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What Do They Think?
What do others think about you and your organization, and how might you impact the way they think and feel? Does it really matter? See the "Top 10" answers.
Who Really Achieves Success in Sales?
Whether you have been in sales a short time or for years, achieve a level of success that is rooted in integrity...The kind of success that cannot be matched.

The 18 Disciplines of Selling: Part 4
Part 4 of the 18 Disciplines of selling continues the discussion into the fundamental building blocks of a successful busnesserson who must understand selling skills in order to survive. Whether you like it or not you must be profcient at at least the basic and fundamental disiplines of selling. This article discusses Disciplines #7 through #11.
Unblock your Sales Genius
The secret of genius is no secret at all. It is simply a matter of developing strengths until they become extraordinary. Unless weaknesses are a threat, people can ignore them or compensate for them. Developing self-awareness and self-knowledge may be the greater challenge.

Sales Coaching Tips
If you have not been achieving your sales target, what could be the reason(s)? What can you do to avoid a "Shape Up" or "Ship Out" ultimatum?
Selling Attitude!
Selling is a people business. People buy from people, and most often, from people that they like. But what makes one sales rep more likeable than the next? Surely all, or at least most sellers try to be likeable! Attitude makes the difference.

Intent: The #1 Factor to Increase Sales Results
How does a sales manager teach intent? It's by far the most difficult sales knowledge for a sales manager to impart to their team. What makes teaching intent so difficult? It's not a verbal skill and can't be practiced; it's inside the salesperson and begins with good character and good will.

Should Social Media Replace Cold-Calling?
Has social media led to the abandonment of time-tested elements such as cold-calling & meeting face-to-face with customers or they can co-exist & be profitable.

Does Volume Make Up for Low Price?
Your ability as a salesperson is not in how much you sell, but in how much you earn for your company...Here’s how to ensure you are not only protecting profit, but also ultimately in a place to increase it!

Upgrade Your Selling Skills
Your're in trouble if you don't commit to continuous personal improvement especially if you're in sales. Read this article to see if you should upgrade you selling skills.

A Better Approach with Purchasing Departments
A positive attitude is the foundation for profitable long-term relationship with the purchasing department...Make the attitude adjustments that make a difference.

Order Takers vs. Influencers
Is it the difference between selling hard and Selling SMART?
Increase Revenue through Sales Call Coaching
Revenue per sales rep will increase when you improve their selling skills through coaching. Coaching is a process to close the gap between the current and desired performance. It is a system of sales development that allows people to learn through discovery, guided discussion and performance feedback. And it is a partnership with your sales reps to help them improve their knowledge, attitudes and skills.

Voice Mail: Friend or Foe?
While inter-office voice-mail is without doubt a time-saving wonder, many sales people have complained that automated answering systems or voice mail systems are the ultimate screens. Others, however, disagree...

Death, Taxes and the Jackass
Death, Taxes and the Jackass: 3 Things You Can Always Count On
Sales Management for C-Level Selling - 6 Steps to Make Your Sales People Better
Are your sales people as good as you think they should be? If not, here is an easy, no-costs process to make them better.
How to Put Consulting into Consultative Selling
To describe a sales approach as "consultative" doesn't really explain it. It's a broad identifier, like saying someone is religious, which doesn't say what kind of religion. Saying you are a consultative salesperson is like saying you're in the category of "solution-oriented selling" vs. the category of "fast-talking carnival hawker." But that doesn't mean you know HOW TO DO it.
Creating Your Own Sales & Marketing Guide
Sales training is important for teaching the basic selling skills, from cold calling to closing. New sales people need this training as well as seasoned veterans who forgot more than they remembered and also need to keep up with the latest selling skills since things have changed over the years. However, it is one thing to say this is how you do cold calling, for instance, and yet another to say whom you should be making those cold calls with. Sales training can’t stop at the basics. You need to expand that into “information training”, or training that also provides the vital, company-specific information your sales team needs to become more successful. This is the difference between generic sales training and customized training for your company.
Sales Wisdom
Here's a piece of sales wisdom for you. What's the one thing salespeople talk about but seldom do? Very few salespeople, have their personal and professional goals in writing.

Channel Training Trouble? Where to Look for Help
If your company sells products and services through channel partners (as opposed to selling directly to customers), you likely face a major challenge: finding ways to enhance your channels' selling skills without appearing as if your company is trying to dictate how its channel partners run their businesses.

The Importance of Sales Assumptions
Assumptions create fear and these bring about anxiety and stress. Selling professionals live in a volatile world wherein each day emulates a roller coaster ride. Why add more thrills to the experience. Assumptions will plague on creativity and success. Those selling today are professionals developing relationships to illustrate value. Value is derived from great direct conversations; never assumption. If you want to live in failure then assume, if you desire a life of success simply seek truth.

Remember, it is only the Behaviors that count!©
All the training in the world is irrelevant if it doesn't lead to new behaviors. So that is what the sales manager should focus on - behaviors.

New Selling Skills Needed in Today's Marketplace
Traiditonal sales techniques do not work in today's economic climate. Recent trends demand new selling skills which take a consultative selling approach to business development.
Eleanor Roosevelt Teaches Sales 101
Whenever I hear a prospect tell me "no" I think of Eleanor Roosevelt who once said, "Never take a "no" from someone that can't say "yes". How true... Many times the prospect that says "no" cannot say "yes" either because they aren't a decision-maker, or they are the wrong person to be speaking to in the first place. Of course the prospect never tells you they can't say "yes". So it's up to you to find out! Next time a prospect tells you "no", follow Eleanor Roosevelt's rule, and make sure that you're getting a valid "no" from the prospect you're speaking with, and not from someone that can only say "no" because they can't say "yes".

