Relationships with Inactive Clients

by Linda Richardson

While most sales people spend time finding new business, it is surprising how few keep track of inactive and former clients. These are leads that always have the potential to come back to life with a simple phone call. If these people are contacted on a regular basis, you will maintain top of mind awareness that just might trigger a sale for you instead of your competitor...

Six Golden Questions Always Asked by Winning Sales People

by Peter Lawless

Some sales people have all the excuses why they did not get the sale. If you do not gather complete research on each prospect, then you may not get a shot at the opportunity because of that reason. If you are prepared to make the sale by having all the pertinent details of the customer's needs, chances are you are more likey to get the sale...

Four Steps to Better Sales Calls

by Scott Love

Authenticity plays a huge role in the sales process. Much like personal relationships, clients have a right to expect some give and take during the transaction. If they feel you are just wanting the sale for your own benefit, chances are they will not see the benefit for them....

Training vs. Coaching - The Difference

by Jim Masson

It's critical to understand the difference between these two subtle ways of learning the sales trade. It is that difference which will provide the explanation as why so much conventional sales training, even very high priced training, fails to deliver positive and sustained changes in most sales behavior...