When clients ask for help in closing more sales, I’d ask them to list the objections they are hearing that prevented the sale. It’s when they start stumbling over their response that I ask, “Are these the objections you are hearing directly from your prospects or what you’re assuming as the reason why they don’t [...]

Imagine for a moment that you are preparing for a heated final negotiation to secure a very important deal for your company. What will you do if your customer asks you to: “lower your price by X dollars in return for the deal?” Should you bring in your manager to assist? What will prevent your [...]

Aside from impulse buys or necessary purchases, sales typically take place over a period of time and a series of steps. Customers are cost-conscious. They look for value before they make significant purchases, particularly during a sluggish economy.
Following up is an important aspect of closing a sale. Many businesses either neglect it or do not [...]

On a very basic level, there are five ingredients needed to create a sale:
1. The salesperson.
2. The qualified prospect.
3. A need or want that the prospect has.
4. The product or service.
5. The selling strategy or procedure you follow that guides a prospect to the natural conclusion of the selling process; the sale.
While many salespeople would [...]

New Cheese
There is a term that some know and understand well.
It´s called: “new cheese” … The term comes from a book called, “Who Moved My Cheese?” (written by Spencer Johnson, M.D.) What is ´new cheese´? It´s those wonderful things that happen in your life as a result of ´change´.
In your life, as well as your [...]

by John Mehrmann
Being a successful salesperson does not happen by accident or blind luck. Success is the result of diligent effort applied to a structured system with commitment and passion. These seven steps are designed to help develop a system in a matter of minutes. Building on success to achieve your dreams is determined by [...]

Most people are always striving to better themselves. For proof, check the sales figures on the number of self-improvement books sold each year. This is not a pitch for you to jump in and start selling these kinds of books, but it is an indication of people’s awareness that in order to better themselves, they [...]

Getting lots of people to reply to you in some manner is an art more than a science. In this day of info-glut, it is amazing that we get as much done as we do, with so much “stuff” to get through and past in our daily work life.
There are some tips and strategies that [...]

Getting lots of people to reply to you in some manner is an art more than a science. In this day of info-glut, it is amazing that we get as much done as we do, with so much “stuff” to get through and past in our daily work life.
There are some tips and strategies that [...]

by Kelley Robertson
“What if I could show you how you could save money, would that be of interest to you?”
“What if I told you that you could capture more market share, would you like to hear how we can help you do this?”
“What if our system saved you time, would that be of value to [...]