The Japanese believe that business is temporary, but relationships are eternal. Stop simply offering your products and start building relationships.
Relationship-building is imperative in selling. There are products on offer for sale everywhere – but not everybody is an expert. If you can build a solid relationship with your customers and convince them of your expertise in the industry, you will enjoy a long-lasting mutually-beneficial working relationship with them.

Action Step
Take some time to listen to your customers’ needs and wants. Discover all that you can about …

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 …

Consider the following letter by an active head of one of the largest software company in America:
“Results are the only things that count. We are perfectly willing to pay a salesperson $100,000 a year if they deliver the goods; we are willing to pay $750,000 a year if that person delivers, and a person’s earnings from $7500 a month up to almost anything is in their own hands.”
The heads of ninety-nine out of every hundred companies employing salespeople reflects that sentiment. Often the main limit to the salesperson’s earning power …

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 …

Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them – a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are looking for event that can trigger the sales for you.
It could be something internal or inside the company, like a new direction from management, a merger or an acquisition, rapid growth, or maybe a new product …

In my previous article I was talking how If you live by price – you will die by price.
Let’s talk further about how to close the deal without discounting.
If you base your offer on your price only, there is a good chance that someone will have lower price than you, or you can end up in the bidding war that distracts from solutions. To avoid that, base your proposal in achieving more goals for your prospects, not just to save money, because every other salesperson will say exactly the same.
Customer …

The old idea of a sale was that one person’s profit was another person’s loss. The idea of a deal being two-sided and a benefit to both parties, is comparatively modern; but it is by virtue of this fact that good salespeople know the customer not as an enemy, but as a friend.
Pretended friendship does little good, the friendship must be actual. Why? Certainly not on account of the beauty of friendship as a sentiment. You may make such friendships elsewhere than in your business.  It is because if your …

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: …

You are there to assist people in finding the right solution to their problem. Your expert advice is given in an informed and informative way. You need to listen well to what the client’s needs and desires are before you can even attempt to sell her a solution. And it must be the best solution for her particular problem. Therefore, the art of closing sales is not the process of persuading people to make decisions, but the art of making decisions with which people agree.
The beauty of closing the deal …

In sales you’ll always know where you stand. No longer do you have to torment yourself with the question of your performance. At the end of the day, your sales figures will be the yardstick that indicates how well you’ve done in selling. You’ll always know how your performance was for that day, for each and every customer. The proof is in the purchase of the product that you’re selling.
No-one can fake a purchase or lie to you about how great your pitch was. Customers aren’t concerned with stroking your …