- Sell More and Earn More by Cashing in on Your Golden Eggs
- Are You Ready To Move From Consumer Selling To Business-to-Business Selling?
- Selling From the Customer’s Perspective
- Measurable Results Equals Increased Business-to-Business Sales and Customer Loyalty
- Becoming a Top-Performing “Memorable” Salesperson, Part 4 – Be a Giver
- Generate More Sales By Building Greater Customer Empathy
- Six Reasons Why Salespeople Cannot Be Replaced by Technology
- Treat Your Customers as Royalty, and They Will Respond With Loyalty
- Don’t Fail at the Customer Name Game
- Eight Ways to Win Customer Hearts and Minds with a Simple Thank-You
- Becoming a Top-Performing ‘Memorable’ Salesperson, Part 1 – Create an Experience
- ASK – You’ll Close More Sales
- Building Lasting Customer Relationships, Part 2
- Getting Started Right With Your New Referral Prospect
- Building Lasting Customer Relationships, Part 1
- Communicating to the Top Purchase Decider
- The Magic of Customer Rapport
- Millennial Salesperson, Respect How Older Customers Buy
- How to Exceed Customer Expectations – Part 1
- Customer Meals: A Cookbook For Selling Success
- Being More Right Than Your Customer is a Sales Killer
- Salespeople and Business Owners Lose Business These Ten Ways – Do You?
- Increase Your Connection With Distant Customers and Co-Workers
- Focusing on Others Is the Soft Selling Skills Path to More Business
- Writing “Love Letters” to Your Customers
- In Referral Selling, the Relationship Is Everything
- What’s Love Got to Do with It? For Sales, It’s Everything
DEVELOP BEST SALES PROCESES. Once you’ve built a pool of qualified prospects, now begins the most complex process: correctly identifying each prospect’s needs, presenting solutions that perfectly address those needs, and then expertly completing the myriad steps to finally close the order. The rapidly growing set of articles here are selected to help you optimize every step in your sales cycle.
Building Customer Relationships
Determining Prospect Needs
- Use Post-Sale Questions to Assess Customer Needs After the Initial Sale
- Listening: The Greatest Customer Relationship Builder
- Question Your Way to Closing More Sales
- Selling on Value is Now More Essential Than Ever
- Become a Proactive Listener to Sell More, Coach Better and Win Big – Part 2
- Become a Proactive Listener To Sell More, Coach Better and Win Big
- Avoid These Common Enemies of Sales Success
- Questions That Get the Prospect Talking
- Seven Ways to Revive a Dying Sale
- Sell Big-Ticket Items By Mind Reading
- Get the Prospective Customer Talking
- Training Salespeople in the Art and Science of Questioning
- Ten Ways to Become a Master Listener and Really Hear Your Customers
- Using Trial Lawyer Techniques in Sales
- Do You and Your Customers Really Hear Each Other?
Sales Call Planning
- Sales Call Planning – Take Your PAL on Every Sales Call
- When Pursuing a Sales Prospect, How Many Contacts Are Too Many?
- Understand The Customer’s Buying Stages And How You Affect Them, Part 2
- How To Quickly Grab Your Prospect’s Attention and Interest
- Can Cold Sales Prospects Become Live Customers?
- What Are the Best Ways For You To Stand Above Your Competition?
- Don’t Let Customer Choice Paralysis Kill Your Sale
- Major Account Sales Buddy Systems: The Power Of Numbers
- Successful Selling in 2021: Learn the Customer’s Buying Cycle
- Substantially Increase Your Sales Lead Conversion Rates
- Are You Selling the Wrong Product to This Customer?
- Territory Management – This Year and Beyond, Part 3
- Territory Management – This Year and Beyond, Part 2
- Territory Management – This Year and Beyond, Part 1
Sales Presentation
- Sales Communications Mastery, Part 1 – Verbal Sales Presentations
- Successful Public Speaking Is Just Good (Sales) Business
- Yes, Sales Scripts Will Help You Sell More
- Use Video Conference Sales Calls to Sell to Multiple Decision Makers
- The Keys to Powerful Sales Presentations
- Your Nonverbal Sales Communication Skills May Be as Important as the Words You Speak
- Writing Winning Sales Proposals
- The Vocabulary of Sales Body Language
- Sales Presentation Techniques to Capture and Keep Your Audience’s Attention
- Sales Communication Mastery, Part 3 – Personalizing Your Pitch
- Don’t Let Hostile Questions Disrupt Your Sales Presentation
- Train Your Sales Reps to Deliver Masterful Sales Presentations
- Do Customers Understand Why Your “Solution” Really Fits Their Problem?
- Selling in 2021: The Focusing of the Customer’s Mind
- Storytelling in Sales Presentations Leads to Closing More Sales
- Ten Highly Effective Sales Presentation Techniques
- How to Be Remembered by Your Prospects
- How to Turn a Winning Proposal Into a Loser
- The Art of Persuasion in Sales Presentations
- Video Sales Presentations that Bring in the Business
- Are You Believable? Most Salespeople Aren’t
- Is the Message Received by Your Customer What You Meant to Send? Part 2
- Is the Message Received by Your Customer What You Meant to Send? Part 1
- Do Your Customers Feel the Passion You Have for Your Products?
- Sales Communications Mastery, Part 2 – Phone Selling Presentations
- The Way You Answer Questions Can Make the Difference
- Team Presentation Strategies Increase Major Account Successes
- Does Your Body Language Stop a Sales Presentation Before It Starts?
- Dear Sales Rep: Deliver Four-Star Yesses
Responding To Sales Objections
- How to Respond When the Buyer Says, “Your Price is Too High”
- Find the REAL Objection and Respond To That Rather Than the Stated One
- Don’t Lower Your price; Give A Little Extra Value
- Ten Strategies For Dealing With Sales Objections
- How to Handle: “I Want to Think About It”
- What REALLY Caused You To Lose That Sale?
- What Do You Do With Stalled Referrals?
- Why Selling on Price Isn’t Really Selling
- Don’t Let Budgets Get in The Way of What They Really Want
- Don’t Accept Purchase Delays Without Knowing Why
Closing The Sale
- Writing Winning Sales Proposals
- Help Customers Feel Good About Their Buying Decisions
- Closing Sales: The Natural End to Your Long-Term Sales Plan
- Selling and the Four Agreements
- Transform Cold Prospects into Loyal Customers
- Know Your Buying Signals and be Ready to Close on Them
- How Sales Professionals Lead Prospects Step-by Step To the Close
- Why Customers Hesitate to Buy Your Product or Service
- Closing the Sale: One Step at a Time