If you’re just getting started in the sales process, or if you’re updating your sales procedures in the hopes of getting better results, chances are your cold calling scripts will be getting at least some of the attention. If so, you may just be wondering what to avoid when cold calling, and in this article, [...]

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 [...]

If a prospect does not understand the products or your proposition, it would be useless to continue an attempt to sell without first clarifying what is being presented. So when an objection indicates that the prospect lacks understanding, you need to become an educator, or a teacher. Action Step: Ensure that you are able to [...]

You can’t expect to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training. In order to understand the [...]

More salespeople make the mistake of overselling their prospects than underselling. In plain English, they talk their prospect to the point where there is a readiness to buy and then talk them out of that mood, losing the interest and the order after it was there for the taking. You might account for that by [...]

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 [...]

Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the [...]

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 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 [...]