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Accept No For The Answer In Direct Sales
No Means No In Direct Sales. Direct sales professionals often worry about seeming pushy and they frequently are. Learn how to recognize a no for the answer and accept it.

Why Follow a Sales Process?
The importance and benefits of following a sales process when working as a sales professional.

Top Sales Pros do These 10 Things----Why Don't You?

Every month, I run a Coach Call on two different topics. On this month’s second call, I listed the Top 10 things that the top sales pros do that most of the others do not. Since I recorded this call, I have had dozens of people respond that the call opened their eyes to the things that are necessary to stay on top. Furthermore, many of the respondents commented that the Coach call helped them get back on track to re-start doing the things that they used to do. In either event, due to the overwhelming response to this call, I have decided to write a corresponding article for those of you who are not part of the Coach Call program.

Lean, Green Sales with the S.H.A.R.P. Sales TrainingTM System

Increase Profits while Reducing Wasted Time, Energy & Dollars - The Philosophy: By providing sales and customer service agents training, support and direction on a consistent basis, they will feel empowered, motivated and willing to take ownership over their own, as well as the organization’s, success. - The Result: Increased profits and revenue as a consequence of improved customer relations; shortened sales cycles; and reduced employee turnover. - Intertwined with the steps normally associated as part of the sales process, such as developing best practices for win-win solutions, the philosophy and psychology often employed by successful sales professionals will be shared in upcoming articles.

10 Tips To Make Your Networking More Rewarding
Good relationships are essential to any career. It doesn’t matter if you have your own business or work for someone else that network is critical. Lawyers, solo professionals freelancers, and sales professionals must constantly network and generate new business. Your network will be invaluable when you want to find a new job.

Measure your Sales Support Effectiveness
Providing marketing support to sales professionals is an equally challenging and rewarding task. Improve the value of your delivery by conducting a Sales Support Effectiveness Survey.

Resistance to change: inexplicable, irrational, and real

When it's time for us to change, we must make sure that we somehow integrate the new with the decisions and behaviors we've already created and maintain daily. Until or unless we are able to figure out how to reconfigure our rules and roles and relationship and ego issues, we will take no action at all - even if it means sticking with something that's less than successful. That's right: even with a 7% closing ratio, many many sales professionals would prefer to continue doing what they are doing rather than change and mess up what they have grown accustomed to and have rationalized and internalized.

Get To Know (No) Fast
I spent two days in training with a very seasoned group of sales professionals recently and the same point kept coming up over and over again as we applied the principles of marketing to selling situations.

True Sales Professionals Are Product Agnostic
It is completely unnecessary for sales professionals to be familiar with a particular industry or type of product/service in order to sell effectively.

Where is the Red Cape --- Maximizing Counter Sales

As a counter sales person, when a customer walks through the door, you are generally the person they are looking for. The customer wants to place an order and expects you-the counter sales person-to take care of them. Although this encounter is usually brief, let's examine what the customer's overall expectations may be. What do customers expect of counter sales professionals? Since the customer's perceived value of you as a supplier drive their expectations, knowing the answer to this question is important to meeting expectations and building relationship equity. Today's customers expect more than free coffee and popcorn at the counter. They expect a more than satisfactory experience with the people that represent the company they are doing business with.

7 Secrets for Sales Success
Sales professionals sometimes make the simplest mistakes that keep them from being successful. This article identifies 7 simple things you can do to dramatically increase your success in sales.

Positive Thinking Tips To Improve Your Sales Motivation

In all professions it is critical to maintain good relationships with your customers and always appear positive and personable. However this is even more important in sales when you have regular contact with customers. Given the current recession and the economic downturn sales professionals are often finding it tougher to make a sale as businesses are downsizing and cutting costs wherever possible. This article aims to offer some positive thinking tips so that sales people and other professionals can maintain their sales motivation.

The Whiners - Salespeople Who Get Your Attention
Your top performers (real sales professionals) aren't the ones taking their time (and yours) to whine. Oh no. This stuff is the exclusive domain of the under achievers and they whine to justify their lack of success. Whining might distract you from their dismal performance and further distract them from performing the work they're supposed to be doing.

How Does the Secret of Happiness Affect Sales Motivation
OK. So what kind of a dynamic does this create for salespeople? Salespeople must be happy in order to succeed but we also know that they must want more than what they have in order to be motivated. What is the balance between being happy and being dissatisfied?

Evalulate your Sales Team
You should always be evaluating your sales team

Teach your Sales Team to Qualify and Sales will Increase
Qualifying leads in its easiest form

Use This Simple 3 Circle Strategy To Increase Sales
Sales is demanding especially during challenging times from economic downturns to increased global competition. Here is a simple strategy to get you back on track.

To Grow Your Business Requires Closing the Gap Between Sales and Customer Service

For many businesses, there is a distinct line between sales and customer service. To ensure that the sales process is executed without problems, separate departments have evolved addressing what are perceived to be sales issues and customer service issues. Yet is this really effective given the research about customer turnover, the time to earn a signed commitment and how quickly sales leads become cold?

Why Do Kids Sell Better Than Adults?
How come as a kid you could sell your parents on almost anything? Now you are having trouble selling potential customers (a.k.a. prospects) on your products and services even though you know they need them. So what gives?

How You May Be the White Rabbit in Sales and Losing More Than Just Time
Are you feeling like the White Rabbit in Sales? Rushing around, late for this or just barely on time for that? Read about an important study that connects time to leads and how you maybe losing more opportunities than you realized?

5 Tips to Improve Your Sales Approach When Recognizing Prospects
How do you recognize a prospect or what I prefer to call a potential customer? These 5 tips may help both improve your sales approach and increase sales.

How By Being in the Bottle Is Keeping You From Reading The Label and Growing Your Sales
Being in the box is a common analogy. How about being inside the bottle? If your goal is to increase sales, what is more productive, reading the label from inside the bottle or outside the bottle?

Closing the Sale: Assume the Close, But Never the Reason
There are certainly many techniques and approaches involved in completing a sale, but closing is not a stand-alone activity. Even worse, a seller who attempts to "close the sale" too aggressively without properly executing the entire selling process can do more harm than good. This mistake is often due to one dangerous assumption...

Qualify the Sale - Three Ways to Win

One of the many challenges salespeople face is getting to the finish line, only to find out they have not won anything. This can be a source of aggravation or a wake-up call that they are doing something wrong. Recently I was training a group of insurance professionals and they recounted numerous stories of how they gave a wonderful presentation, only to discover that the potential client could not buy their products or services.

"Leading Works Better Than Selling."

Our research found that that harder one pushes to make sales, the harder it is to grow a territory. This article covers several reasons "leading works better than selling." Also, borrowing an effective sales strategy from top performers can change your whole mission on a call. It ensures your efforts are magnified with top performers' work values. And replicating top performers' practices of dealing with common sales challenges can help you, like them, outperform counterparts and trends with 31 percent annual sales growth compared to 5 percent for the status quo.

