Do you know what is the most important part of a sales presentation?. It’s not the marketing materials or the PowerPoint presentation or the product samples. No! The most important part of the sales presentation is YOU! You must be able to deliver your entire sales presentation without any sales tools. It’s not that you [...]

Never offer a customer an open-ended price. Always link to a specified time period. When you don’t link your price to a time period, you’re allowing the customer to use the price as a negotiating tool with you whenever they feel like buying. There’s nothing gained by you until the customer places an order, so [...]

Do you work closely with buyers and purchasing departments?. The more you understand how they operate, the more you will be in a great position to help them. Sales negotiation with a buyer and/or purchasing department does not have to mean losing profit. Too many salespeople are missing out on key opportunities for success because [...]

It’s here…the 4th quarter. How are you doing?  If you’re like most salespeople, this is it — the time is now to pull it all together.  Even if the 4th quarter doesn’t mean anything to you, it still does matter because to many of your customers, this is their final quarter of the year. A [...]

You might as well play the lottery if you think this is going to payout for you. This is especially true if it’s you, the salesperson, who has offered the idea up to send the prospect some information. Although you might think you’ve done a good job, what you’ve really done is give the customer [...]