By: Ray Turnbull
Salesmanship skills are extremely important in every given situation. What I want to talk to you about this week, are the benefits for those of you that are either in business for themselves, or are thinking about going into business for themselves. Whether that’s a true bricks and mortar business or becoming [...]

By: Tammy Stanley
I am always finding ways to relate my personal life to my business career in direct sales. It so happens that I am just crazy enough to get up at 4:30 most days to go to an early morning spin class at my gym. One of the spin instructors really knows how [...]

By: Chris Stinson

Cold calling for new business can be a tough way to find customers. Everyone is looking for the silver bullet or a cold calling tip that will guarantee success every time. There are a lot of cold calling tips that people give some are good some of the not so good, you have [...]

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 [...]

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 [...]