Sales

Because clients’ needs have become increasingly complex, most salespeople recognize that to meet those needs a team effort is required. Being able to gain access to team members, preparing with…

If you like feeling appreciated by your clients, if you want to strengthen relationships, and if you want to win more business, start making thank-you calls today. Here are some…

The best salespeople know their clients. They know more about clients than their competitors know. They know how to ask questions that go beyond product needs. They know how to…

If you target a particular industry, a prime marketing vehicle could be a trade show within that industry. Trade show attendance and participation have been declining in recent years…fewer attendees…

Many people are shy when it comes to working a room and engaging in small talk with people they don’t know or with whom they don’t normally interact. The holiday…

The words you choose — spoken or written, letters or e-mails, delivered face-to-face or by phone — help shape the client’s perception. Take every opportunity to shape perceptions by positioning…

Valentine’s Day is a day to “pop the question.” In the spirit of that, let’s focus this month on closing. Just as a sweetheart’s answer should not come as a…

The one skill that I see the superb salespeople excel in is positioning. In light of my book title, Stop Telling, Start Selling, this may seem odd because positioning is…

For many people, Valentine’s Day is a day of hearts and flowers and other expressions of affection. Although we are not suggesting that you send flowers to your salespeople, all…

“Just send me (or tell me) the price.” Salespeople hear these words early in the sales process from clients every day. But the wise ones know the pitfalls of this…