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 [...]

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. —————— Subscribe to [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]

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 [...]