We live in the age of remote communication—we text, we email, we place calls on our cell phones while doing other things. Gone are the old days when it used... MORE

Building rapport and creating connections with customers are still a key focus in today’s selling environment. It can happen in an instant. You can also blow it right at “Hi,... MORE

When you successfully identify a customer’s needs and wants, you have accomplished a very important goal that will make selling your product much easier. It’s All About the Customer... MORE

Most consumers today are on to most of the classic techniques used to sell goods and services. The typical buyer is more aware and informed than at any other time in history, which demands... MORE

Besides impulse buys or basic needs purchases, the sales process is typically somewhat lengthy and spanned out over the course of multiple steps. Following up can be the most... MORE

For every excellent sales presentation you make, your prospect has at least two or three other options to consider. In her article on Entrepreneur.com, Alice Myerhoff listed 5 ways to... MORE

When a telephone sales call goes wrong, it is painful for everyone involved. All too often, the salesperson unwittingly gets in his or her own way due to the stress involved. Here’s... MORE

The single most important question asked in sales meetings today is: “How can we close more sales?” As every salesperson well knows, good hard answers to this crucial question... MORE

Last week, during a client’s sales meeting, we got into a discussion regarding pipeline values. Needless to say, the number of prospects and dollar values were insufficient to achieve... MORE