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Options are great in buying a car or playing the upside on a stock, but they don't belong in selling. As an expert you should work to understand the buyers specific objectives, and present the best solution based on that. If you need to make adjustments make them based on further input from the buyer. Read More

Here's an email I received the other day. It illustrates how not to sell via email (and is included here exactly as I received it):

MY NAME IS MARC BATKE I LIVE IN CALGARY ALBERTS CANADA.I WORK WITH ONE OF THE TOP INVESTMENT BANKERS IN THE COUNTRY HIS NAME IS KURT SOOST. WE ARE CREATING A #1 SALES PERSON NETWORK IN DIFFERENT Read More

Salespeople use scripts. Even those who believe they don’t use scripts are really relying on scripts, albeit ones that haven’t been refined as well as they might be. By writing and rehearsing your scripts, you will be smoother, you will be more consistent, you will be more persuasive, and you will be more effective. Read More

There is a difference between coaching and managing. Coaching provides the opportunity to build the salesperson’s competence and their situational knowledge. Coaching the salesperson’s opportunities is an effective way to close the sales performance gaps. Read More

Like it or not, all sales organizations are participants in the race to sales competence. How many sales leads will your organization, whether a sole-proprietorship or large sales department, burn through because your sales people are incompetent (or, at least, less competent than they should be) at selling? How many marketing dollars will you invest in various Read More

It's a competitive world out there for sales professional, you need to make the most of every opportunity. So don't be soft or laid back, stand up, assert yourself, make your presence felt, and lead the sale, it's not a game for wimps.
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Think verbal communication is the only necessary skill in sales? Think again! Author Ralph Allora discusses the need for excellent written communication as well. Read More

Salespeople are responsible for managing the outcomes that they sell their clients. If you sold anything even remotely complex, like a real business improvement, it is inevitable that the execution comes with built-in challenges and problems. Despite all of your Read More

I was on the phone the other day with a guy who was trying to get me to buy a leads list. Hey “guy,” if you are reading this, don’t bother calling me again. I’m not going to buy from you. Let me tell you why… Then, I'll share some quick and easy tips to use on your next call to win the deal! Read More

Bad customer service should never, under an circumstances, be tolerated. You have a right to expect excellent customer service, and it's time to demand that right. Read More