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    Don't Wait for Referrals. Be Proactive.

    Don't Wait for Referrals. Be Proactive.
    Most sales professionals wrongly believe that a referral takes place when a customer is nice enough to give you the name of another potential customer. Referrals don't have much to do with friendliness but are rather about risk and trust. To make referrals, your customers must be willing to risk their credibility and/or relationships with others -- because when they pass ...
  • +11

    Engage 3 Key Decision Makers

    Engage 3 Key Decision Makers
    Many sales reps think that somewhere inside their customer's headquarters is a single decision maker. But today, even CEOs reach consensus with their direct reports before making important decisions, according to Neil Rackham, author of SPIN Selling. h4. Meet the Decision Makers In a recent Selling Power magazine article, Rackham observes that decision making for the purchase of any significant product ...
    Rated: +11
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    The Essence of Motivation

    The Essence of Motivation
    When Michael Jordan came out of retirement for the second time, he said he needed the competition - the chance to prove himself against younger players - more than the money. Many successful businesspeople who could afford to retire keep on working. Warren Buffett still picks stocks. Bill Gates's concession to success is to no longer work on Sundays. Successful people ...
    Rated: +2
  • +5

    Don’t Sell Like You Buy

    Don’t Sell Like You Buy
    I was almost at the end of the keynote I was delivering to an audience of Internet Service Providers in Florida. As I bring the program to its natural conclusion, I let the audience know that I will open the floor to them to answer any questions they may have. Several hands went up. The third person I called on made ...
    Rated: +5
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    5 Ways to Increase Sales in the New Year

    It’s 2010! And in honor of the new decade I thought we could start of the year with a top 5 list. You might notice that the entire list is focused on the front end of the sales cycle. Specifically targeting, prospecting and calling net-new leads. That’s because in order to make sales, you have to have more leads and ...
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    The Dog and Pony Show -- Reinvented

    The Dog and Pony Show -- Reinvented
    If you’ve been exposed to the sales world in one form or the other, you’ve probably heard of the infamous “Dog and Pony Show”. That’s where you’re invited to come to your prospect’s office and make a presentation in the hopes you’ll persuade them to buy what you have. Of course, that’s the plan, but not usually the reality. If you’ve ...
    Rated: +3
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    How to Be a Real Competitor

    How to Be a Real Competitor
    Selling is not easy, even in the best of times. In a downturn, the sales force still has to write orders just to keep the doors open. You have to use your time wisely, use available technology tools and software. You need to be creative, listen, work hard, have role models, be a self-starter, set goals, plan, be passionate, personable and ...
    Rated: +1
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    All of Your Eggs in One Basket Trap

    All of Your Eggs in One Basket Trap
    Too many companies have seen an untimely demise due to basing their business on one large client or one specific industry. I once had a belting and hosing client who evaluated their marketing strategy and realized that they really only had two specific client groups, mining companies and pulp and paper companies. With both of these industries having a potentially volatile ...
    Rated: +8
  • +14

    Do You Get It?

    Do You Get It?
    Sometimes the deal is already dead before we even realize it. At times it’s a function of price, technological fit, deployment time, track record etc. These are all measurable, quantifiable reasons for losing a big deal. Too often though when the deal has died it has nothing to do with a specific quantifiable issue. I often work with clients, coaching and ...
    Rated: +14
  • +16

    You Are Always Training

    You Are Always Training
    Musashi was said to be the greatest Samurai General in history. Musashi once said that in times of crisis, stress and turmoil that you never raise to your positive expectations, you raise or fall to your level of training. The same thing holds true in business. Our ability to perform successfully and consistently has a lot to do with our training, ...
    Rated: +16
  • +2

    5 Ways to Make the Economic Recovery Drive Sales

    1. Look for the evidence of Economic Recovery and talk it up. Again, it's there if you look for it. Most news programs (print, radio and the internet) report bad news because it sells. However, there are plenty of sources that report the good news as well. Find them, read them, and then spread the word. The economy doesn't have a ...
    Rated: +2
  • +4

    5 Ways To Capitalize On the Economic Recovery

    5 Ways To Capitalize On the Economic Recovery
    I don't know about you, but I'm sick and tired of hearing about how bad the economy is. The truth is, many parts of the economy have stabilized and many sectors are on the rise. In fact, I'm excited about the Economic Recovery that is happening right at this very moment. Haven't heard about it yet? Perhaps you're listening to the ...
    Rated: +4
  • +34

    The 12 Golden Principles of Selling

    The 12 Golden Principles of Selling
    I received a call from an ex-student this week who is designing an induction program for new recruits about to embark upon a career in sales. He asked that if I had to create the "12 golden principles of selling," what would I come up with? Clearly, this is not only a very subjective view, but also I found it terribly ...
    Rated: +34
  • +14

    Dangerous Knowledge: What We Know Can Hurt Us

    Dangerous Knowledge: What We Know Can Hurt Us
    I recently purchased some advertising space in a national magazine. I have been a subscriber for years and knew everything I needed to know to select them as an advertising vehicle. I called them with one intention, to place an order. When I called their office, the salesperson began doing what she felt was appropriate; to start selling me. She began ...
    Rated: +14
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    How to Keep from Losing Your Job to a Kiosk

    How to Keep from Losing Your Job to a Kiosk
    In the pulp novels of 1950’s science fiction writers, the future was a nightmarish place where machines turned on their makers, and robots took over from – or did entirely away with – their human counterparts. For countless sales professionals across the country, that future is now upon us. Only instead of robots, it’s Web sites, self-service kiosks, direct mail and ...
    Rated: +4
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    Partnership Selling for the Long Term

    Partnership Selling for the Long Term
    Here's a joke for you: Susan breaks up with Jack, a man her mother adored, and begins dating Mike. Every time her mother calls, she asks Susan about Jack, how he is doing, what he is doing, if she ever sees him, etc. One day Susan becomes so annoyed she finally says, "Mom, enough about Jack. It's over. I'm dating Mike. ...
    Rated: +6
  • +16

    Objection Handling: “I Need My Manager's OK!”

    Objection  Handling: “I Need My Manager's OK!”
    Nothing is more frustrating - or time-wasting - than to find out that you have been selling to the wrong person! Influencers can not buy, they can only recommend. A decision maker is the only person that can say yes. Hint: If your proposal needs approval, you are working with an influencer. Decision makers write cheques, approve POs, and sign cheques ...
    Rated: +16
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    Tips for Deducting Work-Related Expenses

    Tips for Deducting Work-Related Expenses
    Commitment to your job sometimes requires digging into your own pocket to purchase a uniform or treat a client to 18 holes of golf. But such unreimbursed expenses can pinch financially, unless you learn IRS rules for deducting work-related costs from your taxable income. Fastidious record keeping and advice from a tax professional can also help mitigate the suffering. "Many of ...
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    Selling Luxury: Connect With Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale

    Selling Luxury: Connect With Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale
    Research and Markets has announced the addition of John Wiley and Sons Ltd's new report "Selling Luxury: Connect with Affluent Customers, Create Unique Experiences Through Impeccable Service, and Close the Sale" to their offering. Praise for Selling Luxury: "Geneviève and Robin have brought together their talents to create a book that gives all Sales Ambassadors the fundamentals in selling and building ...
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    A Candid Letter from Your Prospective Customer

    A Candid Letter from Your Prospective Customer
    Dear Seller, I only have a few minutes, but I understand you're interested in what you can do to capture my attention and entice me to want to set up a meeting with you. Let me say this loud and clear right now - you have no idea what my day is like. You may think you do, but you're missing ...
    Rated: +10