Top 7 Reasons Your Sales People Can’t Sell
As the business owner or entrepreneur you may get pretty frustrated because it seems like your sales people can’t sell. Naturally you want to blame them for their inadequacies.

Think and act like business manager
The traditional role of sales rep as provider of information is obsolete. That role got outsourced to Google because it's a lot faster and easier that way.

Losing The Deal - Yeah, It Does Happen To All Sales Professionals too!
Chris Randolph, author of "The Sales Edge" and several other books on professional selling, marketing, internet marketing, personal development and motivation shares a couple ideas on shifting the perception that a Professional Salesperson should close 100% of the time.

Sweat the Small Stuff
Sales professionals who can proudly point to a handful of high profile “top rung” clients may feel that they’ve reached the Promised Land, yet this is not always the case. No, wait; let’s put this more directly. Sales professionals who exclusively cater to and cultivate their top rung clients are playing a dangerous game with potentially unacceptable consequences.

The I's Have It
Staying on the radar screens of clients and prospects is more important than ever for salespeople. With demand for products and services only now beginning to pick up as the worst recession in decades slowly dissipates, it has become absolutely necessary for anyone involved in sales to be persistent, proactive, and patient. How can this best be achieved without also looking desperate?

Creative Abrasion and the Sales Knowledge Activist

I don't know enough. Not enough about my customers & prospects, or their customers, prospects, suppliers, partners and competitors. I don't know enough about the objectives, strategies, requirements, problems or people of any of those groups. I don't even know enough about how my own products and services - either alone or combined with other products and services - can address the issues of my customers and prospects. Eeesssssshhhhh... (Guess what? You're in the same boat!)

Why I Ask
A Marketing Mistake to Stop Making

How This Critical Success Factor, A Laser Focus Attitude Required To Win Increase Sales
Critical success factors are present in every business from securing new clients to keeping fixed costs low. However, this one critical success factor, a laser focus attitude, is missing from many businesses.

To Increase Sales You Must Separate The What from the How
Sales professionals are asked at least once if not 10 times a day, What do you do? Unfortunately, far too many share the how and not the what. Are you one of them?

Sales Success Can Be Just as Simple as the Words You Think, Speak or Wirte
Have you ever linked your sales success to the words you use. Maybe now is the time to consider this potential obstacle.

10 Summer or Anytime Quick Sales Coaching Tips
With spring just passing and summer now here, the cold winter months are now a distant memory for some and there is new energy. These 10 summer sales coaching tips may help you secure your goal to increase sales.

Win More Sales Using An Effective Sales Approach that Includes Small Steps and Giant Leaps
What is your sales approach? Is it effective meaning are you doing things right? Maybe the words of Astronaut Neil Armstrong when he was the first man to walk on the moon have far more meaning to you as a sales professional that you realize?

Is Your Sales Message Is Sending the Wrong Message?
Successful selling is all about sending the right message. Are you making this mistake?

How By Answering These Three Questions Can Dramatically Improve Sales Training
If you only had 3 questions to answer to improve sales training. what would they be?

How the One to Three Speaking Ratio Can Dramatically Increase Sales
Slowing down is critical within the sales process. This slow down should also be reflected of how fast you speak. Possibly using this ratio can help you increase sales.

The Solopreneur's Bill of Rights
The Solopreneur (one-person business such as a consultant) is a breed within a breed. Fiercely independent, unconventional, non-traditional, and growing in numbers due to the economy and production-enhancing technology, we're a huge presence in the small business arena.

Prospect Bank Account
Does your prospect bank account have insufficient funds or are you solidly in the black? Learn how a healthy prospect bank account works in your favor and why you need ample opportunity on the go all the time!

The 4 Buckets for Sales Training that Deliver a Positive Return on Investment
Is your sales training not delivering the results you expected or more importantly need? Maybe you are placing too much of your efforts in only two of the four buckets necessary to deliver a positive return on investment

Learning Required to Grow Your Business If You Wish to Increase Sales
Are you learning enough to increase sales? For some, knowledge deficit may be the obstacle to business success.

How to Take the Brrr out of Cold Calling
Is cold calling giving you the shivers? Maybe sharing of this experience may help you better understand how to take the Brr out of cold calling as you continue with your business building activities to increase sales.

How to Increase Sales With Questions That Seek Greater Clarity to Gain Greater Specificity
Do you every ask dumb questions to move the sales process forward? If not, maybe this article may show you how dumb questions should be part of your sales skills and sales toolbox.

How to Improve Sales Training Programs with this One Word
Why are good sales training programs still being used when the results are questionable at best? Possibly the major obstacle is not being identified.

Sales Success Begins with Defining What You Value
What does sales success mean to you? How does your success relate to what you value?

Business Ethics and Values Are Not Here One Day and Gone the Next
Do you ever feel that ethical behaviors in business are here today and gone tomorrow? Read how you can truly be ethical and thereby stand out, not in, the crowded marketplace.

How I Don’t Know Can Increase Sales & Build Customer Loyalty
Are you afraid of the I do not know response to a customer’s question. Have you ever considered this an opportunity to build a loyal customer and not a threat to your sales ego?

How Playing Chinese Telephone Is Costing You Sales
Is your sales team engaged in playing Chinese Telephone? Read how this childhood game may be costing you sales.

Sales Success Begins with Defining What You Value To Better Understand What Motivates You
What motivates you each day to increase sales? Have you ever considered what motivate you is what you value?

Simply Speaking Increase Sales By Remembering Qualified Sales Leads Are a Two-Way Street
Do you belong to a formal networking group? Not getting enough referrals? Possibly the answer is that you are traveling a way one street.

How A Doubting Thomas Affects Your Ability to Increase Sales
With the sales process for many now involving more than one decision maker, this increases the odds for dealing with the “doubting Thomas.” Invariably one of those involved has not been totally convinced that you have earned the sale.

Does Your Sales Training Program Fail or Pass the Simple Rope Test?
Many sales training program fail the simple rope test. Maybe this is because the simple rope test is just so simple that it continues to be ignored.

Does Your Sales Training Program Pass or Fail the Rope Test?
Never head of the rope test? Then you might find this article of interest.

Simply Speaking, Why Many Sales Training Programs Do Not Work
Have you found redoing your sales training? Well, you are probably not alone. Learn why this is happening to your business.

Is Your Sales Training Demonstrating 20/80 or 80/20?
Where are you putting your sales training efforts and what are the positive, measurable results from those actions? Are they 20/80 or 80/20?

