If you don’t understand the power of strategic questioning, you are missing out on a vital tool in high-profit selling. Building long-term relationships with customers and prospects requires that you ask strategic questions. Strategic questions are those where the answers are not always clear cut.  You want to get the other person thinking and talking. [...]

Avoid the price haggler. If you give in, they’ll haggle you on everything. A customer who wants to haggle over price many times will be the same person who will hassle you on everything else. Sure, who doesn’t want to close every sale? I do! But be careful with the person who fights you during [...]

Guest post Monday and we have Ken Thoreson of Acumen Management Group sharing why it is so important to be prepared for that important sales call. Ken makes several valuable points in this post, so don’t miss the opportunity to strengthen your selling skills. As a rookie salesperson, I learned that when it comes to [...]

Yes, this might sound harsh, but hear me out. Your customers aren’t looking to buy your weaknesses, so why should you focus on them?  Don’t! I’m not saying to misrepresent yourself and what you sell if your customer does ask about a weakness.  What I’m saying is keep your focus on your strengths. This might [...]

Let’s face it: Past growth does not guarantee future growth. If you want to succeed in sales, you must have a prospecting plan — and actually use it! I wish I could say it was easier than this and that solid leads will just appear before you. However, I’ve yet to meet a successful salesperson [...]