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…

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…

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…

There was a struggling salesperson who could not seem to close any deals. No matter how much logic and how many numbers he would throw at the prospect, they would never bite. He would spend hours upon hours sitting in his cubicle studying the economics of his product and how it makes perfect financial sense…

People buy from those that they like. It’s just a simple fact of sales. Think back – have you ever bought something from someone that you did not like? Probably not. That’s why master salespeople have perfected the art of rapport building. Rapport is basically a fancy word for making a connection with the prospect….