Remind Me...
How often must we remind our customers of the value we bring to the table? Is a once-per-year reminder sufficient? How about twice per year? Three times? Most people agree that, ideally, they'd like to "remind" their customers many more times each year; in fact, they say they'd like to keep a reminder of some sort in front of their customers as frequently as possible. This leads us to a few critical questions...
What Makes You Different?
What is the one thing your business or organization has that none of your competitors have? Over the past five years we have asked a great many people in all types of organizations this simple question; and while the answers initially vary, they all ultimately agree that there is only one true and sustainable differentiator...

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 Secret To Getting Prospects and Customers To Buy Your Products
Learn the secret to getting prospects and customers to buy your products and services. It's not what you think it is!
Create a Selling Culture
Everyone at your company is in sales. The person answering the phones is in charge of first impressions. The employee delivering your products has the ability to spot new opportunities and build relationships. Customer service personnel can determine whether or not you keep a client based on their handling of a complaint.
Missed Sales Forecasts: Is it the sales manager or the sales team?
It’s the second quarter of the year and revenues are running behind. Sure, it’s easy to point the finger and blame poor results on the sales team. But take an objective step back and ask the question. Is it you or your sales team that is falling short? There is an old saying, “The pace of the leader is the pace of the pack.” What kind of sales leader are you and where could you improve in order to create more sustainable and predictable revenues.

Sales Objection: “We had a bad experience with your company.”
You never want to hear this phrase from a prospect or a customer. However, if you do, here's how you handle it.
Sales Training - This is your too. Act like it.
Sales people think business plans are just for business owners. As a Professional Salesperson you need your own personal, sales business plan. Here's how to put it together.
The Plain Truth About Sales
Selling for Small Business Owners
Three Sales Myths that Derail Sales Results
In today's point and click society, the art of thinking and questioning is starting to become a thing of the past. Many people read or hear something and accept it as the truth without really questioning the validity or business case behind such information. I have found that many sales organizations believe in three myths that make no sense to me. As a result, their sales results are average at best. Here are the top three sales myths that I frequently hear. Stop, think and ask yourself if you are buying into these myths.

Ask All to Buy!
Based on Arthur "Red" Motleys famous fifteen-word definition of the selling process, this article focuses on closing sales. As you'll see, there's more to it than simply asking for the order!
The easy way to close more sales
There are two way's to close more sales the hard way and the easy way. The hard way is to improve your selling skills, this article is all about the easy way

Other selling skills Related Articles

Selling Techniques 101
Selling techniques can be improved on almost anyone. A successful selling technique is based upon three factors: winning attitudes, essential sales skills and the “people skills” upon which the sales skills are built.

Successful Sales Techniques
Sales technique can be improved on almost anyone. A successful selling technique is based upon three factors: winning attitudes, essential sales skills and the “people skills” upon which the sales skills are built.

Why Selling is so Important to Entrepreneurs and why Most Entrepreneurs Don’t embrace Selling.
Selling is one of the most important skills an Entrepreneur will ever develop. Being an entrepreneur myself I know this first hand. Even though selling is a critical skill most entrepreneurs avoid it like the plague. There is a very simple reason for this. Read on and you will discover why most people avoid sales and how to learn to love selling. When you think of a salesperson what do you think of? When I ask this question of my seminar audiences here are some of the answers I get: Manipulator, high pressure, are twisting, liar, in it for themselves, and no integrity. No wonder most people resist selling.

Prospecting it is simple only DOING counts
Prospecting may be the most important step in the selling process since it allows all the others. Without Prospecting we can't use our selling skils, order entry skills, or service skills, since we won't have anyone for whom to demonstrate them. However, most sales professionals have weak Prospecting skills. They simply need a Prospecting System. Once they have one, they are set for life.

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.

Selling Strategies for the Scared
Selling – no matter how well your business is doing – selling will always be at the core of your business success. Mastering your sales skills ensures that those hard won potential customers are quickly changed to actual customers. Here are some selling skills to help you.
Selling Skills for today’s economy
In order to succeed and meet sales targets in today’s economy sales professionals need to be equipped with the appropriate selling skills, following a proven selling system or sales process, They can no longer afford to carry on with traditional selling skills of doing dog and pony shows, feature and benefit dumps, or hit and run closes.

You don’t have to make Negotiation a part of every sale
I often get requests by sales mangers for negotiation skills training for their sales people when in fact upon further investigation their people usually need consultative selling skills training first. You cannot negotiate effectively if you cannot sell effectively first. Both are processes which need to be learned and applied in the correct order. However over 90% of sales people follow no logical process when selling or negotiating leaving their sales at risk. So to clear up the confusion between selling and negotiation I thought it might help to examine when you sell and when you negotiate.
The 18 Disciplines of Selling: Part 4
Part 4 of the 18 Disciplines of selling continues the discussion into the fundamental building blocks of a successful busnesserson who must understand selling skills in order to survive. Whether you like it or not you must be profcient at at least the basic and fundamental disiplines of selling. This article discusses Disciplines #7 through #11.
Escape Frustration: Finding The Best Whiteboard Skills Training
Whiteboard skills are the darling of today’s top sellers. If you’re looking to boost your skills in selling with whiteboards, it pays to know what to avoid…and what to look for. Find out here.
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