Have you ever wondered why customers chose you? More importantly, why are they sticking with you? If rock-bottom prices are the only reason, then really,
How many of you would say the true value of customer service is customer retention or future sales? How many of you would say that
No customer wants to hear a lame excuse about why you can’t solve a problem for them…would you? As a business owner or as the
Smart salespeople know how to tap into sales strategies with existing customers. Anyone in the sales industry knows it is a full-time job constantly finding
Every day we influence people. Whether it’s convincing our team to see it our way, our children to do it our way, or getting someone
You want to sell. You think you have a good product or service and people need it. So how do you get started? You can
Customers are getting more aggressive these days. They try to use all the tactics they know to get what they want. In fact, lots of
The last several months I have been conducting workshops on sales training and helping design sales training programs for several companies. It’s been wonderful as
Sales are the driving force behind any company. And to make and improve your ability to make sales you must understand what it takes to
If you think that sales skills are exclusively the prerequisites of salespeople, you could not be more wrong. Why? Because each of us, whatever field
Are your marketing efforts focused solely on attracting new customers? In this article I share 3 ways to get more out of existing and loyal
If you think that sales skills are exclusively the prerequisites of sales people, you could not be more wrong. Why? Because each one of us,
What manager doesn’t want motivated employees? Absolutely every manager I have ever talked to asks me the same question: “How do I motivate employee performance?”
What’s the first thing you do when you’re looking for a lawyer, babysitter, bank, real estate agent, or consultant? Ask your friends for referrals. Yes,
In discussing the relevancy of culture to businesses, there is one mistake that lots of businesses make; thinking that the success of their establishment depends
In sales training, assuming your company actually provided you any, you learn about the product or service you are selling. Maybe they teach you how
You can’t pick up a magazine or book, read something on the Internet and realize how important good communication skills are in business. In fact,
A consistent theme I notice for sales teams is that they simply do not do enough sales training. They train new salespeople on their products
Every business needs sales. That goes without saying. Yet I often find that sales people simply jump into a sales interaction without much thought as
As a CEO you have the opportunity to directly increase sales…if you don’t agree, read on because what I have to share will have you
Sales and business development are just two different words for the same activity. Right? Aren’t the terms interchangeable and it’s just who we are talking to
Don’t believe what you’ve heard about sales, selling and business development. It’s not all hog wash, but a whole lot of it is. I’m not
Communicating with a prospect is like communicating with anyone else in your life, if you don’t listen effectively you will never reach the conclusion you
Are sales and customer service the same? I bet you are saying no. Sales is what happens when someone buys and customer service is after
Being a successful sales person takes a lot of practice. Talking to people and persuading them to make a decision towards your product is tough
Why would I write a post about measuring the performance of sales personnel? Aren’t the only criteria that they make their numbers and close the
In order to win sales, it is important to understand why you must be yourself and not who you think your customer or your boss
Anyone in the sales industry knows it is a full time job constantly finding new customers to keep your pipeline full. You have to cold
If you’re just like any consumer, the first thing that will always come to mind when deciding whether or not to buy a product or
People in sales, especially ones early in their career reach out to friends and family as prospects. They spend a lot of time schmoozing with
Perhaps one of the most intimidating parts of the sales process is overcoming the objections you are bound to face. Simply put, not everyone is
When it comes to hiring and retention, you might be surprised to find out that a high percentage of sales managers still make bad hiring
In sales training, assuming your company actually provided you with training, you learn about the product or service you are selling. Maybe they teach you
A couple months ago, I was asked to create a training program to help coaches get clients. Two newly certified coaches were placed under my
You don’t know it yet, but in the next 7 minutes you’ll discover why you’re not selling as much as you thought. A few months
In this article, I cover 5 tips to help you improve your sales process. Every business needs sales. That goes without saying. Yet I often
Anyone in the sales industry knows it is a full-time job constantly finding new customers to keep your pipeline full. You have to cold call,
I want to share a story about what happened to me many years ago when I was new in sales, and how the very difficult
Nobody wants to believe they are making bad sales calls. You psych yourself up to make sales calls, dial the phone countless times, and finally
Anyone doing sales for any span of time would agree that it is one of the toughest, trickiest businesses today. Dealing with people, winning their
Sales and prospecting go hand in hand, it’s important that even when someone says no, it doesn’t mean forever. Relationships are perhaps one of the
Sales is a tough profession. Part of the reason people are in sales is that they are able to make more money than they would
One of the questions I am often asked when I do sales training is “how can I sell to every prospect?” My response is “why
When you read the phrase sales culture, what does that mean to you? When I ask folks I get responses like ’having our salespeople focused
Recently I had a client ask me how to build relationships with prospects when you can’t sit across the table from them. He shared that
How do you become a successful salesperson? In today’s world, every business and profession depends upon how well you can sell it. Whether you are
Most of what I read when I Google ‘understanding psychology of the customer’ refers to emotional connections to prospects/customer and how to build and maintain
There are two types of bad sales calls. The ones you shouldn’t have made in the first place or calls that should have been terminated
When you start in sales, or join a new company you feel it’s important to learn everything you can about what you are selling.
Selling is an art. No selling is a science. Look at all the sales training programs and you’ll see they teach you sales techniques. Techniques
Are sales and customer service the same? I bet you are saying no. A sale is what happens when someone buys and customer service is
Does this sound familiar? You have had a problem with a product you purchased or a service you have. You call the company and the
Knowing the meaning of sales is just a jumping off point in the sales process. You must also know why you want to be in
When you are in sales you will face many obstacles and objections, with price being right at the top of the list. Objections about price
Closed deals are important, let’s not pretend otherwise. However, sales activity starts the process, and you can’t close deals without the activity. I know this
People in sales, especially ones early in their career, reach out to friends and family as prospects. They spend a lot of time schmoozing with
In this article, I want to share with you sales skills lessons that I wish I had learned earlier in my career so you can
There are a lot of myths about selling, sales, and business development that I want to dispel in this article. Not everything you’ve heard is
Giving Freebies: The Best Sales Technique… And the Most Dangerous, Too People love freebies. You might love freebies, too. But as an entrepreneur, should you
Any product or service that gains popularity is bound to invite competition. It’s a knee-jerk reaction for many entrepreneurs. They think, “Oh, that guy’s doing
There’s an alarming myth making rounds in the business world: fast growing businesses have found the recipe for success. I can’t blame the admiration, and
Are your marketing efforts focused solely on attracting new customers? While it may sound logical to push for better customer acquisition, survey shows it’s not
You have a great product or service, and you know there’s a good market for it but the problem is there are at least a