Wimpiest Sales Questions Ever Devised

by Gary Goodman

"Got a Minute?" When someone asks me this question, I have to restrain myself from bellowing out about what a silly question because selling is always in interruption to someone. This line has no credibility and should not be used when opening up the lines of communication with any prospect...

The Keys to Buyer Motivations

by Mark Dembo

One thing all sales people should understand is how to get to know the customer and then find out how you can help them with your product. It's not about what makes sense to you, but what makes sense to them and their immediate needs. This selling skill requires good listening skills and attention to detail...

Trust | Prospects | Communication

by Paul McCord

What are you doing with those prospects that are currently in your database that are not ready to purchase yet? Are you contacting them and establishing trust and good will? Let's look at the three most common negative messages given by a salesperson and company communications....

Story Telling = Story Selling

by Craig Harrison

In sales nothing succeeds quite like a good success story. During sales calls a short story can serve as reinforcement in a very memorable fashion. They can be told in response to questions, serve as testimonials and especially in developing relationships. Are you sharing yours? Remember that your insights can make the difference between closing and losing the sale...