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 that your customers require can you begin to present them with the appropriate solution. Cold-calling can become a thing of the past if you become adept at learning as much as possible about your potential customers …

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 identify the causes of various objections. This way you will be well-positioned to educate your customers when they don’t fully appreciate the product that you’re selling. A lack of understanding on the client’s part will put an …

If your offer is based only on price, there is a good chance that someone else will have a lower price than you; and you are prone to becoming involved in a bidding war that distracts from solutions. To avoid that, base your proposal on achieving more goals for your prospects, instead of just saving them money. By doing this you will set yourself apart from the rest of the salespeople who base their offers on price alone.
Anyone can step up to the plate with a lower price. But not …

Have you ever felt overwhelmed by the massive amount of sales information online? Have you ever felt lost in the search for sales tips, sales tools or specific sales techniques? I would like to introduce you to Sales Magicians!
SalesMagicians is a social bookmarking and networking site, a place for sales people to discover and share sales content from anywhere on the web. It allows you to submit, share and vote for the best sales information links on the Internet.
Everything on Sales Magicians is submitted by their community (yes that would …

I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products or service than other salespeople in the same company.
So you are probably asking yourself – how is it that they can make six or seven figures and you are struggling month by month to make ends meet and …

My colleague Andrea Baljak is holding a webinar on May 6th at 7 PM – The Get Clients Now!™ webinar is for Independent Professionals, Entrepreneurs and Small Business Owners – learn to create an endless stream of clients by doing 10 simple things per day!
You’ll identify where you’re stuck in your own marketing efforts by answering the following questions:
1.  Do you need to fill your pipeline?
2.  Do you need to improve your follow up activities?
3.  Could you do a better job at getting presentations?
4.  Is it …

No American can afford to treat salesmanship as a small matter. Why? Because the United States started out on a salesmanship basis for this reason: because only thirteen states were gained by war and all the others were gained by purchase and bargaining.
On five great historic occasions Uncle Sam went out with his money in his hand and bought more real estate. In 1803 he bought Louisiana from Napoleon for $15,000,000. Thomas Jefferson drove the bargain and actually picked up fourteen new States at a price of two and a …

If you read any of the Sherlock Holmes stories, it will interest you in the quality of observation which the salesperson must cultivate. Sherlock Holmes had a remarkable ability for finding out what sort of people he was dealing with, through powers of close observation. The author, Conan Doyle, takes pains to explain in every story that Sherlock Holmes did nothing by chance, and did not rely upon any invisible, peculiar, or mystic power to aid him in making his deductions. He had simply cultivated a remarkable shrewdness of observation. …

There is an amazing number of people in the world who imagine that the law of selling (and business in general) is that one must make a profit by getting an advantage over other people. As a matter of fact, the very opposite is the case. It is an established truth that those companies that are operating most successfully are the ones that are benefiting their customers most; in short, the ones that recognize the fundamental proposition that a fair deal must benefit both sides.
Let me explain what I mean: …

This is one of those videos, that makes you think.

Years it took to reach a market audience of 50 million:

Radio — 38 years
TV — 13 years
Internet — 4 years
iPod — 3 years
Facebook — 2 years

It is estimated that a week’s worth of the New York Times contains more information than a person was likely to come across in a lifetime in the 18th century (I’ve used this info in my book “Trigger events” in 2007!)
There are 31 Billion searches on Google every month. In 2006, this number was 2.7 Billion. …