Top 7 Mistakes Why Article Marketing Fails To Increase Sales
Are you engaged in article marketing to increase sales? Not getting the results that you want or need? Maybe one of these reasons is the answer to your current sales problem?

Dramatically Increase Sales: Stop the Talk, Learn How to Begin to Ask the Right Questions
To quote a dear friend, sales coach and colleague, if you are telling you ain’t selling. Of course a lot of sales professionals profess to know the right questions to ask, but do they?

Increase Sales By Being One of the Few and Not One of the Many
Do you truly want to increase sales? Many say they want to achieve their sales targets, but the evidence is contrary to their actual behaviors. Learn how a recent challenge demonstrates how few truly want sales success.

How Sales Training Forgets This Essential Sales Tool
How well have you trained your sales staff? Possibly, you may have missed this one essential sales skill?

How Exploration is Part of the Sales Process
Is exploration part of your sales approach? If not, you may need to reconsider if you wish to increase sales

How Failing Business Etiquette #101 May Be Your First Obstacle to Increase Sales
If you want to increase sales, then are you demonstrating the right business etiquette? Possibly, you are failing one of these every day behaviors and this maybe why you are still achieving your sales goals?

Two Must Have Tools To Dramatically Increase Sales
Imagine for a moment, as a sales professional, you are allowed only 2 tools to begin to increase sales. What would be your first two choices?

Winning in Prospecting to Increase Sales
Prospecting in business is a word that elicits feelings of joy to dread. After all, many small business owners to sales professionals content that prospecting is hard work. For some, they strike more veins of Fool's Gold are hit than the real gold. So if the rewards from your prospecting efforts are not where they want to be, what are you doing to change the results?

Sales Training Is Much More About Great Attitudes than Superior Sales Skills
Do you believe great sales is about having the best sales skills or sales attitudes? Read why Attitudes are the foundation for great sales.

Are You Ill from the Ain't It Awful Sales Virus?
Are you having a challenge to increase sales? Maybe part of the reason is that you have been infected with this terrible various of AIA. Curious? Read on

Bad Business Profits Are Not the Way To Increase Sales
Did you ever think some business profits could be bad? Profit is supposed to be a good thing. However, during down economic times or when businesses choose not to innovate, the proliferation of bad profits is everywhere.

Revisit the Past to Increase Future Sales
Would you like more sales now than last year? Then you may need to revisit a marketing and sales skill set that was developed during your high school days even if you never took a business course.

The Desire to Increase Sales Is Reflected In Knowing Sales and Other Critical Numbers
Do you know your sales numbers along with the number of days remaining before the end of the quarter to the end of the year? Knowing your numbers is critical because your business operates in the global economy. As each day starts, means that you have just 86,400 seconds less to achieve your goal to increase sales.

Efficient and Effective Are Partners to Increase Sales
Have you ever considered the difference between efficient and effective? Did you think that how you define these words can potentially affect your ability to increase sales?

3 Killer Business Skills -- Master These or You'll Wind Up in the Business Boneyard
You've got to learn how to network with other professionals, ask effectively for referrals and conduct consultative sales interviews with people or your business will die.

Tips for Closing Business (Part II)
Nine tips for closing business.

8 Questions to Ask Yourself in a Recession
Questions to ask yourself in a recession.

Listen to What Your Prospect is Saying to You
Occasionally, you will come across a prospect who asks questions or offers objections that you have never before encountered, so you don’t have an ideal way to deal with them. Even so, you need to respond to your prospect appropriately. If you ignore their questions or statements, you will end up with a prospect who is seriously annoyed.

Cold Calling: A Prep Pep Talk
A prep pep talk: Eight things to keep in mind before begining to call your prospects.

The Four Biggest Blocks I’ve Seen Clients Encounter
Selling is a communication skill. And like any communication skill, it can be learned and improved upon. If there are people having success in your chosen field, there is no reason that you cannot have the same success. Educate yourself. Read books, attend teleseminars or live seminars, talk to colleagues, hire a coach do whatever it takes to gain the skills that you need to be successful.

Filling the Sales Pipeline?
The bottom line is that if you want to be able to sell consistently, if you want to have those million dollar and beyond sales careers, if you want to avoid major frustration and wheel spinning, blanketing the earth with emails, voice mails or even phone calls is not the answer.

Beliefs Actions Results
What separates the people who are amazingly successful from those who struggle? Why is one person able to start a business or begin a new job in sales and succeed, while others with similar qualifications and abilities fail?

Is Your Networking Not Working?
Learn the 5 principles for effective networking that builds business and drives revenues.

High-Level Decision Makers
HLDM. What is it? A new drug to counteract high cholesterol? The latest high definition, plasma TV technology? Not at all. HLDM stands for High-Level Decision Makers. And contacting HLDMs can improve sales performance probably more than any another selling tactic.

Spring up your selling skills to improve your business!
Do you sell solutions or products and services? There is a big difference between the two. Most people today only want to deal with sales people if they can provide solutions to their problems or opportunities to improve sales, operations and lower costs.

How to Use Twitter for Business
These days, marketing your business means thinking outside of the box. Just thinking that you are going to get the same results by doing the same things you’ve always done is going to allow your competitors to get ahead.

Focus Your Sales Process on Your Sales Behaviors and Sales Skills, Not Your Prospect’s Behaviors
Would you agree that most sales processes be them 3 step, 5 step, 7 step or even 12 step focus on the prospect or what I prefer to call the potential customer? Given that everybody is focusing on the potential customer and that probably 50% to 80% of all sales targets and goals are not met, would that not suggest a different focus is required?

Recruiting Top Sales Pros is now HARDER, not easier
Businesses need to take a step back and consider all the factors before embarking on a course of action. What might seem obvious at first rarely is. Top 5% sales performers can deliver huge ROI. A little investment in one now could be one of the very best ways of combating the downturn

5 Sales Tips to Maximize Oceans of Opportunities and Leave the Sales Seas of Doom and Gloom
Are you tired of all of this doom and gloom? Here are 5 quick tips to help you begin to see the oceans of opportunities available as you continue to increase sales.

How to handle the top 10 SME Sales Objections - Part II

Part I discussed the three main types of sales objections. This part will highlight the 10 most common objections, and how to handle them to close the sale. The most important thing through out the sales cycle, that you can do, is to ensure that your customer appreciates the value of your offering. Most if not all of the 10 Objections can be avoided by continual qualification and value verification. “What benefit, in addition to those that we have discussed will that bring?”

How to handle the top 10 SME Sales Objections - Part I

A Sale is considered closed when the buyer and seller reach agreement on terms for the buyer to take ownership of a product or service. To get to this stage, the seller normally has to “close” the sale, by asking the buyer for their business. This is where the buyer raises “objections”. Objections generally fall into three main types. This article will explore the types of objection, how they arise and how to overcome and avoid them. Part II will then discuss the 10 most common objections, and how to handle them to close the sale. You must get the customer to reiterate the value that they are getting first and foremost.

