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 [...]

My latest book Selling IS Better Than Sex is now available on Kindle – get your copy today for only $8.99! The secret of being successful in selling is the ability to transmit your energy and your enthusiasm about your product or service. If you fail to do that, you will not sell. In Selling [...]

When a civil engineer learns certain rules of algebra or calculus it is not merely for the purpose of storing up knowledge. It is for the purpose of learning things which he can apply to his daily work. For instance, the surveyor learns what a sine and a cosine are, and how to use a [...]

Observe facial expressions:  Notice whether customers are making eye contact with you, have an alert expression on their face and appear relaxed. Signs that you have talked too long or have not engaged their interest might be yawning, rolling eyes, or taking peeks at their watch. Indications they are uptight about something is a tense [...]

A sales professional is someone who invests in his knowledge; who reads magazines and web portals dedicated to salespeople; and attends seminars and conferences. A salesperson who follows the trends understands how essential it is to continuously advance and develop his skills. Professionals are the ones who know how necessary it is to start selling [...]

The argument that salespeople are born and not made is partly true, but mainly false. The element of falsity lies in the fact that those who make the statement forget that a strong personality can be cultivated. This would be a sorry world indeed, if the only respects in which you could improve yourself were [...]

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 [...]

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 [...]

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 [...]