VU Resources

With the new year comes a new page. Before you begin to fill the page, get a sense of what your clients and colleagues see as your strengths and your…

At the end of a negotiation, you may be tempted to make an unwarranted and costly concession. Before you agree to the final concession, make sure you fully understand its…

After days or weeks of preparation, after a strong presentation, don’t drop the ball as you near the finish line.  How you follow up after your sales presentation will help…

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…

Your very first face-to-face meeting with a prospect is critical. Being able to execute the elements of an exceptional opening takes preparation. It is worth the effort because it sets…

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…

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…

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…