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Contrary to some opinions, closed ended questions have value in sales. As with any question, it's more an issue of proper use, at the proper time, for a specific objective. Read More

Sales projections are among the most common challenges for sales people and their managers. Why? What causes these forecasts to be so far off the mark?

Here is a list of 3 steps I take to ensure my projections are accurate… Read More

FriendFeed is a powerful aggregator of social media. What really makes it interesting is that it is an aggregator of others aggregations. That means you potentially get the best of everyone else’s social media monitoring.

What does that mean? Simply put the best of social media monitoring–aggregation and pretty good noise filtration. Read More

Optimism is a philosophical belief that things will work out for the best, regardless of how the situation or events look today. Optimism is a personal choice to view things positively. Optimism is a foundational success skill for sales people. Read More

There are people who think the grass is greener working for another manager, then there are those who think they would be happier in another department, and there are always people who think it would be better to leave and go work for another company.

Although these scenarios will always exist, I am noticing a recent shift where things seem different. More than ever, I hear people talking abo Read More

Each month you will find the Top 10 Sales Articles of the Month at www.topsalesarticles.com. You can also cast your vote to determine the top sales article of the month.
Once a year the top articles of each month compete for the Article of the Year.

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Let’s face the facts here – as a salesperson you don’t have to pussy-foot around your clients and question them in subtle, tactful ways to find out if you were any good. If you were good, they bought your product. Your massive sales figures at the end of each day will show the world what a sensation you are, a market leader in your field. You have the magic touch – you know it and you can prove i Read More

Much of the time, consumers are in a fog - a buying fog. The buying fog is fueled by a lack of personal clarity about what they really want or desire, by their dislike or fear of salespeople (whether it be strong or mild), and by their lack of: time, money, clarity, silence, or priorities. Read More

The conventional sales wisdom has always insisted that a salesperson enter a prospect as high up the organizational chart as possible. The idea behind this approach is that authority to sign a contract is normally found at the higher levels of an organization, and that it is a waste of time to start anywhere else. Whenever one commits to a single approach, they necessarily cut themselves off from Read More

Options are not always good, especially in sales. Part of good selling in demonstrating capabilities and the ability to deliver solutions. Throwing options out, like so many things against the wall, is not the same as selling. Read More