Are you sales driven? Do you have a natural fear of cold calling? Are you looking for tips on what to avoid when cold calling? This article will give you information on how to handle resistance over the phone from your potential clients so you can book more appointments. The first step in fighting the [...]

Why is it that one person will so easily change our whole mental attitude and make us do voluntarily the very thing that we had no idea of doing an hour before, and thought we never could do, when another might have talked to us until doomsday about the same thing, and never changed our [...]

To achieve success in sales you need to learn the art of selling to the other person a product or service she needs but doesn’t know it. A sale is a mental thing. It results from harmonizing certain mental elements which enter into all common agreements between people. The power of suggestion is just as [...]

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 [...]

Sloppy methods in any business produce failure. Lack of system may not make a person fail entirely, but unless a person is systematic she is subject to a tremendous waste of energy and money. System means success; saving time; carrying out your resolves; having a definite time each morning to start to work, and starting; [...]

Another pitfall (besides fear) in sales is lack of energy – indifference, disinclination. Lack of energy is lack of integrity. A person of great integrity is capable of enduring great hardship, and is therefore worthy of great reward. Integrity means hard work, it means head work, it means success. Weak people get cold feet, and [...]

The salesperson’s fear that she will not do well, or that she will not be well thought of, is her greatest pitfall, and yet this is an obstacle that exists nowhere but in her own mind. The person who succeeds in banishing fear from her life is the coming genius, and she who relieves other [...]

The sense of taste is important in case of groceries, drinks, and other things the sale of which depends materially upon the taste. In other cases it can’t have much to do with the salesperson’s business, if anything. Taste is a very much misunderstood sense. The tongue not only tastes, but it also feels, and [...]

There are many products of which the sense of touch is important. It is a common art in selling clothing to get the customer to feel the quality of the products. The salesperson of ties asks you to run your fingers over the tie and feel how smooth it is. The smoothness of the tie [...]

You as the salesperson should try to cultivate a pleasant and interesting voice. It is as essential to your success as it is to the success of a public speaker. This does not mean that it is necessary for every successful salesperson to have a beautiful, well-modulated tone, but it does mean that you must [...]