By: Jane Deuber
New distributors hear this as soon as they join; seasoned distributors live it every day; trainers shout it from the rooftops so their organizations get it loud and clear… “Be a product of the product!” What does this mean?
That depends on the company you are with. If you are a distributor for a [...]

By Keith Rosen, MCC
The Executive Sales Coach™
There are dozens of reasons why salespeople fail. In one company that I owned, I even went so far as to develop an “excuse board” when I inherited a team of salespeople who were notorious for their laziness and keen ability to waste time. I thought it would be [...]

Every salesperson, regardless of the industry, product, or skill level, makes mistakes. Here are some basic sales mistakes to avoid and some tips for selling more and having happier customers.
Not listening. Do not just listen to what the customer is asking for; look past that to find out what they need. Too often salespeople sing [...]

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 [...]