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 [...]

Recently I visited with Mike, one of my previous customers, who gave me an interesting list of 10 rules for employees. Every new employee who enters his plant has the first step to a partnership in the shape of these ten rules handed them on a printed card: Rule I Don’t lie. It wastes my [...]

It is not what the product costs, it is what it saves and earns for the buyer.  Remember this when you speak with your customers. Action Step Cost is simply one element of the transaction. If a client can be convinced of the added value of a product – how much it can save them [...]

One tip about health: the salesperson, to be successful, must have a strong, healthy body full of energy; a clear, logical mind capable of accurate reasoning; and a strong, emotional nature that can feel and inspire enthusiasm. Ask yourself – am I healthy? Am I capable of thinking logically? Can I control my emotions? A [...]

Developing meaningful relationships is more than simply being friendly.  A true business relationship requires you to know and understand a customer’s visions, desires and fears. Action Step Take the time to understand your client’s business and its processes. Listen to your client as he discusses his goals and his dream to take his business to [...]

Your persistence may get you that first client meeting, but the ideas you propose about how to improve their revenue or business situation should be your strongest selling points. Once you have a foot in the door, use the opportunity to the maximum. The focus should be on the benefits and value to be derived [...]

Remember this – when customers are asked to define relationship, they discuss things such as how a salesperson can bring value to their companies. Do you add value to your customer’s business? Or are you simply another salesperson to be reluctantly contacted when there’s a need for a new product? You can stand out from [...]

The salesperson who wins is the salesperson that goes in to win, and no person can go in to win if he or she does not prepare in advance to win. Action Step An athlete cannot expect to win a race if he has not trained for that race. The same applies to sales. If [...]

Patience and self-control are admirable and indispensable tools that you will need in order to maintain high levels of service. The business that you don’t get today might just come through to you tomorrow, as long as your prospect has been impressed by your knowledge, dedication and professionalism. Action Step Be confident in your ability [...]