When done correctly, cold calling can be an effective sales tool for a business. However, many companies either do not use cold calling, or attempt it ineffectively. This is due to certain mistakes; here are a few of them:  Reading From A Script. There is nothing more boring to a prospective customer than to pick up [...]

When it comes to selling, what, exactly, is an objection? If we can truly understand what we’re dealing with when a prospect makes an objection, then it will be easier to handle and use to your advantage in the appropriate situation. Not all objections should be received as a negative blow to your sales presentation. [...]

You can’t expect to get the sale 100% of the time. Sometimes the sale is lost to conditions beyond your control. But it does help to understand more about those deals that slip through your fingers when they just may have been saved by foresight and a little more training. In order to understand the [...]

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 [...]

Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in the equation of success, but it [...]

You have arranged the meeting with your customer, and you got his attention. Next step is to secure his interest in your products or services. Interest is usually lacking for one of two reasons — either you have not secured your customer’s attention, or your argument or selling pitch or presentation is not the best. [...]