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"|
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
|12 Things Your Buyers Want Other Than Lowest Price|
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
|Characteristics of a Successful Professional: A Propensity to Take Risks|
The exceptional professionals share certain characteristics. Here
|Your Customer's Behavior: What Makes Them Buy?|
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|
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?|
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|
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
|What to Do When You Hear: "I Don't Have The Budget"|
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|
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|
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|
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|
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|
Questions are your greatest selling tool. The better you become at asking questions, the easier it will become for you to sell.
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
|Selling Face-To-Face and Via The Telephone... What Different Skills Are Required?|
Whether you are calling to gain appointments or actually make the sale
|I Was Confusing My Prospects|
Keep it simple. Don
|How Much Real Value Do You Bring To Your Customers?|
In today's competitive marketplace it is essential that salespeople position themselves as the central reason why your customer buys.
As a sales professional your income is in direct proportion
to the quality and the breadth of your prospect file.
|Closing The Sale|
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?|
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