Write Proposals that Win Business
The Magic Formula of Success.

The Power of Visualization
All performance begins in the mind, and the mental aspects of performance are just as important as the physical ones. To improve our performance, it has to be embedded into our subconscious mind. It must become a part of who we are as a person mentally before it can emerge into our physical reality.

Analyze Your Sales Performance
Many people are taking action, but they have an ineffective strategy for achievement. They are running east looking for the sunset. The top sales professionals are taking consistent action, and they are constantly monitoring and analyzing their performance.

Win More Sales By Better Qualifying Your Potential Customers Also Known As Prospects
Even in the best of times, sales professionals need to qualify their potential customers (a.k.a. prospects). When times are less than positive, this sales skill set is even more necessary. However, due to some in sales feeling desperate, they are investing their one resource that cannot be replenished, that being time.

How Being a Professional In Sales Will Directly Increase Sales
Is it just me or are a lot of sales professionals missing opportunities to increase sales because of their lack of professionalism? This thought occurred to me during a recent presentation at a business networking event and small business trade show exposition.

How Sales Professionals Forget That Sales Are Personal Yet Cannot Be Personal
Do you want to increase sales? Have you tried various marketing techniques from direct mail to cold calling to referrals? Yet, your sales are not where they need to be are they? Why not? Have you considered that the thoughts you have might be keeping your from sales success? Let me explain.

Are You Missing These Sales Rejection Signs on the Path to Increase Sales?
Do you fail to recognize the sales rejection signs that keep you from your goal to increase sales? Learn what some of these signs are.

How Sales Is More About Playing the Odds Than You Might Think
Are you one in 10 or one in nine? Will you change your behaviors when confronted with facts, fear or force? What are you willing to do to increase sales?

Sales Training Courses that Bring Lead Generations to Life
Sales training can turn your stale sales force into lead generation experts. Developing leads in today's challenging business economy is harder than ever, but it is no excuse for becoming lackadaisical in generating leads. Advanced sales training courses can reinvigorate your sales team to generate new sales leads at an unprecedented rate for your team.

Two Amazingly Simple Actions to Increase Sales
Probably, the least used action within the sales skills of most sales people are these two. Even with all the articles, the books on improving sales expertise, far too many sales professional fail to master these two critical sales skills. Interested, read on.

Is Your Weapon of Choice an Elephant Gun or a Fly Swatter to Increase Sales?
Sales professionals are very much like hunters in that they are seeking a quarry (customer). By bringing down their victim, they receive a prize that being a sale. In many cases these salespeople select the wrong weapon because their focus is not prey, but on the prize.

Service Professionals Can Increase Sales By Swapping the Elephant Gun for the Fly Swatter

How many times do salespeople especially those involved in services attempt to sell an elephant gun for a solution with the fly swatter would work perfectly fine? Too often in the quest to increase sales, companies forget about the needs of the customer and focus on their own immediate needs – filling their pocketbooks. What happens is the shotgun or what I prefer to call it the elephant gun to kill the fly approach.

Sales Training for the B2B Sales Team
Sales training for B2B sales professionals can streamline sales activity to allow your B2B sales reps more time to invest in profitable, revenue-producing leads. Sales training for a B2B sales team will also provide your team with the skills they need to successfully present themselves and your company to complex prospects.

Leverage Your Business Lunches To Maximize Your Sales Results
Do you need to meet potential customers (a.k.a. prospects), potential qualified clients, colleagues, current customers, vendors, or strategic partners for lunch? Is your goal to get in and out? As a sales professional, do you arrive a little earlier or a little late to avoid the noon hour rush? Have you ever considered that this might be negatively affecting your sales results?

How the Choices You Make Will Determine Your Sales Results
Norman Vincent Peale once wrote: Change Your Thoughts, Change Your World. Your choices come from those thoughts. In sales, have you ever consider the impact of those choices as to your sales results?

More Sales Means Less Confusion
Have you ever considered that more means less in sales? This is especially true in sales. Learn how you can even win more sales and have a less lot of confusion.

Build Value Not Discount To Avoid Becoming A Commodity in Your Industry During Good or Bad Times
Many sales professionals to small business owners to C Level executives believe that by discounting their products or service during good or bad times that they can increase sales and maintain customer loyalty. However, what these folks are really doing is just the opposite because they have turned their products and services into a commodity.

Win More Sales by Sharing Instead of Selling
Sales professionals need to sell their products and services in order to earn a living. However, in today’s global driven marketplace, selling is a challenge because of the Internet to the current economy to all those negative belief about pushy sales folks. So what is a poor sales professional supposed to do?

How to Hit the Grand Slam Increase Sales Win More Clients and Reduce Costs
Sales or selling can be compared to baseball. You have hits, foul balls, butts, home runs and grand slams. What would happen to your bottom line if you could score more grand slams by improving the sales skills of your sales team? You would increase sales, win more client and reduce costs. Then read how you may achieve this sales goal.

How to Shift From Fat & Nice to Lean & Mean to Increase Sales
Have you ever considered that maybe one of the reasons for your less that stellar sales is because you are just too fat and nice? Read how by being lazy to not having enforced accountability, you may be your own worst enemy.

Increase Sales By No Longer Being the Toad in the Road
If you could be anything but a salesperson and still increase sales, would that be of interest to you? Read how you may need to change your focus from your weaknesses by truly leveraging your talents.

Education Based Marketing the New Sales Paradigm for Relationship Selling
Are you engaged in the old paradigm of sales based marketing? Have you heard of education based marketing? If you believe in relationship selling and wish to increase sale, then you may need to change your sales paradigm.

Leave the Island of Ain’t It Awful to Increase Sales
Are you stranded on the Island of Ain’t It Awful and do not know it? Read how by leaving this island you can quickly increase sales

Win More Sales By Losing The Chains of Spiel and Commonality
Are you chained to your sales spiel? Do your marketing and sales messages weigh down potential qualified customers (qualified prospects) with your rhetoric or commonality links? Learn how to lose these chains and win more sales.

Close the Funnel, Open the Tunnel to Win More Sales
Do you think of your leads as going into a funnel? Now is the time to switch that paradigm an embrace the 21st century strategy of a tunnel that works with relationship selling and education based marketing far better.

Education Based Marketing A Case Study Where $50 Delivers $5,000 Sale and a Free Lunch
The tried and accepted sales rule is never give anything way for free. In today’s global market place, this rule is now defunct, irrevelant, kaput! Read this case study and learn how $50 turned into a hundred fold.

Invest a Little More Time and Easily Win More Sales
Time is a precious commodity especially to those in sales. There never is enough time to return phone calls, answer emails and complete all those proposals. Yet, this week I realized how many sales opportunities are lost when sales professionals fail to invest just a little more time.

