The day you turn into a professional sales person, that is series out about closing sales, is the day you realize that, in selling, attitude is everything. Attitude is not something you can buy – it has to be cultivated from within.

Your excitement for your job and product/service you are selling is what people want to buy. You have to be enthusastic about Read More...

If you have attended our Memory Training Workshop, you learned how to recall presentations without notes. This is one of the most powerful things you can do to increase your creditability and engage your audience through the use of eye contact and body language.

It also decreases stress and anxiety of forgetting what you need to say so you can relax and be yourself.

Here are 47 other tips to improve your sales presentations. Incorporate these strategies into your sales presentations and improve your Read More...

Yesterday, Tom Weber wrote a great post on how to cure fear – and that was by taking action. Today, we will focus on how to cure fears in regards to a specific task – selling.

You might enjoy making a sale, but you find yourself getting that butterfly feeling before an important presentation or at the moment of decision. Even if selling is not your career, you do engage in sales – whether if be selling your point of view to others or your selling your skill set, as in a job interview.

These 10 tips will help you overcome Read More...

You are going to love this post, especially if you are in sale. For some of you, this will be a great reminder and others it will be a revelation.

Sales is a predictable science.

Success in sales is not dependent upon personality, attitude or good looks. Those can be factored into the equation, but I have met people with a terrific attitude, who could not sell a 20-dollar bill for a dollar. I have also met some very ugly souls, who could sell a ketchup popsicle to a woman wearing white gloves.

What does this mean for you?

It means that you can determine and predict your results. The point of this article is that you need to track your Read More...

Turn the art of selling into a simple science using the proven tried-and-true techniques of the nation’s top sales champion, Tom Hopkins.

In sales, the potential clients or customers you interact with have some fears – the #1 fear is of you, the salesperson. Your clients do not want to be sold.

The key to overcoming your customer’s fear is to Read More...

The beauty of a career in sales is that your income is a direct result of your efforts and your skills. If you are watching your numbers and performance, you will uncover areas where you will want to increase your skill. Rather than wait for your sales manager to train you, take the initiative to train yourself.

This doesn’t mean that you will have to do it alone, and it does not mean that you need to reinvent the wheel. In fact, the key to successfully training yourself in sales is to learn from the experience of others. Here are four ways to accomplish this.

1. Look up books and audio programs on selling. Find magazines and trade journals about your industry. Search the internet for books, CDs, video programs or even computer based training. Order Read More...

This subject sounds very obvious, but in my experience, many people THINK they have this area under control but they DON’T. In order to truly own your work, you need to know your business—know the numbers and statistics that affect you and your company at large, know your clients, know answers to commonly asked questions/objections, know what is going on inside your company…know YOUR business.

Let’s break this down and look at some examples. I suggested knowing the numbers and statistics that affect you and your company at large. We find there is a direct correlation of keeping track of statistics and getting solid results—not only in sales, but in every department.

Those acting as employees Read More...

Studies have proven that there is one reason why people don’t do more referral business: they don’t ask.

There are two reasons sales professional don’t ask for referrals: 

1) They forget
2) They don’t have a strong enough relationship with their clients, so they don’t feel comfortable.

The truth is, every sales professional should strive to have all of their business be referral baed because the benefits of referral business are undeniable and extensive.

*  Referrals are more professional
*  Referrals make your job easier and more fun
*  Referral clients are more likely to call you back
*  Referrals are Read More...

I would like to discuss a few key concepts from a book entitled “The One Minute Salesperson” by Spencer Johnson, M.D. (Johnson also authored, “Who Moved My Cheese” Read More...

Cold calling…..even the mere mention of the word sends shivers up the backs of most sales people.  The thought of calling a complete stranger and getting rejected over and over doesn’t sound like a great day at the office.

But face it, being effective at cold calling is the difference between a sales super star and the last (wo)man on your company’s sales report.

I came across this a article by Larry Prevost on how to be more effective on the phone.  He points out 6 words that, if you are using them on your sales calls, are costing you time, energy and money.

I hope you enjoy the article and see your statistics improve by implementing this advice.

Be Read More...