Before you begin to sell, you will need to decide who you’re going to sell to. This means finding your Target Market. If you know who you’re selling to, you immediately have the advantage of being focused on a specific market and knowing who and what you need to research.
In your search for a Target Market, try to identify those that have a major problem and who are willing to spend money in order to fix it. Straight away, this gives you the advantage of knowing that your customer has …

The most common reasons for losing an account always involve something that the seller or his company has FAILED to do – and this all boils down to a question of service. You can prevent such situations by providing that extra after-sales care.
Go the extra mile. It’s actually not that far.
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The first step of the Closing Stage is getting the prospect to make the right decision. Once Interest and Desire have been secured and Objections eliminated, you need to help the prospect come to the right Decision about buying the product.
Always be sure of yourself, without being over-confident. Assure the customer that he is making the right decision by purchasing the product or service. Reinforce that assurance without repeating your sales pitch. If you’ve done well in your presentation then you have successfully brought the prospect to the Closing point. …

My dear colleague Paul McCord has a new post on his blog: The Top 25 Ranked Blogs on Sales and Selling
Here is the list of the top 50 sales blogs on the internet as ranked by BlogRank using 20 different criteria.  Paul has included the Twitter address for each that he could find:
ChangingMinds http://twitter.com/changingminds
Cross-Cultural eMarketer And International Sales Specialist  Cindy King     http://twitter.com/CindyKing
Persuasive.net
Sales Machine Geoffrey James   http://twitter.com/Sales_Machine
B2B Lead Generation Blog Brian Carroll   http://twitter.com/brianjcarroll
Sales Team Tools?
SalesBlogcast – Sales and Leadership Blog Doyle Slaton
Shane Gibsons Sales Podcast and Sales Blog – Sales Training …

Today I would like to present to my readers an amazing and inspirational book written by my dear colleague Sharon Drew Morgen: “Dirty Little Secrets – why buyers can’t buy and sellers can’t sell and what you can do about it.”
What’s stopping us from closing the sales we should be closing? What’s causing us to lose prospects that need our solution? Why is the sales cycle so long? Why do we close less than 10% of our prospects?
Morgen contends it’s the sales model itself. In this disturbing, insightful book, Morgen …

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. Your customers are tired of salespeople who come in and are unable to address real business needs, but talk about their company and the hottest feature, or unique one that nobody else has. There are many dimensions that you are selling, and price is only one of them.

Download
This is an excerpt from my new …

My blog has just been added to the Big List of B2B Marketing and Sales Blogs. In pulling this list together, blogs had to meet the following criteria:
• The blog had to have recent posts
• The blog had to be active for at least three months
• If new, the blog had to already have a decent amount of relevant content
• The blog didn’t have to be entirely B2B, as long as the content was relevant to B2B
• If the blog had few recent posts, …

Why you need to embrace social media and how it can help your business grow? Social Media Marketing is a two way dialog and it is based on result oriented conversation for your customers. Watch this presentation to learn more:

Here are four pillars:
Pilar 1: Listening
Pilar 2: Join the Conversation
Pilar 3: Work with your Customers
Pilar 4: Customer Empowerment
If you need a hand with the social media marketing and selling, feel free to send me an email (alen@alemajer.com). I would like to chat with you how I can help your sales grow.

Later this month my new book Selling IS Better Than Sex will be available in the bookstores. Read more about the book and download a free chapter on the official website of the book – www.SellingIsBetter.com
You’ll learn how to:
* Enjoy the foreplay (sales people call it the “Preparation Phase”)
* Get lucky more often by focusing your activities (in your search for new customers)
* Handle the situation like a pro if you get the cold shoulder (No Means No – or does it?)
* Master the art of “You Show me Yours …

Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the commodity, remarking to the clerk that it is just exactly what we needed for the past twenty years.
It is not true that new products are manufactured to supply the demand.
There is no demand. Both …