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53History of American Sales Culture - part one
No American can afford to treat salesmanship as a small matter. Why? Because the United States started out on a salesmanship basis for this reason: because only thirteen states were gained by war and all the...
0 comments52Sales 2.0
Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be...
0 comments53Going back to basics
Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in 21st century. In fact, one of the rewards of a...
0 comments55How to present successfully
In your approach you have won the prospect’s interest. You have put them in the mental position where they are ready to purchase if you prove up your claims. And you can prove up these claims because...
0 comments54How to find your next customer
Every sales person, no matter how successful, has this basic problem of whom to sell to each month. Anyone whoever worked in sales knows how one month you can be the best sales person in the company and then the calendar turns to a new month and you...
1 comment51Selling in 21st Century
There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: "new" sales books are still talking about the same tips,...
0 comments50If you live by price - you will die by price
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn't do a good job as a sales person. The main description of...
0 comments47Hit or miss does not work in selling
Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using...
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56The Four Major Steps in Sales
By definition, a sale is the act of meeting prospective buyers and providing them with a product or service in return for money or other agreed upon compensation. A sale is an act of completion of a commercial...
0 comments49Become an Expert at Handling Price Objections
The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder...
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