What Makes The Sale: The Sale Or The Salesperson?

While shopping with my wife one day, we came across a boutique shop that attracted A LOT more customers than the other two shops next to it. Want to know their secret? 2 words: customer service.

Love The Customers Who Love You Back

Giving your immediate full attention to a customer with a problem comes naturally. While these types of calls certainly require your time, don’t let yourself be consumed by them. Instead of spending all your time putting out fires, dedicate a fraction of your week to make a phone call, a visit or a lunch appointment with one of your satisfied customers.

Mortgage Leads, Close More Loans

If you are a mortgage broker or loan officer currently buying mortgage leads, or you are on the market for mortgage leads, here are a few things you should know.

The Secrets To Great Sales Presentations – Free Tips To Help You Persuade

Article provides a list of items that could help salespeople perform great sales presentations.

A Hot Dog Sales Lesson

If You sold Hot Dogs, would people drive 64 miles to do business with you? What can you do to make your business an experience people will talk about? This is my sales lesson from the Worlds Best Chili Hot Dog stand. When you bite into these hot dogs, the mixture of flavors explodes in your mouth.

How To Close A Sale Without Needing A Cute Puppy

Article on why closing techniques are not what gets it done in sales.

Finding New Customers

The most effective way of finding new customers is through your existing customers - here's how.

Are You Struggling To Hit Your Revenue Targets For High-Value Services?

Are you struggling to meet your revenue targets for high-value sales? Your high performing stars are performing well, but you want to lift the performance of the bulk of your sales force. This article covers the biggest mistakes in key account management and how to avoid them. In addition, the article gives you best practice tools and techniques you can apply to your business today to win more high-value deals more consistently.

I'm A Reluctant Salesperson

An Extrovert is someone who gets his or her energy from being around others an Introvert is someone who is energized by being alone. When an Extrovert is left alone for long periods of time, he becomes lethargic. Conversely, an Introvert will be exhausted and drained after a day of social interaction.

The Ice Cream Man's Top Ten Sales Techniques

Do people come running when you're in town or on their block? Do they merely put up with you and avoid you when they can? Sure, you say, selling ice cold popsicles and ice cream on a hot day is one thing, but selling your multi-faceted widget week after week is another. I agree timing is everything, but still . . . if you could bottle the customer service of the ice cream salesman, you might do better at selling your own products.

Price Perception - How to Focus on Value Not on Price

As a business growth specialist, speaker, trainer and author I work with a multitude of business owners and show them how to grow their businesses. The effects can often be dramatic in terms of results. One of the crucial areas in any business is 'sales'. In this article I cover one of the prime fears of many sales people in business namely: price!

Selling Ice Cubes to Eskimos - It's Not All It's Cracked Up to Be

As we apply the Golden Rule to selling, we shatter some myths about the attributes of the ideal sales person. We use an exercise in our sales development workshops to help our participants discover some myths about what makes a great sales person. We examine our feelings as buyers toward the sales people we experience. As our participants share their opinions and experiences, we build two lists. You might try this yourself.

How to Shorten Your Sales Cycle?

Shortening the sales cycle is a key objective for most sales organizations and sales professionals. How to do that continues to be a challenge. There are a number of proven ways, this article discusses one approach. As with any though, you do have to apply discipline and effort to make it work.