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Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient. Read More

Well, all the submissions are in, 14 potential resolutions to the challenge faced by our sales team in the scenario presented. Now it's time to vote for the winner, the one you think best resolves the challenge. Come read the answers and vote. Read More

Sales managers have to balance the White and the Black in managing the process, coaching and leading their team members to success. If the can master enforcing the process and related rules, while at the same time coaching team members to consistently execute, they will achieve the Yin Yang of sales management. Read More

Whenever a new commodity appears, we ridicule it, and oppose it, and refuse to buy it at any price. Then the salesperson trains his energies on us. We fight for a while, and finally we surrender. But we give no credit, or glory, to the salesperson. We walk up to the counter and buy the commodity, remarking to the clerk that it is just exactly what Read More

SECURING THE DECISION AND OBTAINING AN ORDER Closing is so often regarded as the most difficult part of the selling process. But this should never be the case! Getting the order from a prospect whose interest and desire have been secured and whose objections have been effectively eliminated should simply be the next logical step in the process Read More

You are not born knowing how to walk. But you had to, one step at a time, to make the first step. After each attempt and all of your hard work, each step turned into a learned skill where you were able to finally walk. It is the same in sales - you have to put the efforts in motion and start learning about new sales tools available to you. Ther Read More

Many times business owners and marketers look for ways to create innovations and points of differentiation through elaborate technical add-ons or by attempting to create entirely new product or service categories. From my experience, one of the best way to create an innovation or differentiation for your business is to take something people alr Read More

Today I am sharing with you my Daily Sales Tip #21 titled: “Find companies that have immediate wants and needs.” Read More

You can't sell an item without agreeing on a price. There is no success without the sale — and there is no sale without the price. Read More

If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn't do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your price list. Teaching and educating customers is no longer en Read More