Comfortable Sales Environment

To get someone to buy, they must be comfortable with their decision. If someone answers your presentation with an objection, do you know how to turn that objection into a reason to buy? Many times, that can be the exact reason somebody needs in order to make a positive decision.

Essential Tips to Create a Successful Business Raffle

Raffle fundraisers can be very successful and relatively easy campaigns for businesses. Great for boosting publicity, attracting a bigger customer base and raising funds...

Government Contracts: A Win-Win for Everyone

The federal government and small businesses go together like bread and butter. When they work together, the governmental entity gets to work with a specialized small business and often has access to upper management that it would not have otherwise.

Being Interested in Your Customer

The old saying goes, “People don’t care how much you know until they know how much you care.” The best thing you can do for you and your business is to truly care about your customers, to find out how you can help them and what you can do for them.

Bad Commission Plans Drive Bad Sales Behaviors

I've been at the periphery of a number of discussions about commissions and sales. Usually, they are very polarized discussions, with people on each side taking extreme positions, neither providing useful or data based arguments, neither listening to each other and each reinforcing the others' positions.

10 Key Steps to Build Rapport on the Phone

At a recent sales conference I took notes as the keynote speaker argued that our words account for only 7 percent of our communication effectiveness. Tonality accounts for 38 per cent and body language 55 per cent.

Sales Objections

People can cite hundreds of reasons to not buy something. But ultimately, those reasons all boil down to 4 objections that you might run into at any step in the sales process. If you know your product or service, you can prepare for these objections and have an answer for your prospects.

How to Build a Powerful Sales Team

Your salespeople need to be the very best you can find, and great salespeople can be hard to find. On any given sales team, a small percentage of the force does a majority of the business, and your goal is to increase the percentage of your team that is making big contributions to your sales totals. Here are a few tips you can follow to build a powerful sales team.

Better Sales Methods

People are really just interested in two things. They might describe them a hundred different ways, but here is what they are interested in: How much does it cost, and what will it do for me? If you can answer those questions, you are on your way to a successful business.

Increase Sales by 30% Using Your Basic Business Data

The media often highlight companies that spend hundreds of thousands of dollars on big data solutions that reveal patterns and trends in customer behavior...

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