Author: Dave Kahle

Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales forc

Author: Martin Wales

I’ll be brief. If not – I’ll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let’s go then.Less time more pressure.You prospects have less time and feel mo

Author: Doug Smart

7 Phrases You Can’t Say in Sales (Because They Will Undermine Your Credibility and Drop Your Closing Rate) Copyright 2004 by Doug Smart Years ago, George Carlin listed seven words you can’t sa

Author: Margo Chevers

When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company’s policies. “If you’d only offer better specials,” or blame the economy, “If only customers had the money,” or the

Author: Adam Urbanski

When five years ago I was faced with having to sell my services for the first time I was terrified. I hated asking for the sale. I dreaded the part where my potential clients inevitably came up

Author: Paul Johnson

If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will

Author: Paul Johnson

A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished pro

Author: Ken Hill

1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. Your f~ree trial or sample chapters will show your visitors that you are confiden

Author: Stuart Ayling

My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters?

Author: Sue And Chuck DeFiore

The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don’t like the telephone and don’t use it effectively. In order to become more proficient u