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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.

How to Entertain when Customers try to Keep You at "Arms Length"
by Dave Kahle, The Growth Coach®
What! Not everyone thinks your great?  Alas, it is the salesperson's lot in life to have some customers who just don't want to get close to you.
12 Things Your Buyers Want Other Than Lowest Price
by Bill Brooks, CEO, The Brooks Group
Of course your prospects would like a low price (or rate or fee).  But nine times out of 10, they know that "low price" can often translate as "poor quality."
Characteristics of a Successful Professional: A Propensity to Take Risks
by Dave Kahle, The Growth Coach®
The exceptional professionals share certain characteristics. Here
Your Customer's Behavior: What Makes Them Buy?
by Jim Kasper, President & CEO, Interactive Resource Group
Understanding how, why, what, and when our customers buy has been the life study of many academicians and professional marketing researchers
Pulling Out Of a Sales Slump
by Jim Kasper, President & CEO, Interactive Resource Group
Whatever the cause of the sales slump, the most important thing is to not over react, but to be proactive
What's Your Referral Efficiency Ratio?
by Jim Kasper, President & CEO, Interactive Resource Group
As we all know, referrals are the lifeblood of every sales professional. So, it makes sense to stop and take stock of how we're doing in our referral efforts.
Objections: Questions in Disguise
by Jim Kasper, President & CEO, Interactive Resource Group
In the sales world, the word "objection" has been given a bad rap. Just mentioning the word sends some sales veterans into a state of frozen anxiety
What to Do When You Hear: "I Don't Have The Budget"
by Jim Kasper, President & CEO, Interactive Resource Group
You're ready to close and then you hear the dreaded "I really like what I see, but I just don't have the budget."
The Effective Use Of Silence In Closing
by Jim Kasper, President & CEO, Interactive Resource Group
It has tremendous significance in our approach to sales negotiations and closing. To depict the point, we've used the phrase silence is closing in many of our sales training sessions.
The Ten Dumbest Things Salespeople Do
by Bill Brooks, CEO, The Brooks Group
The truth is, knowing what NOT to do in sales is just as powerful as knowing what TO do. Make sense?
Deaths of a Salesman: The Extinctions and Resurrections of Willie
by Ken Wisnefski, President, VendorSeek.com
The entity of sales has tried on many shoes through the years, as it has tried to keep with the times.
The Best Stuff vs. The Right Stuff: What Quality Has to Do with Getting Full Price, Rate, or Fee
by Bill Brooks, CEO, The Brooks Group
If you want to earn a serious income as a salesperson, you must understand not only what "quality" really is, but what it has to do with how much your prospects are willing to pay
How to Use Questions to Gain More Selling Power And Show Prospects What They Want Most
by Bill Brooks, CEO, The Brooks Group
Questions are your greatest selling tool. The better you become at asking questions, the easier it will become for you to sell.
You
by Jeff Thull, President & CEO, Prime Resource Group
The goal is to let your questions help you establish exceptional credibility and become a problem solver for your customers.  This level of engagement guides customers through making quality business decisions
Selling Face-To-Face and Via The Telephone... What Different Skills Are Required?
by Bill Brooks, CEO, The Brooks Group
Whether you are calling to gain appointments or actually make the sale
I Was Confusing My Prospects
by Bill Brooks, CEO, The Brooks Group
Keep it simple. Don
How Much Real Value Do You Bring To Your Customers?
by Bill Brooks, CEO, The Brooks Group
In today's competitive marketplace it is essential that salespeople position themselves as the central reason why your customer buys.
Handling Rejection
by Bill Brooks, CEO, The Brooks Group
As a sales professional your income is in direct proportion to the quality and the breadth of your prospect file.
Closing The Sale
by Bill Brooks, CEO, The Brooks Group
For you as a salesperson, everything you have done up to the point when you are involved in a face-to-face relationship is wasted motion unless you ask for the order.
Are You Talking To The Wrong People?
by Bill Brooks, CEO, The Brooks Group
All success (and positioning) starts with a positive, upbeat and values-based perception of your role as a salesperson, the role you see that your product or service plays in your customer
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