If you’ve been in sales any length of time, you are familiar with objections. They stand in the way of your goal; closing a sale. The path to success lies in how to handle objections effectively. Being able to turn a negative viewpoint into a positive profit is a transaction sales people and consumers will [...]

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 [...]

“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 [...]

Cold calling – the nemesis of all sales people.  It is the definition of rejection and can impact on the success of anyone who tries it.  On the other hand, it can be a road to increased sales, meeting your quota and filling your downstream pipeline. If you are wondering what to avoid when cold calling, [...]

Why is it that one person will so easily change our whole mental attitude and make us do voluntarily the very thing that we had no idea of doing an hour before, and thought we never could do, when another might have talked to us until doomsday about the same thing, and never changed our [...]

Yours truly is number 17 on SalesCrunch Top Sales Blogs list! SalesCrunch presented today their second Top 50 Sales Blogs List; their first SalesCrunch Top 50 Sales Blog 2011 list was compiled several months ago with HubSpot’s Blog Grader. The blogs on the list were selected for this Top 50 list based on the number of followers [...]

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 [...]

The salesperson’s fear that she will not do well, or that she will not be well thought of, is her greatest pitfall, and yet this is an obstacle that exists nowhere but in her own mind. The person who succeeds in banishing fear from her life is the coming genius, and she who relieves other [...]

One tip about health: the salesperson, to be successful, must have a strong, healthy body full of energy; a clear, logical mind capable of accurate reasoning; and a strong, emotional nature that can feel and inspire enthusiasm. Ask yourself – am I healthy? Am I capable of thinking logically? Can I control my emotions? A [...]