Increase Sales Simply By Raising Your Own Bar
One of my favorite quotes is To go where you have never been before demands that you do what you have never done before. In sales, this is very true because highly productive and successful sales professionals are always pushing the envelope or the bar to reach beyond their comfort zones to achieve their continuous goal to increase sales.

Do You Have the 3-A’s in Sales Behaviors to Secure Today’s Competitive Advantage?
From our earliest education experience, we look to securing A’s. Having an A demonstrates proficiency within that discipline. In sales, there are also A’s, but of a different type. Learn what these A’s are and how you can secure the competitive advantage while simultaneously realizing your goal to increase sales.

Every Time Without Fail Focus Trumps Intention To Increase Sales
Much is written about intention. Yet, is intention that powerful when it comes to the goal to increase sales?

Forming a Successful Sales Team

Perhaps the greatest change in organizations today is the shift from independence to interdependence, from individual efforts to teaming. Teamwork is having a profound impact on selling. Many companies today leverage the synergy of teams by sending two or three team members to sell an account. This is especially true when accounts represent significant revenue or when the team will be cross-selling various products. If you're thinking about bringing in a selling partner, or if a sales team is about to be formed, consider these ideas when setting up the team:

Increase Sales By Adopting Superman Or Superwoman Sales Beliefs

Faster than a speeding bullet, more powerful than a locomotive, able to leap tall buildings in a single bound are the some of the visual images that we have around superman or superwoman. To have super human strengths is something that most individuals want especially in sales when it seems that only super human actions will move those qualified potential customers off the dime. So what is a non superman or superwoman sales professional supposed to do?

Using Total Rewards to Motivate Sales Professionals During Uncertain Economic Times
Confused on what to do in an unsure economy with your sales professionals? Need new ideas to help motivate and retain the best performers? This article will help spark some fresh thoughts for your compensation packages.

Win More Sales By Losing Someday Beliefs
If you are in sales, you may have had this thought: Someday I will do…. Exactly when did someday become an actual day of the week. Have you considered that this one belief is keeping you from your goal to win more sales.

How Customers’ Needs Increase Sales
One would think that any sales professionals know that the customers’ needs increase sales. However, actual sales experiences do not support that belief.

Win More Sales By Thinking Like a NFL Team
Yes, winning in sales and in sports obviously have a lot in common. However, a recent statistic may provide even greater insight in that you may need to start thinking like a NFL team.

How Successful Sales Conversions and Article Writing Share One Common and Critical Characteristic

Successful sales conversions is the goal of any sales professionals. Converting all those calls to meetings is how to increase sales and put more dollars into the piggy bank. For many sales professionals, they are also engaged in article writing either as authors or as readers. A recent statistic revealed how successful sales conversions and article writing share an essential and critical characteristic.

How You May Be Pushing Too Hard To Increase Sales Results
Did you ever believe that sales and farming have a lot in common? A story about a well-quoted 19th century American essayist may help you understand a better way to increase sales.

Top 7 Pitfalls That Keep Sales Professionals from Their Goals to Increase Sales
Most individuals are involved in selling whether it is selling learning to selling an idea. However a few are compensated for their sales efforts because they sell products or services. Far more sales professional could dramatically increase sales if they would change their behaviors (sales skills) by avoiding these top 7 reasons for sales failure.

First Sell What the Customer Wants; Not What You Want to Win More Sales
Keeping the sales tunnel or what others call funnel full is a never ending challenge. Yet, many sales professionals still attempt to sell what they want to the customer and fail to sell what the customer wants. This behavior ends up making the sales professional work harder and not smarter not to mention upsetting many potentially qualified customers.

Why Most Coaches Are The Gray Suits in the Sea of Sameness
Google the word executive coach and you will find a plethora of websites. Given that executive coaching is still a growing industry, one would think that these coaches would have more business than they could handle. However this is far from the truth. So what is the real problem? If you are interested, read on.

Out With the Old and In With the New To Increase Sales
The beginning of a New Year is a great time for change especially if your sales are stuck in a rut. Maybe the down economy has affected your ability to increase sales? Possibly, the Internet is playing havoc on sales revenue? Now is the best time to throw out the old traditional sales based marketing and embrace education based marketing.

Yes You Can Win More Sales By Breaking This Rule
Many sales professionals from their sales training have been taught this rule: Do not give anything away! You must be paid for your sales skills, your advice, your knowledge, your products or services. Guess what? Today you can break this rule and get paid even more. Interested? Then read on.

Dramatically Increase Sales Conversion Rate Using Education Based Marketing
Is your sales conversion rate acceptable? Would you like to work smarter not harder? Then consider education based marketing instead of the traditional sales based marketing and realize your goal to increase sales.

Great Salesmanship Combined with Great Authorship Will Increase Sales Results
Great salesmanship goes beyond having sales great presentation and sales skills. Sales professionals who are at the top are also sharing their knowledge by being authors. When salesmanship meets authorship, this combination multiplies sales results because you are engaged in education based marketing.

Education Based Marketing Can Increase Sales Results
Are you like all those other gray suits selling your products or services? Why not change your sales strategy and become the Red Suit in the Sea of Gray Suits through Education Based Marketing.

In Sales, Decision Making Has Implications
How do you make sales decisions? Did you ever think of the implication of those decisions? This article explores the potential implications of those critical to not so critical decisions you make as you continue on your goal to increase sales.

Increase Sales by Demonstrating an I Love to Meet Strangers Sales Skill 24/7
Meeting and greeting strangers is part of business. If your goal is to increase sales, learn how you may be one out of three who are uncomfortable using this sales skill and what you can do about it.

Increase Sales By Just Eating More Frogs
Have you ever considered that you could increase sales by just eating more frogs? Learn how you can do just that.

Some sales managers are Idiots
Sales Managers don't learn from the success of others. Probably laziness is the reason because we all know what they should do.

How Crunching Key Sales Numbers Will Increase Sales & Help You Sell Smarter not Harder
In sales, it is the simple actions that generate the greatest results. If your desire is to increase sales, then take some time to crunch your key sales numbers. Taking this action allows you to work smarter not harder. So what are those key sales number?

How to Increase Sales Using a Goal Achievement Mentality Instead of a Goal Setting One
Many sales professionals set a lot of sales goals from daily to weekly to monthly to quarterly to yearly. Yet many businesses still have faltering to less than stellar sales. So what is the reason for this gap between desires or wants and actual results?

Sales Training – Top 35 Sales Tips Mostly for Introvert and Shy Salespeople
Whether it’s products, services or ideas, selling goes on everyday of the year by almost everyone. But what are the top 35 sales ideas that professional salespeople can apply the last 35 days of the year?

