Have you ever bought something “on a whim” because the price was discounted for a limited time? How about because there was a limited quantity and they were selling fast? If so, whether you want to admit it or not, you bought because you felt the urgency to buy it while you have the chance….

Working in business, you’ll hear a lot of terms thrown around that don’t make a whole lot of sense  on the surface. B2B and B2C are just a couple of those terms that describe certain sales and marketing roles. While they might sound like high-level industry jargon, it’s extremely important to know the difference between…

  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…

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…

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…

Part of being in sales is dealing with prospect/customer objections. It does not matter if you are the top performer in your company – at some point, you’re going to have someone say “no” to your pitch. In normal circumstances, when a prospect says “no”, you will want to go in to your objection handling…