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Articles on Improving Your Sales Skills

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
by Richard Ruff, Co-Founder and Principal, Sales Horizons

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
by Roy E. Chitwood, CSE, CSP, President, Max Sacks International
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 marketplace.
Get Proactive About Referrals
by Kendra Lee, President, KLA Group
Once you take a proactive approach and make referral gathering part of your sales and account management process your team will get comfortable
What's the Objective of Your 1st Sales Appointment?
by Jeff Hardesty, President, JDH Group, Inc.
Have you defined what you want to happen at the conclusion of your 1st appointment?
Using Humor Effectively With Prospects and Customers
by Jim Kasper, President & CEO, Interactive Resource Group
One of the most valuable "people" tools which you can successfully employ in your sales efforts is humor.
The ROI on ROI
by Michael J. Nick, President, ROI4Sales, Inc.
Know the Different Types of Customers to Make the Sale
by Ken Wisnefski, President, VendorSeek.com
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
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
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?
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
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
by Lee Salz, President, Sales Architects
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
by Jill Konrath, President, SellingtoBigCompanies.com
 Establishing a business relationship with a new prospect is a lot like walking on a balance beam. Every single move you make has consequences.
What Are the Best Sales Questions?
by Andrew Rudin, CEO, Outside Technologies, Inc.
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
by Bill Brooks, CEO, The Brooks Group
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
by Chuck Mache, President, Mache Communications
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
by Bill Brooks, CEO, The Brooks Group
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?
by Jim Kasper, President & CEO, Interactive Resource Group
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
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