VU Resources

In our work across the country, sales people are pressured for sales results while simultaneously being pressured to complete non-sales activities. We see this all over, regardless of industry. No…

In our constant search for the easy way to sell (there is no easy way but we continue to look), one consistent factor is that the most successful sales organizations…

As Gershwin wrote in the title of this article, summertime is the season when many people tend to take it a little easier…including your competitors. Sales guru Tom Redmond illustrates…

We surveyed 160 Administrative Assistants and Executive Secretaries and asked them to identify the key things salespeople could do to gain their support in reaching their bosses. Many of these…

After your final sales proposal, while the prospect is making a decision, there are some important things you can do to, as Rev. Jackson says, “to keep hope alive.”

The salesperson was persistent and managed to reach and get to see the client. When he got there, he identified the problem and uncovered the competitive risk. But, what he…

In spite of your best efforts to meet client expectations, requests, and demands, there are times when you can’t deliver exactly what the client wants and/or exactly when he or…

Sometimes customer relationships become damaged. What to do? Client recovery takes time, skill, and heart to get the relationship back on track and to win back trust. When credibility is…

We have all heard “He/she is a closer.” There are salespeople who are really good at closing and others who find it much more difficult to close. In the current…

Knowing all you can about the client’s decision process can give you an edge in winning the business. Most clients expect to be asked about decision criteria and most salespeople…