General Sales Articles

Are You Choosing to Survive or Thrive During These Times? - *Even with everything we've been hearing about the economy, people are still spending money.*[font="] I stood in line to buy my chai latte at Starbucks...people were buying expensive coffee! I stood in line at the supermarket waiting to buy my...

Are You Getting What You're Worth? - It’s not uncommon as an entrepreneur to get stopped when it comes to charging what you’re worth. There’s always a time during the meeting with the prospect that the prospect will ask you “How much are your fees?” For many entrepreneurs, this is...

7 Key Steps to Closing Every Sale - [font="]When a client tells me they’re not bringing in the sales they want, one of the first questions I ask is “Are you asking for the business?” Their response is either “No, I don’t know what to say” or...

6 Strategies to Increase Your Sales NOW - Now is the time to become a "smart" entrepreneur about your business by doing more not less. What I mean by "doing more" is increasing your sales and marketing efforts. Instead of pulling back as many entrepreneurs are currently doing, beat out...

C-Level Sales Training Tip 14 - Credibility Is the Magic for Selling to C-Lev... - Credibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don [...]

Sales people sell ideas, not products - A sale is often completed in business without any inspection of the actual products by the purchaser; as when the sales person shows a picture of it with a catalog number. The “goods” are to be delivered later. However, the selling...

C-Level Selling Tip 13 - Steal Your Competitors' Customers - [font=Times New Roman][size=3]Competitors’ accounts are great opportunities for you. Unfortunately, you either block yourself assuming the customer is totally satisfied, or if you’re a little more aggressive, you’ll put them on the defensive by...

Selling Is Better Than Sex (part 1) - [font=Arial][size=2]It is perfectly socially and morally acceptable to sell to both men and women. No-one is going to question your taste or your moral fiber. You get to spend time with both men and women alike without even questioning your own...

C-Level Selling Tip 12 – Level to Level Selling Is a Myth - [font=Times New Roman][size=3]CEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a...

Selling to C-Level Executives Sales Training Tip 11- Handling the Committees ... - [size=3][font=Times New Roman]You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and...

Different Models Of Selling - Which Is best? - Very often when running sales training courses (http://www.salesdnaltd.com) I am asked what is the best way of selling. Generally i reply "It depends", which must infuriate some of my delegates. It really does depend because there are multiple...

Five Tips for Creating C-Level Selling Confidence - thmbp2; 1. Keep learning your trade. The three areas of continuing education are selling skills, people skills and your product/service skills. As you learn more about any one of the three, you will become more assured of yourself. 2. Prepare...

Sales Recovery: How To Manage a Sale Going Wrong - Do you know the difference between which prospect you’ll close and which one you’ll lose? How can you tell, midway through a sale, whether you’re on track for success or you’ve lost the deal? [font=Century Gothic]How can you tell when you’ll...

Price: How To Differentiate Your Product When It's Priced Higher Than... - Your product will not be bought or sold on its price. Let me say that again: prospects do not use a money criterion when deciding what product to choose….. unless they have no other way of choosing. If two things seem the same, money is  [...]

Selling: One Decision At A Time - In today's business environment, products and services are being designed to enable buyers to customize elements of their solution. From cars to tech, airplanes to designer jeans, the B to C market is being driven by individual tastes. ...