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Do Your Homework (Really)
Before I meet with any new prospect I've been thinking of introducing myself to, I make damn sure I do my homework. And when I say homework, I mean more than checking to see if the company has a website by typing www.amazon.com to do research on a marketing executive at Amazon. Sure, you should be up-to-date with the major news about the prospect's company. But what you really want to know is more personal. Think of it this way: A good salesperson does research on companies; a great salesperson does research on people.
Selling to Different Customers
Each customer uses different criteria when making a buying decision. The fact that a salesperson can understand this criteria and help the customer make that buying decision, is why a good salesperson does so well. But what do you do when you’re trying to sell without a salesperson. This article will show you how to create the same sales experience on your website to increase sales.

Sales Success: Do You Want Fries With That?
When you order a burger and the salesperson asks “Would you like fries with that,” you’ve experienced a marketing tactic called cross-selling. This strategy encourages customers to purchase additional products and services that are related to the item they are already buying. Cross-selling doesn’t just work with fast food; it’s also a highly effective technique for any type of sales. Here are a few ideas to help you achieve cross-selling success:

Success is a moving platform
Do you have the wrong sales team delivering your sales strategy? Ask yourself the follow the questions: How has your strategy and /or market place changed recently? How have you seen the role of 'sales' change over the last few years in your industry? How do your sales people compare to your competitors? How do your sales people need to sell now? How is your product offering behaving in the market place now? Was it once exclusive and now a commodity? The definition of a ‘good' salesperson is driven by many possible needs. Those needs are a function of industry standards, changing market conditions, competition, corporate strategy and culture, personalities, past experiences, just to name a few.
Is Your B2B Site a Good Salesperson?
It's long been said that your Web site is like a virtual salesperson, telling potential clients about your company.

How To Create Good Copywriting For Conversions: Part 2 – Creating The Copy
You have gone to a lot of trouble to get the right kind of people to your website. You now face the task of informing and persuading them well enough to turn them from a temporary visitor into a customer.
Mars and Venus – Part V. Buyers and Sellers Want to Close the Sale for Different Reasons.
Do you remember that last significant sale you made? Do you remember the buzz you felt from the exhilaration of closing? So what did your buyer feel at that stage? Do you know precisely why they felt the way they did? If you can not tell me for certainty, the real reason they finally made the decision to purchase, then maybe this article could help you close significantly more sales.

How to Get More Referrals, More Prospects & More NEW Clients During a Recession
It's hard enough to get more prospects and new clients during a booming economy when people have money to spend. When the global economy takes a nosedive and freefalls fast, it's 100 times harder to get prospect to talk to us.
Government Could Use Some Sales Training
Government officials need to spend some time in the profession of sales and learn basic Sales 101 skills when it comes to satisfying the customer. Here are 5 sales lessons the government would benefit from in this difficult time.

What’s your Attitude to Sales?
One of the most common areas of challenge that I come up against time and time again when working with business owners and business groups revolves around the basics of ‘getting business through the door’ It’s no wonder then (if we have grown up with an internal belief system such as this) that many of us have a bit of an issue ‘selling’ to others... People HATE to be sold to but they LOVE to buy. It’s true. We detest people who are openly selling to us. Why? Because...

The One True Secret To A Guaranteed Internet Business Income
There are many people who claim they have the secret to guaranteed internet business income. They say it is a process or system. They charge large amounts of money for the secret or they give it away because...

Other good salesperson Related Articles

Do Your Homework (Really)
Before I meet with any new prospect I've been thinking of introducing myself to, I make damn sure I do my homework. And when I say homework, I mean more than checking to see if the company has a website by typing www.amazon.com to do research on a marketing executive at Amazon. Sure, you should be up-to-date with the major news about the prospect's company. But what you really want to know is more personal. Think of it this way: A good salesperson does research on companies; a great salesperson does research on people.
Selling as an Expert Witness
When a salesperson pushes against a prospect, the prospect pushes back. And the salesperson loses. When the prospect pushes against the salesperson, the salesperson loses. To avoid pushing and being pushed, expert salespeople present themselves as expert witnesses.
Selling to Different Customers
Each customer uses different criteria when making a buying decision. The fact that a salesperson can understand this criteria and help the customer make that buying decision, is why a good salesperson does so well. But what do you do when you’re trying to sell without a salesperson. This article will show you how to create the same sales experience on your website to increase sales.

What to Do When Customers Are Few
The measure of a salesperson is whether they flourish in bad economic times not in good. Peak performing salespeople are always producing. “They do what the average salespeople are unwilling to do.” Average salespeople blame the economy, or the boss for not advertising enough or the pricing for the lack of sales. Are you a typical salesperson, feet up on the desk, eating lunch, reading a book or a newspaper, or chit chatting with the salesperson next to you?
How to Create a Winning Content Strategy
How many times have you found yourself wishing you could find the perfect salesperson? You know the kind … the salesperson who is at the office every day clearly communicating your message and hitting the mark every time. When the conversation begins with the prospect they immediately know this salesperson understands them completely and within just a few minutes they feel completely confident that your company’s product offering is just right for them. Not only that, this salesperson can meet with far more clients than you ever dreamed was humanly possible. Well, I am here to tell you this sales person is available RIGHT NOW, and is willing to work for you 24 hours a day, 7 days a week!
How a Top Sales Manager Gets Their Salespeople to Sell More Stuff!
When do you do your best work? When you feel bad or when you feel good? The obvious answer is when you feel good. No one feels like doing much of anything when they feel bad. When people don't feel so good, they end up doing very little....not a good situation for you. So it begs the question: does the salesperson brimming with confidence sell more than the salesperson who lacks confidence? The answer may seem obvious, but why do so few average sales managers spend the majority of their time building their people's confidence up instead of ripping it down? It could be that many sales managers are former sales salespeople themselves and "seagull sales management" (swoop in, dump on the rep, then fly away), is all they know. In this case, unfortunately, ignorance begets more ignorance...

‘Great’ at sales but they don’t ‘fit’ the culture
Sound familiar? A ‘good', maybe even ‘great', salesperson is recruited and hits the ground running, kicking sales goals in the new role, however within a short space of time they have alienated their team, decided that the role is not for them, and left the organisation. As we know the cost of this selection is huge and begs the question, why did this ‘great' salesperson not work out? While there are many possible scenarios and reasons, we often find that a major contributor is the cultural ‘fit' between the individual and the organisation.
Top 5 Ways Business Acumen Adds to Your Bottom Line
Acumen is described as insight, good judgment and wisdom. Sales acumen combined with business acumen is being hyper aware of trends going on in the world and connecting the trends to your product/service and solutions. The salesperson of the future is moving beyond bonding and rapport; They are professional that know how to carry on a conversation at the 'C' suite. Today's decision maker expects a professional salesperson to understand the business of business.

10 Obstacles That Most Salespeople Can't Overcome
An average/ineffective salesperson may not be able to overcome any of the ten with the possible exception of relationship. Some salespeople, while strategically and tactically challenged, are quite good at developing relationships. Unfortunately, while a relationship is important, people won't buy if that's the only thing a salesperson brings to the table.
The Advantage that Focused Salespeople Have
A focused salesperson is a good salesperson.

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