10 Expressions to Avoid in Sales Communication

Keeping up with what words are in and out isn't hard. Yet,with all the other more important things on our to-do list,it doesn't get remembered easily. 1. Any archaic, stilted words, such as: hitherto, whereby,thereby, herein, therein, thereof, heretofore. 2. "Kindly advise." As opposed to not kindly advising. 3. "Whereas."... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them.Mistake Number One: Over... Read More

The Top Five Traits of a Successful Salesperson

If you're looking for a successful salesperson to hire, a salesperson who not only can sell but will sell, look for a salesperson with PRIDE.PRIDE is an acronym for 5 characteristics that will help ensure that the salesperson you hire will get the job done for you and make the... Read More

Your Sales Process Isnt

A lot of energy is expended within selling organizations as they try to identify, adopt, and administer a sales process that works for them. The holy grail of selling is to find a foolproof method for creating a customer, the ultimate finished product of the perfect sales process. Prepare to... Read More

10 High Powered Ways To Magnify Your Sales

1. Give your prospects a f~ree trial of your software product, service, or let them read the first chapter or two of your informational product. Your f~ree trial or sample chapters will show your visitors that you are confident in the quality of your product and lead to more... Read More

Sales Trap - We Love to Talk, But Need to Listen

My research has clearly shown that, when it comes to selling, the part we're most comfortable with is talking about what we do - explaining our services and how we can help the client. So what do you think happens in most sales encounters? That's right? we tell 'em what... Read More

Less is More: Quick Tips to Improve Your Sales

I'll be brief. If not ? I'll negate my own point. Got time to read a 12-page essay on sales improvement? You want to get back to making sales and money. Let's go then.Less time more pressure.You prospects have less time and feel more pressure. Just like you, I'm sure.... Read More

Need A Sales Boost ? Try These!

The telephone is still the best and most effective way to reach people. It can help generate more sales and build your business. Unfortunately most people don't like the telephone and don't use it effectively. In order to become more proficient using the telephone, you need to follow some basic... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we are looking for, do you think that you can help us with this?" You - "Absolutely!" (or) You - "Definitely!" (or) You - "You have come to the right place Mr. Prospect" Answering questions about your capabilities with... Read More

4 Easy Ways to Boost Your Sales

Here are 4 easy ways you can boost your sales for little or no new expense ...and without making major changes in your selling process.1. Focus on What Your Customers Really WantYour customers really don't want your products or services. They don't even want what those products or services do... Read More

In The News:

Three Ways To Improve Your Sales Training Efforts  Radio & Television Business Report
Acronis Buys Endpoint Data Loss Prevention Vendor DeviceLock  CRN: Technology news for channel partners and solution providers
Six Questions to Ask Before Terminating a Sales Rep  Radio & Television Business Report
Coolblue expands into Germany | OPI  Office Products International
5 mins with… Walter Johnsen | OPI  Office Products International
Research: Preview – COVID-19 and beyond | OPI  Office Products International
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How To Master the Art of Super Salesmanship

Mastering the "art of selling" is simply knowing how to... Read More

Do You Want To Sell More? Then Stop Trying To Be Everything To Everybody!

I know you've heard this a thousand times, but from... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers... Read More

The First Step to Stress-Free Selling (TM)

Step 1: Get Ready - Create a foundation you can... Read More

Cutting Through Stalls and Objections

It's the prospect. If stalls and objections frequently come up... Read More

Get More Clients Now!

Although David has been a graphic designer for a decade,... Read More

A Sale in 30 Seconds? Its all in the Greeting

It has been said that a customer makes a decision... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

How One Simple Concept Can Increase Your Sales

We all want to belong. As humans we feel the... Read More

Emotions That Sell, Part 2

In the last article, we looked at three emotions (besides... Read More

Like It or Not... You?re in SALES!

Mention the word sales or salesman and two out of... Read More

Attitude Insurance

Everyone knows the importance of having a positive attitude, especially... Read More

Customers - Always be Focused on Them

I was looking at some promotional literature and web sites... Read More

Really WINNING Over Customers

Three qualities are needed to sell anything in life. They... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

Selling Yourself - Its Not About You

I recently found myself suffering from a lousy cold; all... Read More

The Processionary Caterpillar Syndrome Costs You Sales?

Some years ago I read and interesting story that illustrated... Read More

Sales 101: Asking for the Order

"Ask, and you shall receive", a biblical principal that offers... Read More

How to Make Training and Development a Power Agent for Change

Does this sound familiar? With high expectations, you sent your... Read More

Seven Critical Qualifying Questions

Training your salespeople to not waste time working unqualified accounts,... Read More

Make Your Prospects Speak

You've probably heard people speaking about someone that he was... Read More

12 Sure-Fire Steps To Improve Your Retail Sales

The purpose of any business is to bring in customers,... Read More

Separating Yourself from the Crowd (Part One of Two)

Warren Buffet says that insurance is a commodity and price... Read More

Hello! I Cant Sell!

What's that you say? You can't sell?Oh, you must be... Read More

Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention

I have found that the best sales people are the... Read More