be judged at their workplace based solely on the caliber of their work. Unfortunately, that's not how the world works. How you choose to dress each morning *reflects how you feel about your job* – that you take your position seriously, ...
    Rated: +4
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    Scenario-Based Training

    The world that people live and work in is complex. The behaviors and skills required to solve a simple problem are always multi-dimensional. And yet much, or indeed most, training developed and executed in corporate training programmes are linear in nature. This mismatch between the real world and the training world makes certain that many organizations are wasting their training dollar. ...
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    The Laser Introduction: Meet, Greet, Sell

    "So, what do you do?" This question usually surfaces at some point during an initial conversation with a new acquaintance. Surprisingly, few people know how to respond or introduce their product or service in a way that builds their business or network, without appearing overly aggressive or desperate. You have probably been asked this question dozens of times. Often enough, the ...
  • +2

    7 Steps to Overcoming Objections

    7 Steps to Overcoming Objections
    In essence there are two combat strategies regarding objections. The first is pre-empting them – in other words, by anticipating and responding to the objection before the prospect has even had a chance to voice it. The second is by dealing with the objection as it arises. If you are prepared to incorporate both strategies then you’ll encounter fewer objections and ...
    Rated: +2
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    It's Not All about You

    Attend a typical sales meeting and you may hear the following questions thrown around: What are our sales targets? What sales activity do we need to undertake? What are our sales KPIs? What do we need to do this month to hit our targets? All great questions, what do they have in common? They’re all about you and what you want. ...
  • +10

    30 Words and Phrases You Should Never Say

    30 Words and Phrases You Should Never Say
    Anne Connolly, a researcher for the State University of New York system, talked with me about words we have grown tired of hearing, especially since they mean almost nothing. (In fact, they take away impact, because they are annoying.) Initially, we mentioned "basically." If the topic is so basic, do we need to talk about it? Quickly, we added "actually," a ...
    Rated: +10