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  • +2

    7 Common Myths of Sales

    7 Common Myths of Sales
    With over 27 years in the field of selling, Stevens Consulting Group has encountered numerous selling myths. Many are so focused on closing sales but fail to avoid many of the trappings of ridiculous behavior. As I have stated in many of my posts, 92 percent of professionals lack a process in which to conduct relationships that affect business. So many ...
    Rated: +2
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    The Key to Recession-Proof Selling: Relationships

    The Key to Recession-Proof Selling: Relationships
    Have you been living under a rock not to be aware of the dramatic financial news from the last few days? These are topsy and turvy times. But, economic cycles like this are not new. Neither is one of the best-kept secrets of how to succeed during times like these. Of the biographies of hundreds of business people who’ve succeeded during ...
    Rated: +1
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    The 4 Types of Buyers

    According to Merrill and Reid there are four personality types or social styles – Analyticals, Drivers, Expressives and Amiables – and all four have their own unique approach to business, their own language and thought processes etc. As a consequence, the very best sales professionals have become adept at recognizing which personality they are dealing with and adapt their approach and ...
    Rated: +1
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    What Buyers Really Think of Salespeople

    What Buyers Really Think of Salespeople
    Sales training is designed to impart specific knowledge, skills and attitudes and to increase a desired behavior in measurable ways. But too often the skills we teach salespeople are not the skills valued by customers. Sure, you've got to learn how to prospect and persist professionally. You need consultation and presentation skills. And though some sales trainers try to remove the ...
    Rated: +1
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    What Buyers Want

    What Buyers Want
    Never approach a customer unprepared. According to a survey by Purchasing magazine, lack of preparation is the number one dislike buyers have about sellers, with a lack of interest or purpose following close behind. "Hello, your account has just been assigned to me," is blatant behavioral evidence that the salesperson is going through the motions. A better opening would be, "In ...
    Rated: +2
  • +4

    Warm Up a Cold Call

    Warm Up a Cold Call
    I have seen many articles, blogs, and books professing to help sales people never cold call again. I like the idea myself. In fact, I wish people would give me business without ever writing a proposal or having another meeting again. Unfortunately as the old cliché goes: “Sales is a contact sport.” Networking, publicity, great websites etc. are all great tools ...
    Rated: +4
  • +10

    The Sale is About You, Not the Company

    The Sale is About You, Not the Company
    I acquired a new coaching client a couple of weeks ago. Richard has been selling IT consulting services for over 10 years. He has always been a top producer. He works hard, makes sure that his clients are delighted with both the service and the results they get from him and the company he sells for, and he knows his industry ...
    Rated: +10
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    Succeed in the New Economy: Risk-Busting Communications Skills

    In the new economy that is emerging around all of us, one of the key shifts we’re seeing is in the area of buyer motivation. Today, from consumers to corporate clients, the people who make the decision to buy have one big question on their minds: “How can you help reduce my risk?” There are all kind of reasons why people ...
    Rated: +1
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    The Seduction of Low-Hanging Fruit

    The Seduction of Low-Hanging Fruit
    I remember the first time it happened. It was on a Thursday, about 4 pm, and I was worn-out after a day of cold calling. I hadn't uncovered even one viable prospect. Enough was enough! Time to go back to the office and do some paperwork. When the phone rang, I answered it tiredly. But by the time I hung up ...
    Rated: +10
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    Top 5 Tips for New Sellers

    Top 5 Tips for New Sellers
    I was recently asked, "If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?" Good question! It really got me thinking. There are so many things I'd like to tell a new seller. But what are the most important? What things could I recommend that would have the highest impact ...
    Rated: +17
  • +12

    Can It Get Any Stranger?