How to Become the A Plus Professional Salesperson Who Wins More Sales
Would you like to be the A plus professional salesperson in your organization that wins more sales? What does that mean for you? More money? More recognition? Greater peace of mind? So what do you need to do to become that person?

You Can Win More Sales by Accepting & Working with Change Than Denying It
Change is part of sales both in hard cold cash and learning to adapt. So how good are at accepting change to win more sales?

The Subtleties of Selling Services and How to Recognize Them
My company has the opportunity to work with a number of outstanding sales professionals who are excellent at selling products. They understand the sales process and excel at getting customers to buy specific products and solutions. Many companies hire these superstars thinking they will help their services business skyrocket at the same pace the product sales would.

How to Win More Sales by Not Being Like Everyone Else
Everyone wants more sales. Yet, some sales professionals appear to be living Aesop’s fable of the Donkey and the Grasshoppers in their quest to increase sales.

How to Win More Sales Is by Knowing Where to Find the Best Help
Do you know where to find the best help to increase sales. Maybe it is time to learn rethink current actions to determine how to win more sales?

Increase Sales By Dropping the Excuses, Now!
Are you sales not where you want them to be? Are you finding yourself making reasons why sales are down? Have you considered those reasons are really excuses in disguise?

How to Win More Sales in the Business Race to Be Number One
Do you want to know how to win more sales? Then possibly a trip back to an old fable may show you that path.

It Takes G.R.I.T. to Win More Sales
Remember the movie, True Grit? John Wayne played an over the hill U.S. Marshal who in spite of some character flaws displayed “grit.” Many professional sales people sometimes feel over the hill especially during difficult economic times. What would happen if you had some of that grit of U.S. Marshall Rooster Cogburn?

Increase Sales by Surveying Your Customers Current and Future Needs
Do you know what your customers’ current and future needs really are? Possibly, you are just meeting their existing needs, but have not taken the time to survey future needs. By not truly knowing your customer needs, how much business are you leaving on the table?

Increase Sales by Removing the Boulders on the Sales Path to Your Front Door
Are you easy to do business with? Are you creating obstacles that prevent your customers from reaching you? Does it not make sense to make the sales path as smooth as possible?

Increase Sales by Demonstrating Appreciation through High Business Ethics
Are you appreciative of your loyal customers and those business interactions that increase sales? Do your customers know that you are appreciative? If you answered yes to the second question, how do you know this to be true?

Increase Sales by Focusing on Qualified Prospects Who Turn into Loyal Customers
Are you tired of wasting your time prospecting for new sales? Do you find yourself meeting a lot of tire kickers? Then why not invest more time in disqualifying potential customers so that you can increase sales?

Increase Sales by Building a Comprehensive Profile for Each of Your Loyal Customers
Do you know your customers beyond the regular sales that they generate? Do you take the time to build a comprehensive profile for each of your customers? What would happen if you took such decisive action?

One Serious Sales Tool Everyone can Use to Increase Sales
No matter what business you’re in no matter what you’re selling there is one sales tool you must know how to take advantage of. That tool is networking. The problem is far too many business owners, entrepreneurs, and even sales professionals treat it like a social event rather than the serious sales tool it should be.

Increase Sales By Harvesting Instead of Farming
Are you a sales professional who harvests or one who continues to farm all with the goal to increase sales? What makes more sense?

Increase Sales By Discovering the Facts, Just the Facts
The ongoing quest of "How to increase sales" is never ending since mankind first began peddling his or her products or services. To realize this goal to increase sales must include the sales skill of fact finding or in simpler terms – research.

What Is In Your Wallet?
A very popular commercial asks the following question: What’s in your wallet? The answer for many in business might be a driver’s license, some money, an insurance card, treasured photographs of family and friends, credit cards and even association membership cards. Yet, are they missing the most important item that can immediately increase sales?

Increase Sales By Energizing Your Message
You can’t bore someone into doing business with you were the words uttered by David Ogilvy, advertising giant and direct marketing advocate. So the question is how is your message creating energy?

Think of Others First If You Want to Increase Sales
Is sales about you or the other guy? Many will say the other guy, but their behaviors are all about them. Read why thinking of others first will increase sales.

Keep Your Word, Be Reliable, if You Want to Achieve the Goal of How to Increase Sales
Do you know what makes your customers buy from you? Do you think it is your price or maybe your extensive product line? You may be surprised by the answer.

Sales Help Through the Six Universal Funnel Laws for Businesses
If you, as a small business, entrepreneur or sales, believe in What’s Goes Up, Must Come Down, then why not apply similar principles to your daily business actions? Using the Six Universal Funnel Laws for Businesses, should help you quickly double your results because what goes in, must come out.

Increase Sales Through That Third Contact and Beyond
Did you know that 25% of sales people make a second contact and then stop! Are you one of those sales professionals who gives up after the second and does not make a third effort to connect with that desirable prospect?

Postcards and Stamps Are Far Cheaper Than Gas
With the continual spiraling prices at the fuel pumps, those involved in the goals to increase sales and business building are making some hard decisions. Is deciding between a stamp and a gallon of gas a hard choice? So why not use more stamps and less gas if your goal is to increase sales?

Are You Suffering From Sales Rage?
The slowing of the economy coupled with a now official bear market has many in business and especially in sales feeling these affects. Possibly, your frustration or rage may be showing?

Are Your Sales Lagging Because You Are Failing to Ask for the Business?
Do you want to increase sales? Then possibly, you may need to do a lot more asking.

Management's Guide to the Top 10 Differences Between Sales Winners and Losers
In this article, I'll ask you to rate each of your salespeople in the 10 areas that differentiate sales winners and sales losers to determine how close you are to having an overachieving sales force...

Prospecting with a Plan
A good pool of prospects is one of the keys to a successful selling career. Knowing how to prospect effectively keeps a career vital, and is truly the lifeblood of sales. Yet, so many sales professionals overlook the crucial element of having a prospecting plan. With a plan to follow, you can measure your efforts and results.

World's BEST Golfers Use Coaches, and So Should You
The world’s best golfer, Tiger Woods, uses various coaches to continuously improve every aspect of his game. That’s right, Tiger has coaches to help him with his golf swing, short game, mental approach, and strength training. Not one coach, several coaches.

Increase Sales by Becoming the Maytag Repairman of Your Niche Market
Have you ever considered that being the Maytag Repairman in sales is potentially a good thing? Learn why you may want to adopt this philosophy.

Selling to the Old Brain – Three Ways to Increase Sales Results
Many salespeople have heard the phrase that selling is an art and a science. This phrase is moving beyond a cliché with research results from the world of neuroscience. The profession of sales is changing and sales professionals that desire a true competitive advantage know and apply the neuroscience behind how and why prospects make buying decisions. Astute salespeople sell to the old brain...

