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Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here's how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves c Read More

When the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. Avoid making costly mistakes by learning how to implement the top 10 tips to stay in control when your market feels out of control. Read More

Small merchants have long chafed at the fees they must pay banks every time a customer swipes a debit or credit card. But now, with business slowing and every dollar important to their bottom line, some merchants are pushing for changes. Read More

Being a sales manager is one of the most difficult jobs on the planet. It requires a thorough knowledge of virtually every aspect of the business. And it suffers from a high turnover because the sales manager is ALWAYS the scape-goat when things goes wrong. Given that the job is so difficult, I thought it might be helpful to provide some advi Read More

Some salespeople and managers think they'll keep clients happy by not ruffling their feathers with uncomfortable questions -- but customers can't solve problems they don't acknowledge. Here's how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business. Read More

From Business Week, September 10, 2007: "A new study conducted by professors at leading MBA programs suggests that most negotiators don't realize how much they are leaving on the bargaining table." (Because they didn't aim high enough) Read More

When times are good, anybody can sell. It's at times like this that you find out if you're really a sales professional— or just an order taker. Here's the good news. Chances are your competitor — the sales guy down the street — is obsessing about the economy when he should be out selling. So that means that you've just been handed an incre Read More

Professional copywriters know that All successful sales letters start the same way: with a compelling headline! In fact, the headline is the most important element of your salesletter because it's key to grabbing your readers' attention — and keeping it! And you only have a matter of seconds to do this. If you don't instantly excite, inspire and Read More

This short video shows a coaching session on cold calling. It moves quickly and covers a lot of ground, but the points that it makes are truly useful. Read More