Get Past The Gatekeeper, Into The Executive Suites

The gatekeeper wants you to convince her that her executive needs your product/service. That’s right, part of her job is to look for sales pros with products and services that her executive needs.

The Importance of Your Prospecting List

The accuracy of your sales prospecting list is of utmost importance.

How to Sell Bonds

Learning the proper way to sell bonds and market fixed income to investors, especially institutional investors - can make a broker a lot of money. Learn how to contact the right type of institution and get approved to work with them. Fixed income brokers who sell bonds have money rolling off their portfolios all the time. Learn the bond market and how to profit from selling them.

Are YOU Guilty of Using these Obsolete Sales Techniques?

The result of these sales techniques is rejection and frustration. Ready for something different?

Sales Philosophy: What You Believe Determines How Well You Sell

You may think you have a good sales philosophy, but chances are it needs improvement. Does it accurately represent YOU? Is it as effective as you think it is?

The Sales Training Series: Sell By Agreeing On At Least 3 Needs

Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc.

The Sales Training Series: Five Buying Decisions

Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the sequence of your presentation.

The Sales Training Series: Keep Selling Your Company

“I didn’t know that!” If you hear those words from an existing customer who likes and trusts you but who just bought something from one of your competitors, you have no one but yourself to blame. It was you who blew the opportunity and left the door wide open to the competition.

The Sales Training Series: Sell Yourself Before You Sell Your Company

Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salesperson—you. The second is whether to “buy” your company. Only after those two decisions are made will the customer seriously consider whether to buy your products.

Tips to Become a Super Salesman

Even a quality product is useless in case you are unable to sell it. You become a successful business man only when you leart the are of selling. Learn golden tips from this article.

Assumptions - How Accurate Are Yours?

How many times a day do we assume? How often do we verify the accuracy of our assumptions?

The Effectiveness of Selling Process

Selling isn't an opportunity to manipulate the potential buyer to do what the seller wants, rather than providing the buyer what he wants. If how you sell is without importance to your customers, that means they don't get what they expected.

20% of Sales Persons Tell This Lame Lie

White lies appear to be a harmless means to an end... but are you aware of these costs?

6 Secrets to Increase Sales

Every sales person is trying to get the edge over their competitors. Sometimes it is the simple things that can give the sales person the greatest advantage. Small business can do this better than anyone. Learn 7 Secrets top salespeople use everyday.