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  • +2

    Business Etiquette 101

    Introductions The proper way to make an introduction is to introduce a lower-ranking person to a higher-ranking person. For example, if your CEO is Mrs. Jones and you are introducing administrative assistant Jane Smith to her, the correct introduction would be "Mrs. Jones, I'd like you to meet Jane Smith." If you forget a person's name while making an introduction, don't ...
    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
  • +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
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    Horror Stories: Involve Your Prospect in Your Sales Presentation

    Horror Stories: Involve Your Prospect in Your Sales Presentation
    In this horror story, rookie telecom rep Joe learns the hard way that it takes more than encyclopedic product knowledge to land the sale. Here's Joe's story: I was about to go on the first sales call of my life, and I was terrified! As a customer service rep for a company that sold telephone systems, I'd taken a call from ...
  • +12

    20% of Sales Persons Tell This Lame Lie

    20% of Sales Persons Tell This Lame Lie
    Yeah, yeah, smatterings of sales trainers see fit to advise audiences to incorporate one of these lame lies into their sales presentations. A very few high dollar sales professionals will tell one occasionally. Even you may be tempted to respond like this every once in a great while. What are the seemingly harmless white lies they tell? How about this one ...
    Rated: +12
  • +2

    Master the Sales Cycle in Seven Steps

    1. Identify Sales Prospects The cycle begins with identifying target prospects, says Alan Rigg, president of consulting firm 80/20 Sales Performance. You have about 30 seconds to grab the prospect’s attention so they’ll give you two or three minutes of their time. “Prospects don’t sit by the phone hoping salespeople will call,” Rigg says. “You have to be compelling enough to ...
    Rated: +2
  • +7

    How to Achieve Sustained Sales Growth

    How to Achieve Sustained Sales Growth
    In his book 'Fundamentals of Selling', Charles Futrell identifies careful use of selling time as perhaps the distinguishing characteristic of the successful salesperson. Frequently there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply are not doing enough. What is enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls ...
    Rated: +7
  • +4

    A Little Passion Can Go a Long Way

    A Little Passion Can Go a Long Way
    Successful salespeople are involved with their products - and they show it. When I was in the radio business, my wife and I had an ongoing argument about commercials. We would be driving along in the car, listening to the radio like a normal couple. When the song ended and the commercial came on, I'd turn up the radio. "I was ...
    Rated: +4
  • +11

    Don’t Allow ‘Busy Work’ to Interfere with Selling

    Don’t Allow ‘Busy Work’ to Interfere with Selling
    Like many salespeople and small business owners, I find staying focused during prime selling hours to be difficult. As a sales trainer, coach, and consultant, my days are filled with activities that try to pull me away from selling. Yet, like every other company, selling is the life blood of my business—its what keeps the doors open and the company healthy ...
    Rated: +11
  • +9

    Something Strange Happening in Sales

    Something Strange Happening in Sales
    That nasty, predictable objection doesn’t have the same old sting it used to have. You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, “Could you send him something in writing?” It’s strange how one day a phrase can sound so negative. Then, with one teeny, tiny change ...
    Rated: +9
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    Seven Deadly Sins of Training

    Seven Deadly Sins of Training
    Ambiguity Concepts are built using shorthand labels rather than the full use of language. Concepts are built without clear linkage. The "So what" test of concepts is failed. Trainees leave with different interpretations of concepts when there should be one interpretation. Insufficient case studies, role plays or practice sessions/projects are used to place concepts into context. Trainees using the concepts in ...
  • +5

    20 Best Business and Sales Books

    Little Red Book of Sellingby Jeffrey Gitomer With The Little Red Book of Selling, Jeffrey Gitomer has created a real-world, practical, and fun book that salespeople will love and profit from. Salespeople want answers. That’s why the Little Red Book of Selling is short, sweet, and to the point. It’s packed with answers that people are searching for in order to ...
    Rated: +5
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    When The Going Gets Tough, Go Back to Basics

    Two things are on my mind this month. The first is surviving in a tough market. The second is an unexpected sales reminder that I experienced on my recent trip to South Africa. Surviving in a Tough Market What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But ...
  • +7

    Still Trapped in the Old Numbers Game?

    Still Trapped in the Old Numbers Game?
    The other day, I got a call from Brian, who was a first time visitor to my website. He told me during our conversation, "I see other people at work playing the old numbers game. You know, they make as many calls as they can, hoping that a few will turn into sales. "And they are making sales. Ari, if the ...
    Rated: +7
  • +3

    How to Cold Call Using Your Right Brain: So You Can Make Cold Calling Enjoyable and Productive

    How to Cold Call Using Your Right Brain: So You Can Make Cold Calling Enjoyable and Productive
    You know the feeling you get when you hear the rhythm of a song and it feels as if you’re grooving with it? That’s the feeling I got when I received this note from Gwen and Bob Baran. They totally “get it.” They both studied the Unlock The Game Mastery Program carefully and quickly, and now they’re using their new ...
    Rated: +3
  • +11

    Crush The Tomato!

    Crush The Tomato!
    One of my favorite hobbies is playing baseball with my kids. I'm very involved with their Little League teams and volunteer to help teach baseball skills to the kids. My 7-year old son, Steven, is playing his first year of coach-pitch baseball. Prior to that, he played T-ball which is a very different game. One day at practice, I was pitching ...
    Rated: +11
  • +2

    7 Ways to Sell and Retain Your Integrity

    7 Ways to Sell and Retain Your Integrity
    Making more sales while retaining your integrity - is it possible to do both? Based on e-mails I continue to receive daily, the answer is a resounding "yes." Eliminating traditional sales thinking and tactics does take effort, because the messages of the sales "gurus" you've read over the years can continue to bubble up in your mind, especially when you're in ...
    Rated: +2
  • +1

    Selling Intangible Solutions

    Selling Intangible Solutions
    The following provides a brief overview of some of the skills and strengths needed to be great at selling intangibles. h4. The Personal Brand of You When selling intangible solutions, it really is about credibility and the relationship. Because the solution is intangible, the purchase is largely based upon the believability of the salesperson. For example, a business coach sells a ...
    Rated: +1
  • +4

    Selling to Executives

    Selling to Executives
    When we’re dealing with senior level decision makers we need to assess what their core driving motivators are and then customize our pitch to fit those drivers (if we have a true fit of course). No two people or organizations are alike but *here’s 7 common things that senior decision makers are looking for*: *Raising Revenues*: Show them how their overall ...
    Rated: +4
  • +4

    Selling at the Executive Level

    Selling at the Executive Level
    There is a profound purpose to selling at the executive level and winning over the relevant leaders. Obtaining quality leads and closing sales are two of many benefits for establishing these senior executive relationships. Intuitively you know being connected at the top has its advantages, but you may argue that you’ve made plenty of sales without ever meeting the senior executives ...
    Rated: +4