Objections to price are the most frequent of all objections. Your ability to meet these successfully is a valuable asset, and being efficient in sales is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to meet successfully price [...]

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 [...]

“Should I follow a script when cold calling?” A few of the benefits of using a script are:  You can practice reading from it before you call to help you sound more knowledgeable, professional, and in control The script contains a list of common objections, with suggested responses Reviewing the script will allow you to [...]

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 is Better than Sex, I will take you through the essentials of successful selling with a humorous twist; illustrating that business [...]

The sale can be divided into five classes, according to simplicity. Class 1. The simplest business sale is one in which the customer is so anxious to buy at a specified price that he comes to the salesperson and voluntarily offers her the proper amount of money for the products. As an illustration, take the [...]

The sense of taste is important in case of groceries, drinks, and other things the sale of which depends materially upon the taste. In other cases it can’t have much to do with the salesperson’s business, if anything. Taste is a very much misunderstood sense. The tongue not only tastes, but it also feels, and [...]

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 [...]

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 average salesperson is overly eager to begin actual selling, and in this ambition he or she is encouraged by the average sales manager.  In selling, as in many other activities of life, it often is true that less haste makes more speed. It does not pay to rush the preparation steps, for the result [...]

“Tell me and I forget. Show me and I remember. Let me do and I understand.” – Confucius (551 – 479 BC) Research clearly illustrates that most people learn best by doing; by being in an environment that is conducive to what they are learning and by being able to actually put into practice whatever [...]