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  • +2

    The Power of Positioning

    The Power of Positioning
    The time-honored story around the Midwest is “The Wizard of Oz.” Can you imagine what a shock it would be to go to sleep in the Midwestern United States and wake up in the Land of Oz! The splendor and excitement of arriving in a new land, full of new possibilities you never even dreamed possible …seems to be a kindred ...
    Rated: +2
  • +9

    Sell Like a Girl

    Sell Like a Girl
    Frustrated with rejection at the top? Wondering who’s greasing whose palm to get access to the million-dollar decision-makers? Working at convincing yourself that the CEO/President isn’t really THE Top Dog for your particular product/service? All you’ve gotta do to change this frustration and rejection to outrageous success is this. Learn to think like a girl … You’ll be relieved to know ...
    Rated: +9
  • +13

    Become Invaluable to Your Customers

    Become Invaluable to Your Customers
    As sellers, we're continually told to sell value and to let our prospects know about all of our value-added services. After all, that's how we're going to win the sales. Right? Not necessarily. Value is relative. It's in the eye of the beholder. So much depends on how the decision makers you're dealing with perceive "value." And even then, selling "value" ...
    Rated: +13
  • +1

    The Dirty Secret of Selling

    The Dirty Secret of Selling
    How often have you heard the hype that if you just buy this list of prospects your problems will be solved, or if you’ll just get this book, pay $899 for this sales ‘secret,’ or use this sales system you’ll only have to work three days a week? How many websites have you gone to that have a never ending sales ...
    Rated: +1
  • +15

    Passing the "Tell Me More" Test

    Passing the "Tell Me More" Test
    Establishing a business relationship with a new prospect is a lot like walking on a balance beam. Every single move you make has consequences. When you execute it flawlessly, you're in a perfect position for your next move. However, any misstep on your part sends you into recovery mode. Sometimes you're able to bounce back, but other times you fall off ...
    Rated: +15
  • +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
  • +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

    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
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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
  • +3

    The 5 Best Openings

    The 5 Best Openings
    “How are you today?" Nothing defines you as a telemarketer or salesperson more than that opening delivered in an obligatory, insincere way (the way 80% of your competition delivers it). If you want to separate yourself from your competition and actually connect to your prospect, then please use any of the following after you give your name and company name: *1. ...
    Rated: +3
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    8 Killer Steps to Propel Your Sales

    8 Killer Steps to Propel Your Sales
    No more recession talk. Economies go up. Economies go down. That’s how things work. So pull up our bootstraps and commit to thriving in any economic climate. Accelerate your sales, retain your loyal customers, and attract new business without increasing your cost of sales. Successful sales pros, business owners, and companies that take charge and compete will win. Traditional indicators have ...
  • +1

    Get Your Customers to Pay Up

    Get Your Customers to Pay Up
    For most small business owners, dealing with deadbeat customers comes with the territory. You want every sale you can get. However, a sale isn’t much good if you’re not paid. Given the sputtering economy, a growing number of clients or customers may decide to either delay payment or skip it altogether. However, there are ways you can cut the risk of ...
    Rated: +1
  • +20

    7 Ways to Cut Loose from Old Sales Thinking

    Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients. A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way to sell their company’s technology solution. Regardless of what product ...
    Rated: +20
  • +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
  • +18

    Aikido and The Art of Selling

    Aikido and The Art of Selling
    Imagine being in a crowded concert or bar. All of a sudden, a fight breaks out between two men who’ve had too much to drink. You happen to be a few steps away, and the next thing you know, one of the men turns to you and looks as if he’s going to take a swing at you. What's your first ...
    Rated: +18
  • +7

    5 Best Sales Authors of Alltime

    [photo:39353] Jeffrey Gitomer Gitomer is an author, professional speaker, and business trainer, who writes and lectures internationally on sales, customer loyalty, and personal development. He lives with his family in Charlotte, North Carolina. He has has written nine books, including New York Times best sellers, The Sales Bible and The Little Gold Book of YES! Attitude. His most successful title, The ...
    Rated: +7
  • +5

    Secrets to Selling Technology

    Secrets to Selling Technology
    One sector that often comprises both intangible and complex sales is the high-tech sector. Many of the solutions are literally invisible—they run in the background and the majority of people are oblivious that they even exist. Saying that someone is in the high-tech sector or industry is somewhat ambiguous in this era, as most organizations harness technology to make their businesses ...
    Rated: +5
  • +7

    The Two Most Powerful Words in Sales

    So, the title pulled you in because you think that someone has found a new formula for water…that there are two words that you can say that will skyrocket your revenue and commissions. The title referred to these words as "powerful" so they must be new, since you haven't heard them before. Perhaps, these words are a deceptive trick that hypnotizes ...
    Rated: +7