The Features, Advantages, and Benefits Model (also known as FAB) can be a great tool used to effectively sell any product/service. At it’s core, the FAB Model is a way you can describe a product/service in terms of the physical characteristics, the advantages of those characteristics, the direct benefit to the customer. People buy when…

Salespeople have to constantly fight an uphill battle to do well at their job. One of the worst battles that you’ll have to face is a prospect who is in defensive mode. We all know when this happens – they cross their arms, refuse to make eye contact, and offer as little information as possible…

The funny thing about this post is that it has nothing to do with sales knowledge, business models, product knowledge, competition analysis, or marketing mix. Essentially, this has nothing to do with business at all. Yet, if we do not do this, we might be dooming ourselves before we even start to think about going…

Working in sales is hard. You have a quota that you must hit every month. Missing this quota will not only result in you not getting paid, but losing your job. The ever-changing environment forces you to constantly adapt just to keep up. The competition is always looking for ways to gain market share and…

During a sales pitch, maintaining control of the process can be the key difference between closing a sale and having the prospect walk away. As a salesperson, you ideally want to be the one in control of where the conversation is going. This can be difficult because prospects and clients will often want to jump…

The close is one of the most crucial and important steps in the sales process. I have said it before – this really is where the rubber hits the road and where you either secure the business, or lose the sale. It’s important to have a good working knowledge of different closing techniques that you…

Being confident is one of the foundations of having success in sales, marketing, and business. You can even go as far as saying that being confident is the key to obtaining success in any industry. People who are more confident in their abilities tend to achieve better results. Not because they are more skilled or…

If you have been paying attention to anything within the past decade, you have probably noticed that people are becoming more and more hooked on their cell phones with every passing day. It seems that no matter where you go, you’ll see someone on their phone. If you are thinking that social media and texting…

Discovery questions are some of the most important questions that you will ask during your sales call. This is where you will discover a true customer problem or need that your product/service can fulfill. When you uncover that need or problem, it will allow you to seamlessly pitch your product/service to them in a way…