Stuck in Neutral?

Still getting the same results? Start by doing a check-up from the neck up.

Dealing With a Difficult Prospect

When faced with a difficult prospect most salespeople avoid the real issue. Why cost yourself business when with one simple statement you may be able to turn them completely to your way of doing business.

Presenting Your Case to the Jury

Selling is like an attorney presenting his case to a jury.

Understanding Feature-Function-Benefit Presentation

Many people think that knowing the words feature-function-benefit describes exactly how to do it. But is that really the case?

Looking for a Fast Nickel or a Slow Quarter?

How do you approach your career in sales? As a professional career or just something to do until something better comes along?

How to Handle High Price Objections During a Course Counseling at a Training Institute?

What to Do when a prospective student does not like your price or has price objection. How to tackle the issue of high price of course or training.

The Portable Calendar - You

Have ever been to an event where a hot prospect wants to set up an appointment on the spot but you do not have your calendar with you? What could be worse, the lost appointment or making the appointment and finding another hot prospect has that time slot?

Why Your Sales Representative Skills are Key to Increasing Your Business

The skills of your sales representative (or your selling skills if you own a small business) are key in determining the success of your business. Most people think that success in sales is using techniques and secret buzzwords. I will show you that success in selling is more about basic foundational skills.

Overcoming and Handling Common Sales Objections

Overcoming and handling common sales objections is an essential part of selling. Learning some basic skills will allow you to be more successful in your selling efforts, and make your customer more satisfied with the process involved in acquiring your product.

Do You Know What's Working And What Isn't?

I will guarantee you that every manager can improve their skills in some area. Many managers focus only on what they are doing wrong while others only focus on what they are doing right. The problem with either strategy is clear...

Snap Out of It - 13 Tips for Breaking Out of a Slump, and Getting Back on Track

Sales people who have a poor start at the beginning of a year, often find themselves struggling for the rest of the year to catch up. The good news is, whatever you're experiencing, we've all been there at least once. The bad news is, most of us don't know exactly how to snap out of a slump, and start making sales. To help you snap out of a slump and get your year back on track, try some of the following tips.

I'll Never Forget What's-Her-Name - Winning the Name Game

Learning, remembering and properly pronouncing other peoples’ names is more than just good manners, it's good business, smart sales and service. It is a great first step to building solid relationships built on trust, respect and admiration since it makes the individuals feel special and respected.

Sales Advice From An 8-Year Old

Secrets about sales you can learn from a child