What’s changed about the customer you’re currently calling on? If you are unable to determine any of their differences since you last met, then you really haven’t taken the time to understand your customer.

Next time you stall out in a presentation, try asking, “How can I help you achieve your goals?” Not only will it help you refocus your thoughts, but it will also communicate your desire to see the customer succeed.

Cold-calling has never been a sport people wake up in the morning wanting to do and yet it’s a topic people are very interested in.  Recently I wrote an article on cold-calling titled: 14 Steps to Successful Cold Calling.  Needless to say it’s been a hit, I’ve had more people respond to it than nearly [...]

Sales is all about listening to your customers.  Now, if you’re an effective listener you’re also one who is open and receptive to new sales ideas and I want to encourage you to check out 3 other websites with some great sales training, sales motivation content, they are: www.sellingtobigcompanies.com www.salesopedia.com www.salesdog.com Each of these sites [...]

In two sentences, can you explicitly define what makes you different from your competition? Great salespeople can.