The key to long-term growth for any business is repeat customers. In 1937 Dale Carnegie stressed that if you embark on a sales career, try to make sure that you…
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Most people buy proven brands. As a sales professional, you are the brand. In addition, your company is also the brand…and in most cases a person is buying you first…
In selling, many sales are won by emotional buying decisions made by your prospects. Let’s use a simple example…Susan just made a large sale to Bob who is the CEO…
Use this Four-Step Sales Flow…it’s a track to run on to increase your sales 1. Appointment System Often getting a new appointment is the most difficult part of the sales…
All high performance salespeople solve problems for clients by creating a bridge. That bridge lets you take your product (the solution) to a customer’s problem(s). Sales occur when a salesperson…
The three different types of salespeople are: The Commodity Salesperson The Price Salesperson The Solution Value Salesperson The Commodity Salesperson: This salesperson sells things which have features, but lacks in…
Developing Trust is the #1 Key to Sales Success The process of developing trust–in their company or themselves–should be the number one goal of every salesperson. The first thing they…
#1 Station W.I.I.F.M The first question every prospect should ask you (or at least is thinking in the back of their mind) is “What’s In It For Me”? What are…
Unique Selling Proposition (U.S.P.) A proper positioning strategy should clearly present a unique selling proposition (U.S.P.). This is how a company distinguishes itself in a very crowded and competitive marketplace. Our…
