High-Tech Selling: Is It Really That Difficult?

Selling high-tech products and services is much more difficult than selling most other products and services: Truth, or just a popular myth? Selling anything that is not a known commodity can be difficult. However, most of the difficulty is created by salespeople themselves. Here are some of the reasons why high-tech Sales seems so difficult - and how the typical selling process just reinforces that myth.

The Ultimate Competitive Advantage: Trust and Respect

Does your selling style address the most fundamental needs of your prospects? What are the most important factors to someone making an important buying decision? Universities and market research firms have conducted numerous studies to determine the most important buying decision factors for people who make significant purchases. We gathered as many of those studies as we could find, and did simple correlation analyses to average out the results. Here are the results, in order of importance.

Sales Philosophy: What You Believe Determines How Well You Sell

You may think you have a good sales philosophy, but chances are it needs improvement. Does it accurately represent YOU? Is it as effective as you think it is?

The Sales Training Series: Document Your Best Sales Practices

What Works Best For Your Company? Experience is a wonderful teacher, but only if you pay attention and draw the right lessons from your experience. It pays to document certain portions of your company’s sales process—and the most successful practices that you and your fellow salespeople have found for handling common challenges. Salespeople who do this maximize the use of their time, shorten sell cycles, make more sales, and cash bigger paychecks.

The Sales Training Series: Five Buying Decisions

Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation.

Clever Sales Questions You Can Ask

How would you like to learn how to handle procrastinators? You'll also learn how to avoid sounding pathetic during a sales call and how to avoid getting mugged by your own mouth.

Tips to Become a Super Salesman

Even a quality product is useless in case you are unable to sell it. You become a successful business man only when you leart the are of selling. Learn golden tips from this article.

Pricing Mortgage Leads

If you are a loan officer or mortgage broker on the market for internet mortgage leads, than many things will be of importance to you, including the cost of the lead.

If You Are in Sales Do You Carry a Flashlight

It didn't take much to convince me to leave Toronto Canada in the middle of winter and go to Scottsdale. Little did I know how much that trip would change my outlook on selling.

Why You Didn't Get the Sale

Selling is a Process! If you miss, leave out, ignore, bypass, or quick forward elements of the process, you are reducing your chances of closing the sale.

20% of Sales Persons Tell This Lame Lie

White lies appear to be a harmless means to an end... but are you aware of these costs?

Persuasive Salespeople Are PEPPY

Best-selling author, keynote speaker, and sales management consultant, Dr. Gary S. Goodman shares one of the best formulas for closing sales, originally given to him by a college professor and founding instructor of Dale Carnegie.

8 Tips To Increase Your Bottom Line And Grow Your Business

Growing your business may have more to do with what's going on inside your offices than outside in the marketplace. If you are looking to increase your bottom-line you may only need to look at what's motivating your workers performance. So how do you improve performance?