As a sale representative there are occasions when you will face opposition from a prospective client.  This article will provide you with some specific tools and guidelines to use when you are faced with the dilemma of how to handle objections. To begin with, concerns from customers are a part of sales, and it is [...]

Being a salesperson requires ongoing customer and client communication. The biggest fear most salespeople have is being rejected, by the caller on the other end of the telephone. Cold calling is not easy; in fact, it can be frightening. There are some proven cold calling techniques that really work and they can help you to [...]

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 [...]

When qualifying a client you will spend a great amount of time asking questions in order to glean information and, in turn, actively listening to what the client has to say. The best sales people ask a lot of questions and genuinely listen to the answers. By asking pertinent questions and listening much more than [...]

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 [...]

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 [...]

If you never failed, you have never lived! Stop being afraid of failure in selling and start contacting new prospects, asking better qualifying questions and asking customers for the order. —————— Subscribe to my daily sales tips and you will receive a free ebook every 30 days, plus extra discounts on my books, CD’s, webinars [...]