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Three Biggest Sales Challenges
In my work helping corporations improve the effectiveness of their sales forces, I consistently run into three situations that I am beginning to believe challenge most companies. Many sales people are unable to: - Determine if a sale is makeable before investing too many resources. - Stop selling and start helping their prospective customer. - Manage objections without creating a win/lose environment. While every sales situation is somewhat different there are some constants that can help every sales person be more effective dealing with these challenges.

Practical Tips for Making Prospecting a “Win-Win” Proposition
Of all the competencies associated with superior sales skill, prospecting is the weakest link. Most salespeople despise prospecting. "I'm too busy," "I don't have any prospects," "I've tried and that doesn't work" are just a few of the excuses you hear or may have said yourself. Yet effective prospecting is a vital part of successful campaigns to gain new business. Becoming a master prospector can spell the difference between being a merely competent salesperson and a stellar one. So what holds us back and how can we succeed more often? The reality is most salespeople fear prospecting because they are set up for failure.
Follow Up Fatal Flaws: Why Self-Employed Fail at this Most Basic Sales Skill
Okay, I admit it. I don’t always follow up promptly every time. And when I don’t, it ruins my whole week; I feel like a complete fool. I resolve to get better, put in a place a fail-proof, simpler follow up system and get on with my life. So here are my pitiful, real life reasons for not following up and what I am doing about them.
Are You a Leader or an Enabler?
Are you looking internally or externally to solve current business challenges....
3 Must Have Core Sales Skills
Whether you have a sales force working for you, or do all the selling yourself there are 3 core sales skills required to succeed. These skills are entirely within your control.

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.
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.
How Business Coaches Can Increase Sales By Being a Solution Provider not a Problem Identifier
Want to increase sales? Try this strategy and see your sales quickly multiply.
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.
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?
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?
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.
Managing Sales Reps with "Attitude Problems"
Their production bounces around. They can be a sales superstar in the first quarter and be a struggling performer in the second quarter. Which extreme is the real rep? It's your job to manager them, where do you start?
Holding Effective One on One Sales Coaching Sessions
Coaching sessions are the most important duty of a sales manager. How you go about delivering a coaching session will define your leadership. Get your mind right! Are you there to help, or are you there to catch someone doing something wrong? Remember "Cool Hand Luke"? Boss: Sorry, Luke. I'm just doing my job. You gotta appreciate that. Luke: Nah - calling it your job don't make it right, Boss.

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.

Sales Training for the Fiery Edge on your Competitors
Your company’s rival could be investing in sales training for their sales staff while your sales staff sits complacently at their office desks, perhaps reaching sales goals but never exceeding them. Not investing in sales training gives your competitors another edge that maybe you can’t afford to lose.

Top 7 Ways to Increase Sales Regardless of the Economy
Has the economy put your sales into a tailspin? Here are 7 ways to reverse those dismal sales and put more dollars into your bank account.
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.
Taking Current Customers For Granted Is Something Your Business Cannot Afford
With the down turn in the economy, many businesses are actively seeking new customers by offering special pricing, extended terms, anything that may get new customers off the dime. However, these actions may be ticking off current and potentially loyal customers.
3 Simple Steps to Using Email as a Sales Tool
E-mailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option, so the ability to craft effective e-mails is now a very necessary sales skill.
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.
How to Increase Sales Starts with Embracing a Just Another 10% Belief
Is 10% very much? Learn how 10% can dramatically increase sales.
How to Better Qualify Prospects to Increase Sales
Are you wasting a lot of time with tire kickers? Or have you thought that you truly did do your due diligence only to discover you missed something? Learn what actions you need to take to increase sales because you now know how to better qualify your prospects.

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?
Top 7 Sales Skills to Increase Sales in 2009 Regardless of the Economy
Being a top sales producer extends beyond your technical sales skills into your personal or self leadership skills. You must have knowledge of the results from your marketing and selling actions along with incredible self leadership skills. These seven sales skills can potentially deliver far more results than any technical selling skill such as fact finding to closing.

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.
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.

Increase Sales by Selling Sustainable Solutions that Deliver Measurable Results instead of Benefits
Are you still selling benefits? Do you want to increase sales? Then consider selling sustainable solutions that deliver measurable sales results.
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.

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?

Other sales skill Related Articles

A Comprehensive Approach to Sales Skill Training
Sales skill training is only as good as: The tools are workable; and The training methods are effective. What should you be looking for when seeking sales skill training?

Why Great Sales Skills Ain't Enough
Selling is an essential skill in business. But even the most highly skilled salesperson is not guaranteed to get fantastic sales results. That’s because there is more to being successful in sales than just having great sales skills.
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.

The Paradox of Sales Training
Companies spend a lot of time and money in providing sales skills training. However, they skip the most important sales skill - Prospecting. The only skill that puts a sales person in a position to use all their other sales skills. Yet Prospecting training is easy, inexpensive, and requires very little time. The best ROI for your sales training dollar!!!

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 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?
Learn Copy Writing - It will make a Huge difference in your Business
Most expert copy writers charge $10 000 or more for their services, be it training or creating a sales letter. Isn't it time that you started honing in on your own skills and learn to be a better copy writer for yourself. If you can master this skill, you would be able to sell any product you wanted to, by just clicking a few buttons. It is a life skill and a must to have, especially in today's fast paced world.
The ABCs of Raising Kid “Connectors”: Five Lessons in Connecting That Will Set Your Kids Up for Success Now and in the Future
There is a very important skill that your kids probably aren’t being taught in school. In fact, it’s probably not even on your Parenting 101 radar. That skill is the ability to truly connect with others. It's a skill you must address, and one that will play a huge role in a child’s long-term success in life.
Are You a True Salels Professiona
Salesmanship is a learned skill. You can perfect that skill. Yes, it does help to have an outgoing personality, high self-esteem and an ego to become a real pro. But, these attributes alone won't make you successful. Confidence in yourself, confidence in your products and confidence in your company are also key ingredients. The only way to gain this kind of ultimate confidence and become a true sales professional is by attaining knowledge. Study your products, understand your value propositions and understand what your competitive advantage is. Success is rarely an accident. Success is generally the result of a combination of motivation, attitude, skill and knowledge. Not everybody can be a professional sales person. If you are --- you are special.

Be a Sales Professional
Being number one on your sales team just isn't that difficult. Being a "Professional" Sales person should be your primary goal. Salesmanship is a learned skill. You can perfect that skill. Yes, it does help to have an outgoing personality, high self-esteem and an ego. But, these attributes alone won't make you a Sales Professional. Confidence in yourself, confidence in your products and confidence in your company is a key ingredient. The only way to gain this kind of ultimate confidence is by attaining knowledge. Study your products, understand your value propositions and understand what your competitive advantage is.

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