If your offer is based only on price, there is a good chance that someone else will have a lower price than you; and you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, instead of just saving [...]

The customer doesn’t want to see the value in your product; he wants to get the value from your solution to his business problem. He must perceive unique value from you. If he cannot differentiate you from the competition, there is no reason to buy from you. Action Step Selling is the one area where [...]

The world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is not better than [...]

Have you ever felt overwhelmed by the massive amount of sales information online? Have you ever felt lost in the search for sales tips, sales tools or specific sales techniques? I would like to introduce you to Sales Magicians! SalesMagicians is a social bookmarking and networking site, a place for sales people to discover and [...]

A great salesperson is one who can create a vision for the customer. As a salesperson, are you also able to envisage yourself as an artist? You might feel as though you have no flair for art or creativity – but, really, selling is a form of art and you ARE the artist! So what [...]

Many salespeople have yet to learn that it is far more important to start selling right than it is to begin calling on prospects right away. The salesperson who is prepared for his first meeting or call with the buyer has taken out the best policy of insurance on his own success at selling. Action [...]

Nothing happens until someone sells something. Every company, big or small, depends upon the ability of those who are hired to sell their products or services. Stop talking to your customers and start selling. Action Step: Ensure that you have discovered what it is that your customers need – and then start selling them the [...]