Poor Ethics Reflect Poor Business Professionalism & Potentially Poor Business Results
Have you ever considered that not returning a phone call could be a reflection of your own personal business ethics? And possibly the lack of ethics is contributing to your poor business results? Learn what dead horses and business values have in common.

Listening Beyond Words
Active listening is a powerful way of listening and responding to customers that improves mutual understanding. It is the foundation of effective communication and demonstrates real respect.

Neat Appearance in Sales and Management

You see, if you stand out people will notice you. If people are noticing you among the thousands in the crowd you never know when an opportunity will come your way that will enhance your life. How many times have you left your house just to run up to 7/11 or something and you’re hoping no one sees you? Well, we all know what happens. Of course, the one person you never wanted to see you in that condition pops up out of nowhere!

How to Ovewrite Your Mental Files
5 ways to change self-limiting thinking.

A Successful Sales Model: The Key to Franchisee Success

With many individuals transitioning from corporate America to entrepreneurial ventures, it is no surprise that new franchised businesses are springing up everywhere. Many franchise owners are attracted to entrepreneurship because they like what the franchise business concept represents. However, while they come to their role as a believer of the concept they buy into they do not necessarily have the skills they need to sell themselves and their services — the skills that are needed to keep the business alive.

Hiring the Ideal High Value Sales Person Opportunity No 2

More and more companies have invested in higher value products, services, or solutions, which are especially relevant when the economy slows. And yet many sales people, and their managers, are unable to adapt to this new model. So to help some of our customers seize this opportunity to recruit and train to this model, we conducted a number of surveys in order to define some of the key qualities that needed to be found to improve the recruiting of this breed of sales person. This article outlines both the survey methodoloy and the highlights of our findings.

Attack Yourself
You just closed the biggest deal of your career, you blew away your quota, you made the president’s club, you were named sales rep of the year. You just crossed the finish line first . You raised your hands, pumped your fists, and celebrated. You are a winner!

Are we truly listening to our clients?
Top sales professionals have mastered the aret of qualifying their clients. It is through this process that they can quickly determine need and close the sale or move on. Your client has all of the information you need to close. The question is, Will you be listening?

The Sales Professional Is the Sale
In B-2-B sales the calibre of the salesperson, is the single most important factor in determining whether a client buys from your company or not.

Lead Capture Pages for Network Marketing
Lead Capture Pages? What are they? Which Lead Capture System Should I Use? What Happens With Your Leads?

Five Questions to Evaluate Employee Engagement
When I think of employee engagement, I think about organizational commitment, empowerment, communication, and results! I think about employees who strive to "be the brand!" The following is a list of five questions to evaluate employee engagement.

The Sales Pipeline
Maintaining a healthy sales pipeline is the key to consistent and predictable sales performance. Everybody feels better when there are enough qualified opportunities "in the works" to forecast strong sales in the future. The best way to ensure an increase in future revenue is to focus on building your sales pipeline today.

Selling Through the Tough Times
In this tips-oriented piece, Rick Davis, president of Strategic Sales in the Building Industry, explains how to rise to the situation and sell through tough times.

The Importance of Being Earnest
How important are expectations to your professional success?

Help, I Don't Want to be a Salesperson
When you hear the word "salesperson" do you cringe? But you realize if you don't learn how to sell you'll be out of business.

Are You Tracking for Increased Sales?
How you track your sales funnel and sales cycle can significantly impact your sales success. All too often the way you track is complicated and cumbersome when a simple system would be more efficient and effective.

Shooting Fish in a Barrel
“How many salespeople are sitting around waiting for someone to call? How many are still hawking the same old products with the same old lines? How many are looking to the same, rather than developing new customers? How many believe they don’t need sales training?”

An open letter to my competition
A letter from the aggressive seller in the market, who is taking your customer’s away from you.

All ya need is Attitude and Ownership to have selling success
This is what separates the successful from all the others

Top 10 reasons for NOT providing sales training and education
When does a sales professional no longer need sales training? When they quit breathing!!

30 Seconds can make you a lot of Dollars
A 30 second follow-up call increases sales 20% to 40% for the top sales producers

Ya But will make you a lot of money

Every sales person hears it all the time.  Your price is higher than (so and so’s)  I did not think it would cost that much.  I like it but I do not think it is worth that much. And when sales people hear anything negative about their price they either lower the price (which of course is the worst thing in the world they can do) or they lose the sale. You do not have to. All you need to do is use the "Ya But" close.

Don't Make The Cutback Mistake
Things to do when your market is slow to increase your sales and profits.

What Makes a Great Salesperson
Here's what you'll need to become a great salesperson. (Hint: Your manager needs to help!)

Get Rid of Half Your Sales Force - Now!©
Most sales people spend the majority of their time in customer service. Most companies want to grow the customer base. This is a conflict that management needs to address in this economy.

Prospecting's 8 Simple Steps©
Prospecting is the most important selling skill. It is the only selling skill that puts you in a position to use all your other selling skills. Here is all you need to do to get Prospecting working for you.

The "Cold Call Presentations" Myth

Sales professionals, new to selling or business development, might view the opportunity to make a presentation on the spot as a positive event, especially when they learn how hard it is to set a steady stream of appointments to make their presentation. But this perceived opportunity is far from the best time to make a sales presentation, because they rarely can command a decision-maker's full attention.

The "100% Commissions Motivate" Myth

There's a good reason why over 97 percent of progressive companies and service industry firms that I've consulted, use a form of a "hungry base plus commission" compensation plan for their sales professionals, rather than employing a straight commission pay structure. The reason is simple, straight commission pay plans demotivate many more sales professionals than they motivate. Straight commissions reward a specific type of sales professional--the top three to five percent of the sales professionals in the top 20 percent bracket.

The "Video Role Playing Is Counterproductive" Myth
Many sales managers and trainers feel that video role playing sales presentations and prospecting methods is just too stressful for their sales representatives to be an effective training tool. On the other hand, in most sports, video taping of an athletes performance is a standard training procedure. Today, video tapes play a major role in an athlete's conditioning by most coaches and managers.

The You Can Tell If A New Hire Will Succeed In The First Two Months Myth
Most companies set arbitrary sales success time periods at about two and no more than three months. Big mistake!

YES! You Have To Ask For the Business
Why is that as sales professionals we will do everything short of asking for the business. We choose our prospects, we build relationships, we add value, we invest our hard earned time and money yet we don’t take that final step. All too often we don’t ask for the business.

What is their problem?
Sales professionals depend on knowing how to ask the right questions to discover the real needs of our clients. Often our clients tell us what they would like us to do, such as, "I need a solution on change management," but without telling us the ultimate result they want to achieve.

