Selling is fundamentally a question of the influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker. (Please read my article: Are You an Order Taker or [...]

When a civil engineer learns certain rules of algebra or calculus it is not merely for the purpose of storing up knowledge. It is for the purpose of learning things which he can apply to his daily work. For instance, the surveyor learns what a sine and a cosine are, and how to use a [...]

When qualifying a client you will spend a great amount of time asking questions in order to glean information and, in turn, actively listening to what the client has to say. The best sales people ask a lot of questions and genuinely listen to the answers. By asking pertinent questions and listening much more than [...]

It is not what the product costs, it is what it saves and earns for the buyer.  Remember this when you speak with your customers. Action Step Cost is simply one element of the transaction. If a client can be convinced of the added value of a product – how much it can save them [...]

One tip about health: the salesperson, to be successful, must have a strong, healthy body full of energy; a clear, logical mind capable of accurate reasoning; and a strong, emotional nature that can feel and inspire enthusiasm. Ask yourself – am I healthy? Am I capable of thinking logically? Can I control my emotions? A [...]