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Closing A Sale: Promise and Deliver!
By: Hartley Pinn
How to close a sale and generate referrals by under promising and over delivering...
Selling Your Sales Staff on Benefits versus Features
By: Aldene Fredenburg
In order to skillfully sell your product line, whether it's digital cameras or houses, your staff needs to know the products' features, inside and out...
Hit the Prospects Hot Buttons to Close More Sales
By: Geoff Ficke
At the conclusion of every sales presentation the salesman will have achieved one of three results: a sale is made, a sale is lost or valuable information is gleaned that can result in building a relationship. The third result can be called identifying the "hot button." Obviously, the purpose of every sales presentation is to close the sale, and this is the only acceptable outcome any good salesman expects. However, identifying the hot button that will motivate a prospect to purchase can lead to a successful closing in a subsequent meeting...
Online Training on Autopilot Series... Persuasion Through Influence: PART 4 of 4
By: George Ritacco
In our previous articles, we defined the Principles of Influence and how they can be used to help engage your trainees, motivate your employees and salespeople and most importantly, compel your customers to act.
Switching gears for a moment...
Did you know you can “influence” on autopilot?..
Confidence 101
By: Ray Turnbull
Be aware of the fools sense of confidence which plagues most salesmen, and that is the confidence which is based totally on bravado...
Let Your Personality Get You Noticed
By: Donald Aleksy
The article will provide proven techniques to build a strong foundation for your business sales team. From this point you will be able to grow and create a business that will provide the income and return of your investment that will provide the life style of your dreams...
Why Salespeople Need To Do More Than Practice Selling
By: Andy Szebeni
Small business and sales people are often the last people to spend money improving their skills. But usually they are the ones that most need it and most benefit from it. Here we look at the best ways to make self improvement pay its way...
Features Are The Way NOT To Sell - Benefits Win Business
By: Andy Szebeni
Are you one of those sales people that tells prospects about the features of your product in the hope they will then have a reason to buy? Most sales people are, but this article explains the magic method for tapping into buyers' real desires...
Sales Training: Being a Professional Closer
By: Michael Russell
Being a professional closer is very different than being a salesman. If you want to be successful in sales you must be a professional closer...
Get Over Yourself; Prospects Dont Want to Talk to You
By: Tom Richard
Calling your prospects is only one of the many resources you have for establishing contact with them and setting up the appointment. It's also the method most likely to leave the worst impression on your prospect. When you call, you are assuming that you are important enough for your prospect to stop whatever they're doing at that moment just so you can try to sell them something. Get over yourself; they don't want to talk to you.
This doesn't mean you should stop calling your prospects, it just means that you should stop relying on this method to gain that appointment...
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