Are You Having a Summer Sales Siesta?

by Kim Duke

Years ago I had a seasoned older man for a sales manager who told me something I have never forgotten..."Always walk into the new quarter with 75% of your target sales goal already achieved and the rest is gravy"...

Winning Over Problematic Customers

by Craig Harrison

Before you write off that 'special' client that always seems to be unhappy or high maintenace, try a new approach. A little change can make a big difference when it comes to satisfying a customer. Maybe it's time for that annual account review you have been dreading that can uncover the thorn that's been causing the problem all along...

Hidden Triggers that Influence Decisions

by Kerry Johnson

Think of the last time you probed a customer...what kinds of questions did you ask? Were the questions open-ended or close-ended? When the preferred response was given, did you capitalize on the opportunity? If you have ever paid close attention to the strings of automatic behaviors, you can learn from them...

Sales Success is all about the Emotion

by Alan Rigg

Do you have trouble convincing prospects to speak with you? Is your pipeline full of stalled opportunities? If you find it difficult to close sales, you may be having an emotional disconnect that is causing you problems in the sales process...