Ten Ways to Make Prospects Like You Enough to Buy from You

About 99.9% of buyers buy from salespeople they like, and go out of their ways NOT to buy from salespeople they DON'T like. This article offers ten proven techniques to make prospects like you enough to do business with you.

Direct Sales & Marketing Trainings - What It Can Give Personally to You

If you are looking for job in sales & direct marketing you should take advantage of ‘learn and earn’ on-going trainings to enhance your career.

More Sales Skills - Asking The Best Sales Questions

Effective questioning during a sales call is a critical selling skill for several reasons. First, our recent research shows that there is a direct correlation between the success of a sales call and the type of questions that the salesperson uses. On average, failed sales calls include 86% more close-ended questions than open-ended questions.

Tug of War Selling

Are you in a “tug of war” with your customers? You keep selling -- they aren’t buying.

The Right Way... And The Wrong Way... To 'Close' Your Prospects

Last week I met up with an old friend of mine at one of the local cigar retailers.

Sales Process - How to Avoid Wasting Time on Prospects Who CAN'T or WON'T Buy

Do you have blind faith that, if you can somehow convince a prospect to engage in a sales cycle, you will eventually make a sale? If you do, watch out! This belief can waste your time, effort, and company resources.

Business in the Days of Awe: How to Never Hear a Prospect Objection Again

Prospect objections can feel like a kick in the stomach. Your spiritual heart holds the key to avoiding getting kicked, and closing the sale.

The Importance of Your Prospecting List

The accuracy of your sales prospecting list is of utmost importance.

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 Sales Training Series: Ask For A Commitment Every Time

Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be.

The Sales Training Series: The Right Way To Sell

How Will This Buying Decision Be Made? Three-quarters of the secret to professional, strategic selling boils down to asking the Best Questions and listening carefully to the answers. Most of the Best Questions have to do with uncovering the crucial, underlying needs your products or services might serve. But you also must know how to sell to a particular account. Using the same strategy for all customers is a big mistake. The issue is: how do you compete for this customer's business?

More Simple Truths About Personal Selling Success

Selling is easy if you work hard at it. Discover what it takes to do what it takes to succeed in sales.

30 Client Referrals or More -- How to Get Them

Do you get all of the referrals you want? Most professionals don't because they're afraid. Afraid they'll hurt their client relationships. Afraid they won't cultivate any new business. Or afraid they'll appear cheap or salesy...