Peer 2 Peer Mentoring
While many companies look to outsource their soft skills training a few have taken the idea that excellence is closer than they first thought. Taking the lead from some of the most innovative thinkers peer 2 peer mentoring is not only cost effective but has hidden psychological advantages in-built. Take a closer look at what you may be missing right before your eyes.

The Threat of Recession and The Field Sales Professional
The threat of a recession makes the sales professional an even more important member of the corporate team. We need to Prospect more to spread the economic risk among more customers. We need to put our eggs in as many baskets as possible since we don't know how all of our customers will weather this economic downturn. Prospecting is the only skill we have to expand our business.

The Franchise Buying Rules Have Changed
It used to be that franchisors would advertise wisely, talk only with prospects that proved a high level of interest, and award the franchise to the most able. That still happens today, but the rules of the game have changed; the franchising world has entered The Intention Economy.

Street Level Marketing Can Boost Sales
Most field sales professionals don’t lack for sales skills as much as they do for marketing skills. This article shares some micro-marketing ideas to help sales reps get in front of more prospects.

Personal Branding

Personal Branding is the absolute hallmark of the top 2% of sales professionals. Most of them don’t even know that they are doing it! Personal Branding gets your phone to ring. Personal Branding separates you from all of the competition. Personal Branding puts VALUE ahead of COST. Personal Branding elevates you and thus your company/product/service in the minds of your customer. Personal Branding, quite simply, creates more sales for you!

The Secret Weapon for Sales Coaching ©
Sales managers and sales coaches are missing out on a great potential. When it comes to increasing the top line, sales skills training is not the magic bullet, it is Prospecting. This is the skill that has to precede all others. So if you are involved in sales coaching of any kind, here are some things to think about.

Field Sales Prospecting, just do it!©
Far too many field salespeople miss a great opportunity to both grow their business and reduce stress. Driving past a Prospect while in the field is a real tragedy. Field Prospecting simply requires a little practice and then it can become the single greatest asset in the field sales professional's skill base.

Closing Sales Kindly and Efficiently
Sales professionals often feel forced to step out of their comfort zone to confront and persuade prospects to come to a decision. These skills are a lot tougher to master, but not impossible. Follow this four step rule to close sales kindly and efficiently.

Sales Values

I just finished reading an excellent book about the history of Harley-Davidson motorcycles. Interestingly enough, it’s simply called “Harley-Davidson.” This is an unusual read for me since I am not a Harley owner nor do I own or even ride motorcycles. But I am interested in learning about how successful companies got their start and grew over the years, and this book was very interesting and educational, and loaded with the most beautiful pictures of motorcycles that one could imagine. At one point there was a picture of the company’s value statements.

The Changing Face of Sales

Over the past few years the sales environment has changed in a number of ways. The reasons are vast but typically relate to the changes in our society, economy, business models, technology and more. When it comes right down to the actual selling environment, there are a few distinct attributes that stand out today that didn’t seem to be as noticeable, or even a factor, just five or six years ago. The key for all sales organizations and individual sales professionals alike is to understand and adapt to these changes. Few organizations today still live through the experience of the ‘90s where prospects would actually call them and buy something without having to work hard at finding and acquiring these leads. Back then, even poor sales performance was rewarded with revenue and quota achievement, in spite of a lack of skills and hard work.

Effective Two-Way Communications...The Source of Ethical Control and Persuasion
Top sales professionals have discovered that a “two-way exchange," not a “one-way sales pitch,” is the most effective method of persuading or enticing another human being to take action.

A Favorable Juncture of Circumstances
Opportunity is a noun, a favorable juncture of circumstances. When given a sales opportunity to meet with a prospective client, use this opportunity to build trust and rapport, and in so doing, you will find you can then make the right recommendations of your products and services.

Cold Stone Creamery serves up a Triple Scoop of making Sales Effortless
Cold Stone Creamery serves up a Triple Scoop of making Sales Effortless The professional staff of teenagers who help make this national chain of Ice Cream Parlors selling system work expertly reminded this old pro of lessons too often and too easily forgotten by most selling professionals Learn these three valuable lessons to make sales close easily and the average sale amount will skyrocket!

What is Selling?
Whenever I do a workshop or teleconference, I frequently ask participants, 'What are the words that come to mind when you hear the word, 'salesperson'?' Invariably, I hear back words like, 'manipulative,' 'dishonest,' 'unethical,' and 'sleazy.'

What is Selling?
Whenever I do a workshop or teleconference, I frequently ask participants, 'What are the words that come to mind when you hear the word, 'salesperson'?' Invariably, I hear back words like, 'manipulative,' 'dishonest,' 'unethical,' and 'sleazy.'

10 Steps to Excelling at Franchise Sales
WE know that the profession of franchise sales is an honorable one...and that many franchise sales professionals are great at what they do...but let's face it...for many people the word "selling" is a mighty nasty word...and the idea of dealing with a "salesperson" is akin to having a root canal!

Sales Professionals Partner with Coaches for Extreme Results
Here's the Sales Challenge. You’re a Sales Professional in charge of sales for your organization and your revenue goals are up 20% over last year.

Sales Success Tip-You MUST Know the Answer to This Question
Asking your prospects good and timely questions is one of the most important skills you can acquire. But even more important is the question you must ask yourself.

The Credibility Factor
If you want to increase your value...increase your credibility.

NETWORKING ISNT SELLING OR IS IT
Most experts agree that networking isn't selling. The question is....are they right or wrong?

Sales Success Tip-Stop What's Not Working
We all know that the definition of insanity is "continuing to do the same things over and over and expecting a different result. Yet, many sales professionals today are doing just that. If you are not getting the results that you think you should be or the results that you aspire to, then it is time to change.

Sales Mindset vs Sales Training
Sales training and sales mindset can combine to be powerful allies in sales success.

The Captain of the Titanic Wasnt in Sales
Did you know sales success and icebergs have something in common? And no ...this article is not about cold calling!

Are you a real doctor; a PhD? ...or just a physician?
Innumerate: Unable to understand and use numbers in a calculation. No, this isn't your "new-word-of-the-day" newsletter. It's a wake-up call. Innumeracy is rapidly and relentlessly reducing the relevance of one set of professionals after another. Are sales professionals next?

Top 10 Characteristics of Successful Sales Professionals
Top 10 Characteristics of Successful Sales Professionals Success means different things to different people. But let’s look at sales professionals. What would you say are the top 10 characteristics of successful sales professionals? To a salesperson, it could be a

Recruiting Sales Professionals: Sales Recruiter Reveals Three Key Ingredients Needed to Hire Top Sales Talent
Learn how to hire top sales professionals with a few powerful strategies. Identify fundamental elements needed to elevate your sales team and capture more market share faster. Hiring outstanding sales professionals doesn't have to be a mystery, by keeping a few things in mind you can hire stronger sales talent and start generating better results today.

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