Sales

To maximize the first call with a prospect so you have the best chance of closing later, it is critical to ask questions and understand needs and avoid presenting solutions…

If you are like most salespeople, you feel that you know what your clients are doing, especially when the relationship is longstanding. But take a step back. Client needs and…

Not everyone is that comfortable with holiday parties. One reason is that even salespeople, most of whom like to talk, can feel they are not good at “small talk.” Some…

What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find…

Prepare what you are going to say. Pay careful attention to your posture, tone of voice, and eye contact. Review and practice it. Tailor it for each client/colleague. Update it…

Listening is more than being quiet when the client is talking. That is just a start and anyone who makes it in sales can do that fairly well. Effective listening…

A client agreed to meet with a salesperson based on a referral. The client was predisposed to use the salesperson’s services. In spite of this — no sale! What happened?…

Most salespeople handle rapport casually compared to how important recognizing client rapport is. Few really prepare for rapport, and in not doing so, miss a big chance to differentiate themselves…

Most salespeople work hard to find business, identify new prospects, and close the deals that are in the pipeline. As much as salespeople truly want to sell, it is surprising…

How you credentialize yourself goes beyond how you introduce yourself (name, organization, position) in that it helps build your credentializing and forms the impression clients have of you. It also…