Selling to the Senses - A Checklist for Mastering the First Impression

Selling is more than just spoken or written words. This checklist will ensure that you properly engage the other senses that your prospect is using to decide whether or not to buy from you.

Dead Horse?

A dead horse is only dead until you've realized it is NOT really dead!

Affirmations For Professional Sales People

These Are Powerful Positive Thoughts For Anyone In Sales Or Marketing, From The Affirmations Genius (TM) - Use Them Freely & Succeed Immensely!

Winner / Whiner Model

Is your attitude keeping you above or below the line?

Playing Dumb Increased My Sales Results Overnight

Many sales professionals pride themselves on knowing all the answers. The real key to sales success is getting the answers from your prospect.

Improve Your Inside and Outside Selling Skills

In every selling situation you must know and understand the two sales involved: the outside sale and the inside sale. Only the most successful selling professionals utilize both.

Selling With A Commitment Objective

Employers value salespeople based on their ability to Gain Commitment. Improving this ability has never been more important than it is today. So, what are you doing to get better? Here are several ideas on how you can improve your effectiveness at gaining customer commitments.

Great Training Does Not Have to Take Place in a Classroom

Training is typically done in a classroom, however with some unique approaches it can take place everyday. Self-Directed Learning is a process that utilizes short techniques in 15 to 45 minute sessions geared toward simulating the required skills of a specific job function. The activities are performed on a continuous basis such as daily or bi-daily. Once the activities are completed, points are rewarded to track the progress of each employee. Many organizations will award employees by the accumulating points or achieving specific milestones to encourage the self-learning.

Train to Learn to Win

50 billion dollars were invested in training in the United States. Winners outperformed the S&P 2005 index by 2 to 1!

The High Price of Comfort: Dramatic Results Require Dramatic Changes

Many salespeople are uncomfortable with the results of their sales efforts. So, they spend time and money on sales training in an attempt to improve themselves. Do they succeed in improving their selling skills? Rarely. Why doesn't sales training usually lead to improvement?

When Running A Business or Making A Sale When You Meet The Client From Hell - Learn To Walk Away

A brief account about encountering a potential client and how to determine whether they will be a good person to work with.

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.