Consider the following letter by an active head of one of the largest software company in America:
“Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay $750,000 a year if that person delivers, and a person’s earnings from $7500 a month up to almost anything is in their own hands.”
The heads of ninety-nine out of every hundred companies employing salespeople reflects that sentiment. Often the main limit to the salesperson’s earning power …

Imagine that you will be having a baby in two weeks. While turning around in your home, what will you see? You are missing the crib, blankets, diapers and everything else that is needed for the new addition to your family. Won’t you need everything right away? You have an immediate need and must take care of it. This is a trigger event.
If we transfer this to a business environment, you will understand what trigger events means for any existing business. A trigger is a need to buy, an event …

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking for event that can trigger the sales for you.
It could be something internal or inside the company, like a new direction from management, a merger or an acquisition, rapid growth, or maybe a new product …

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it should be only part of your expertise.
Consequently, through unorganized, hit-or-miss methods, his cost of selling is high simply because his methods are not as efficient as they should be.
This does not mean you shouldn’t use …

The average salesperson is overly eager to begin actual selling, and in this ambition he or she is encouraged by the average sales manager.  In selling, as in many other activities of life, it often is true that less haste makes more speed. It does not pay to rush the preparation steps, for the result is bound to be a lot of stumbling afterward.
The importance of the preliminary preparation of the salesperson in knowledge of his products or services has already been emphasized in the preceding posts on this blog. …

Today I am sharing with you my Daily Sales Tip #21 titled: “Find companies that have immediate wants and needs.”

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Three main keys of every sale are:

Researching and qualifying your customers
Being in front of them
Being there when they are ready to buy

To start the sales process you need to find out who could be in the market today, and then recognize your selected customer’s wants and needs. Even if your company does not have automated system to generate new leads for you, when you learn more about prospecting, you will be able to find your next customer by your own.
Your mission as a sales person should be to find …

If you want to be a successful sales person and to close the deal, very important part is to be in front of your customers at the exact time when they are on the market for goods or services. You can find companies they are on the market now, or you can put them in the market.
The only thing you can accomplish is to lose a precious time chasing prospects who are not interested for your product, or they are not a fit for your products or services at all.
Many …

During my workshops and seminars I am regularly being asked for my opinion on what is needed to be successful in sales. Here it is – a short list of things that every salesperson needs to do regularly, day-by-day, week-by-week, to ensure the continuous success in sales.

Never ever stop learning
Stay positive
Take time off
Stay in control of your emotions
Work with decision makers exclusively
Set your selling quota
Stay committed
Put the rubber on the road, not on the carpet
Stick to the system
Watch your language, appearance, and behavior
Get organized
Set small goals
Prepare a “to do” list …

Practically every sale made to a new buyer may be properly classified as easy, difficult, or impossible. You’ll readily agree to that. But will you agree to this? Sales are not easy, difficult, or impossible according to the character or mood of the person you’re talking to.
What you say or do during the first few minutes of your conversation is the one thing which largely controls the later course of the sale. It doesn’t take brains to make a sale difficult or impossible. Your task is to pave the path …