Selling Tips and Sales Advice Reader Feedback: Readers of Selling Tips From The Sales Hunter are always sending in questions about sales. I’m not able to reprint most of the questions. However, here is one that I’m sure is of interest to a number of readers: “I am a top-performing sales person who recently changed [...]

Remember: people buy solutions, not products! Frame your questions around how the customer will either use your product or how they can see your product or service helping them achieve their goals.

Selling yourself via voice mail is difficult in any circumstance. In response to several requests from readers, here is my perspective: First, accept the fact that very few voice mail calls will be returned if you don’t have a relationship with them. This means that the voice mail message you leave will wind up being [...]

The key to understanding how much you can be of benefit to a customer is to ask questions that allow them to quantifiably describe their problem to you. When they are able to explain the size of their problem in dollars, you’ve hit a home run.

The level of a customer’s fear drives more sales and loses more sales than any other single factor. What are you doing in your sales process to decrease your customer’s fear? What are you subconsciously doing that may increase a customer’s fear?