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Research confirms what you've probably suspected: Buyers are deeply irrational beings. Studies show that even savvy buyers don't always make logical decisions about what they need and what's in their best interests; they often buy with their hearts first and their heads second. Here's how to effectively engage customers on an emotional level. Read More

Lots of companies try to unravel the secret of customer loyalty, assuming that when customers leave, it's because they were dissatisfied in some way. But it's not just a matter of satisfying customers: to keep them coming back, you must establish an emotional connection with them, too. Here's how to engage your customers. Read More

Fence sitters can take up inordinate amounts of a salesperson's time and energy, often with little to show for it. But some of the best customers are also slow to decide, especially in the early stages of a business relationship. Use this three-step approach to sort out real opportunities from dead-enders and get the sales process moving — or fig Read More

Some bosses, it turns out, aren't very good at communicating. And that is leading to a breakdown in employee morale at a time of economic uncertainty and fear, according to a new survey by Menlo Park, Calif.-based Accountemps. A lack of open, honest communication was cited as having the most negative impact on employee morale, by more than 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

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

If you're having trouble getting your business off the ground, allow yourself to be as changeable as a chameleon, willing to try putting a new spin on what you have to offer. Here's how to pinpoint and capitalize on what your customers really want, adapting your approach accordingly. 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