Knowing how to handle objections from clients begins with anticipating their concerns.  Your attitude at the start will directly affect your sales at the end of the day. Be enthusiastic.  Know how your product or service can add  value to your customer by either saving him time and money, by eliminating stress and waste, or [...]

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, [...]

There is no question that cold calling is not at the top of anyone’s favorite activity list. The common objections are: I don’t want to bother anyone They probably won’t be interested I don’t want to be yelled at I don’t like reading from a script I don’t really know what to say What if [...]

Clammy hands?  Blank mind?  Have you become an expert at creative avoidance?  No one actually looks forward to cold calling, yet it’s a necessity for successful selling. Happily, there are some simple cold calling techniques you can use to become much more comfortable, move past your fear and enjoy the positive results you want. These [...]

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 [...]

Selling is fundamentally a question of the influence of mind over mind. If you as a salesperson exercise no influence whatsoever upon the mind of your customer, but the customer does all the deciding, you are not a real salesperson. You are an order taker. (Please read my article: Are You an Order Taker or [...]

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 [...]

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 [...]

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 [...]