Virtual University

Escalation can be a highly effective negotiation strategy. Having unlimited authority in a negotiation can seem, and is, powerful, but it can be equally dangerous. If your client thinks that…

Closing isn’t a bag of tricks. It has more to do with what you do before the Close than the words you use to ask for the business. In this…

There are many things you can do to improve your sales skills such as training, sales books, tapes, and team calling. But since you are often out there alone, one…

“Live” coaching is coaching that you do based on your observations of your people. Certainly it is critical to look at the metrics of how salespeople are performing against objectives…

Every time you speak with a client/prospect, whether at a meeting, by e-mail, voice mail, or letter, before and after you do so, ask yourself, did this communication: (1) hurt…

Sometimes you can get so caught up in learning about the client’s needs and so excited by your own enthusiasm for your solution, that you can miss asking about the…

The use of conference calling continues to increase.  Travel, a desire to save time, reduced costs, and added convenience have increased the use of conference calling, not only for introductory…

Credentializing is the process of positioning yourself and your organization to help establish your credibility. Although salespeople constantly must credentialize their organizations and themselves with prospects, many are not prepared…

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…

There are two critical dimensions to resolving objections, especially regarding complex and critical corporate-wide issues.  First technical knowledge — you know how important it is to have the technical knowledge…