    Can It Get Any Stranger?
    We humans are funny animals. We tend to do the same things over and over, no matter what the consequences. Although we are admonished to learn from our mistakes, more often than not we continue to make the same mistakes time after time. Maybe not the big obvious mistakes, but the little ones that we don’t notice we keep doing and ...
    Rated: +12
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    Find Lessons in Rejection

    Find Lessons in Rejection
    "How are you getting along?" asked the old timer of the new sales rep. "Not so good," came his disgusted reply. "I've been insulted in every place I made a call." "That's funny," said the old timer. "I've been on the road 40 years. I've had my samples flung in the street, been tossed downstairs, manhandled by janitors and rolled in ...
    Rated: +1
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    Succeed in the New Economy: Seven Deadly Sins

    Throughout this series of articles on how you can be a top-ranked power seller in this new economy, I’ve concentrated on a range of activities that you can put into place right away to reach more customers and prospects and generate chart-topping sales. So far, I’ve talked a lot about the thing you need to do, but in this final ...
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    Recognizing Your Biggest Competitor

    Recognizing Your Biggest Competitor
    If you were asked to name your biggest competitor, whom would you name? A specific company? Maybe a specific salesperson? Possibly, you view your biggest competitor as a product instead of a company or salesperson? Competition is all around. It may seem that competitors lurk around every corner. Moreover, the bigger the competitor, the more fear it engenders. For some salespeople ...
    Rated: +15
  • +10

    Pump Up Your Pipeline with the 5 by 5 Referral Method

    Pump Up Your Pipeline with the 5 by 5 Referral Method
    You’re probably aware that it’s getting tougher to find qualified prospects and turn them into clients. It’s getting tougher to make your numbers, and to maintain, much less increase your commissions. Working the phones, sending out direct mail, faxing fliers, buying ads, haunting the halls of the chamber networking night aren’t producing what you need. It’s time to look inward. No, ...
    Rated: +10
  • +2

    Book Review: Sales Essentials by Stephan Schiffman

    Book Review: Sales Essentials by Stephan Schiffman
    If you’re a Stephen Schiffman fan, you’ll love his new book, Sales Essentials (Adams Media, 2008). However, if you’re looking for anything other than the most basic of old school sales information you’ll be very disappointed. Schiffman’s book is concerned with exactly what the title of the book states—the most basic essentials of selling–as practiced old school 70’s and 80’s style. ...
    Rated: +2
  • +4

    Book Review: What Your Customer Wants You to Know, by Ram Charan

    Book Review: What Your Customer Wants You to Know, by Ram Charan
    We live in an increasing commoditized world. Almost any product or service you can think of has been or is in the process of being turned into a simple commodity. And the heart of commodization is, of course, price. Who can produce the best at the cheapest price becomes the driving question for consumer decisions—and the supplier’s decisions as well. Ram ...
    Rated: +4
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    Sales Lessons Your Team Can Learn From Bill Clinton

    Sales Lessons Your Team Can Learn From Bill Clinton
    No matter how much a person hates President Bill Clinton, no one can deny his incredible resilience and relentless push for success. In fact, I have a lot of admiration for Bill as an incorrigible salesman. He is without doubt one of the greatest salesman of his time. He knows what matters and is able to focus on the vital few ...
    Rated: +2
  • +13

    Don’t Take it Personally!: How to Accept and Benefit From Criticism

    Don’t Take it Personally!:  How to Accept and Benefit From Criticism
    Nobody likes to be criticized. When the complaint is coming from a client or customer, however, criticisms can actually be your best friend. Whether they’re about you, your company or your product, constructive criticism can be a powerful opportunity for you to improve your sales technique, close more deals – and increase your revenues. The key is to not respond defensively ...
    Rated: +13
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    Be Prepared: Sales Trends for 2010

    Be Prepared: Sales Trends for 2010
    The New Year is only twenty days away and already the anxiety and excitement is building. As many seek refuge from the negativity of the media, others look ahead to new beginnings. We are moving toward a pre-boom economy and selling professionals and managers will need to be more efficient and more productive next year. Here are some of the areas ...
    Rated: +2