Many sales reps struggle with objections from their clients. One of the most common is that dreaded phrase: “I don’t have the money, and right now I just can’t afford it.” At this point, many sales reps give up and tell the client to call when they do have the money, which is usually never. [...]

As a salesperson, it is your mission to discover exactly what your customer requires by asking the necessary, most pertinent questions. The process of discovery is of paramount importance in your selling career and learning to ask the correct questions is a very necessary skill to acquire. Only when you have discovered what it is [...]

Going back to basics and having focus on what made you successful in the start of your career (learning, learning, and learning) becomes vital in selling in these difficult days for the sales profession. In fact, one of the rewards of a successful sales career is the stimulating learning process – it’s never dull unless [...]

Always take the customer’s point of view. More importantly – always work to help the customers achieve their goals. Try to demonstrate a willingness to support your customers in growing their companies and fulfilling their business needs and desires. This attitude will go a long way in gaining their returned support and their appreciation for [...]

Certain objections exist to every proposition in the world. What would a soccer, football or basketball game be like without the blocking of shots? And what your proposition is determines what the objections are. Call on a thousand average people to whom your proposition is salable. You’ll find the same objections on the lips of [...]

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 [...]

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 [...]

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 [...]

Remember that the person who asks questions at the meeting is the one who controls the conversation. We have two ears and one mouth so that we can listen twice as much as we speak. Ask the question, and then shut up and listen to what your prospect is saying to you. Action Step You [...]

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 [...]