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Sometimes, despite your best efforts, your prospect will refuse to say "No" even if it's the right answer. When that happens, you'll have to step in and say it yourself. Read More

If you are in a highly competitive industry, you are always going up against an arch rival that’s chasing after the same business opportunities. They are a formidable foe. Just like you, they are willing to work harder than anyone else, they crank out the phone calls, they are relentless about follow-up, and if it comes down to a price war… they will practically give it away just to beat you... Read More

You sell a product or service. Your prospects might want to know how your product or service works, so you often need to tell them what it does, how it does it, and what the prospect should know about the product or service if the prospect decides to own it. But that is not selling. It is often part of selling, but it's not selling. Yet, many salespeople confuse "How a product works" with "how to Read More

Great salespeople have the ability to speak well and to convey their ideas and their solutions. This ability in great salespeople is never exercised until they have exercised the even greater communication skill of listening first, because it proves they care. Practice these ideas to improve your communication skills. Read More

Business owners know the importance of having a business plan. Sales people should view their territories as a business, then plan execute and run them accordingly. Read More

Want more revenue? Well, harness the power of brand focus, clarity, simplicity, and utility by benchmarking yourself to Tiffany & Co. so you can gauge your offering’s sales & marketing strength and how to improve it. Read this article to understand how. Read More

Great salespeople have the ability to create high-level rapport with their prospects and their clients. Great salespeople have the ability to connect on a very human level. This rapport is built upon the salesperson’s empathy and their emotional intelligence. Here are 5 ways you can improve your empathy and emotional intelligence. Read More

How would you describe culture in one word? Here are some great definitions of culture taken from Cross-Cultural Twitter Interviews of cross-cultural and international people on Twitter Read More

Sales is about creating positive outcomes for others. In order to create these positive outcomes for others, the salesperson has to have both the desire and the ability to do so. Take these actions to demonstrate that you care! Read More

As a sales professional you should be thinking ahead to get ahead of situations. This may not always be easy, but it does yield better results than excuses as to why you didn't. Read More