Find articles on how to improve your sales & negotiating skills from SalesVantage.com contributing writers. Find sales management articles & sales resources.
|Physicians Share Some Ways for Sales Reps to Build Credibility|
When asked what their top concerns are about selling medical devices, interacting one-on-one with physicians usually tops the list.
|When the Going Gets Tough, the Tough Sellers Get Going|
I know it's an old cliche, "When the going gets tough, the tough get
going." However, I think it's really appropriate for today's
|Get Proactive About Referrals|
Once you take a proactive approach and make referral gathering part of
your sales and account management process your team will get
|What's the Objective of Your 1st Sales Appointment?|
Have you defined what you want to happen at the conclusion of your 1st
|Using Humor Effectively With Prospects and Customers|
One of the most valuable "people" tools which you can successfully employ in your sales efforts is humor.
|The ROI on ROI|
|Know the Different Types of Customers to Make the Sale|
You must know the different kinds of customers to optimize
sales. Just as you are different from other vendors, buyers differ from one another as well.
|When the Sale Doesn't Happen|
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn't happen. There are lessons to be learned in sales gone awry.
|The Sales Person's Kryptonite|
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
|Will You Pass the Flinch Test?|
There is a little test that professional buyers give to
every sales person. It is a test to see if they are confident in the price they
presented. They call it the flinch test. Will you pass the test?
|The Most Underutilized Strategic Advantage|
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
|Successful Selling and the Theory of Relativity|
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
|Finding the Right Home for Your Sales Skills|
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
|12 Keys to Tuning Up Your Sales Force|
Not sure if your sales organization is up to snuff?
Here are twelve keys to help ensure that your team is focused on the right
things every day.
|Passing the "Tell Me More" Test|
Establishing a business relationship with a new prospect
is a lot like walking on a balance beam. Every single move you make has
|What Are the Best Sales Questions?|
In sales, how do we know if
our prospective customers are answering the questions we think we
|The Truth About How to Have a Winning Sales Personality|
Our research indicated that successful salespeople weren't necessarily
the extroverted and persuasive "sales type." But they all did have one
all important quality in common.
|How to Overcome Fear, Beat Your Competition and Achieve Higher Sales|
Excelling in sales is about going where no others will go. The key is to recognize and
use your fear so that it becomes your friend.
|Selling to Corporate Executives|
How well do you understand the challenges that your prospect faces? Do you present your product or service differently based on the unique perspective of your prospect?
|Why Do They Buy From Them, Anyway?|
It's a fact that many of our current customers buy from the competition
in addition to buying from us. It's annoying to know we're not getting
all of a customer's business