Sales: Most Popular Articles
These articles are the most popular over the last month.
Essential Sales Skills
Anyone can learn to be a good salesperson by acquiring and honing a few basic sales skills. In fact, you'll find these skills helpful in many aspects of your life.
Anyone can learn to be a good salesperson by acquiring and honing a few basic sales skills. In fact, you'll find these skills helpful in many aspects of your life.
Seven Stages of Sales
No matter what you're selling, every sale follows roughly the same pattern. It's a rare sale that doesn't include each of these steps in one form or another.
No matter what you're selling, every sale follows roughly the same pattern. It's a rare sale that doesn't include each of these steps in one form or another.
Handle Objections in Six Steps
Most salespeople think of objections as a bad thing... but they're missing the big picture. If your prospect raises an objection, that's actually a good sign.
Most salespeople think of objections as a bad thing... but they're missing the big picture. If your prospect raises an objection, that's actually a good sign.
5 Types of Sales Approaches
Every salesperson comes up with a unique approach to the sales process. These individual strategies are usually a version of one of these five basic sales approaches.
Every salesperson comes up with a unique approach to the sales process. These individual strategies are usually a version of one of these five basic sales approaches.
What is B2B Sales?
B2B is short for “business to business.” It indicates sales made to other businesses, rather than sales to individuals. The latter is referred to as “business to consumer” sales.
B2B is short for “business to business.” It indicates sales made to other businesses, rather than sales to individuals. The latter is referred to as “business to consumer” sales.
What is a Sales Manager?
Sales managers are responsible for keeping their sales teams producing. Managing a sales team isn't easy, but it can be extremely satisfying for the right person.
Sales managers are responsible for keeping their sales teams producing. Managing a sales team isn't easy, but it can be extremely satisfying for the right person.
8 Phone Tips
Sales is a numbers game. The more potential clients you reach, the more sales you will make. But this doesn't mean you can ignore quality in favor of quantity. Deploy a few basic strategies and you can make every sales call count!
Sales is a numbers game. The more potential clients you reach, the more sales you will make. But this doesn't mean you can ignore quality in favor of quantity. Deploy a few basic strategies and you can make every sales call count!
Sample Thank-You Notes
Saying “thank you” when someone does you a favor is just good manners. It's also incredibly important in sales because the first thing you must sell is yourself.
Saying “thank you” when someone does you a favor is just good manners. It's also incredibly important in sales because the first thing you must sell is yourself.
26 Questions that Sell
Asking your prospect a series of open-ended questions during your presentation can get your prospects to sell themselves. These examples will help you get started.
Asking your prospect a series of open-ended questions during your presentation can get your prospects to sell themselves. These examples will help you get started.
What is CRM?
CRM, or customer relationship management, is the strategy that a company uses to keep its customers happy and loyal. A good CRM benefits both the company and its customers.
CRM, or customer relationship management, is the strategy that a company uses to keep its customers happy and loyal. A good CRM benefits both the company and its customers.
How to Cold Call
Cold calling: the dreaded sales technique that can make even hardened salespeople shake in their shoes. In fact, cold calling doesn't have to be an ordeal. Here's how to cheerfully turn your cold leads into warm prospects.
Cold calling: the dreaded sales technique that can make even hardened salespeople shake in their shoes. In fact, cold calling doesn't have to be an ordeal. Here's how to cheerfully turn your cold leads into warm prospects.
Sample Service Contract
Here's a contract template that you can use to create a personalized service contract. It works well for any business that sells professional services.
Here's a contract template that you can use to create a personalized service contract. It works well for any business that sells professional services.
Unique Selling Proposition Examples
Some of the best slogans of the past and present include a USP (unique selling proposition). Here are the best of the best and why they work so well.
Some of the best slogans of the past and present include a USP (unique selling proposition). Here are the best of the best and why they work so well.
Elements of a Great Sales Plan
Have you created a sales plan for yourself yet? If so, do you revise it on a regular basis? An up-to-date sales plan is one of the best tools a salesperson can have.
Have you created a sales plan for yourself yet? If so, do you revise it on a regular basis? An up-to-date sales plan is one of the best tools a salesperson can have.
How to Train Salespeople
There are two types of training that fall under the umbrella of “sales training.” The first is teaching the mechanics of sales: how to go about selling in the general sense, with an emphasis perhaps on the sales techniques that work best for your industry. The second is company-specific training: details about your products and services, the sales process that your team is expected to use, tools and resources, etc.
There are two types of training that fall under the umbrella of “sales training.” The first is teaching the mechanics of sales: how to go about selling in the general sense, with an emphasis perhaps on the sales techniques that work best for your industry. The second is company-specific training: details about your products and services, the sales process that your team is expected to use, tools and resources, etc.
How to Interview Salespeople
When you're hiring a new salesperson, a little due diligence on your part can help you to secure a highly-skilled team member. The candidate's answers to your interview questions are important, but they're only one possible source of information.
When you're hiring a new salesperson, a little due diligence on your part can help you to secure a highly-skilled team member. The candidate's answers to your interview questions are important, but they're only one possible source of information.
What is Consultative Selling?
Consultative selling describes a selling technique in which the salesperson acts as an expert consultant for his prospect, asking questions to determine the prospect's needs and then using that information to select the best product or service for those needs... ideally, the salesperson's own.
Consultative selling describes a selling technique in which the salesperson acts as an expert consultant for his prospect, asking questions to determine the prospect's needs and then using that information to select the best product or service for those needs... ideally, the salesperson's own.
How to Sell Any Product
The basic rules of how to sell never change, regardless of what product or service you're selling. Break these sales rules at your peril.
The basic rules of how to sell never change, regardless of what product or service you're selling. Break these sales rules at your peril.
Free CRM Applications
Customer relationship management - or CRM - is a necessity for salespeople, and hundreds of options exist at many levels of complexity. For the new adopter, free crm applications are a good place to start.
Customer relationship management - or CRM - is a necessity for salespeople, and hundreds of options exist at many levels of complexity. For the new adopter, free crm applications are a good place to start.
Cold Call Openers
The most important part of cold calling on the phone is the first fifteen seconds. If you can't get your
The most important part of cold calling on the phone is the first fifteen seconds. If you can't get your
Sample Testimonial Request Letter
The customer testimonial is a powerful marketing tool. Here's a letter that you can send to new customers to request a testimonial from them.
The customer testimonial is a powerful marketing tool. Here's a letter that you can send to new customers to request a testimonial from them.
Before You Interview for a Sales Job
You want to get a sales job (or get a better sales job). So you've been submitting applications and have finally gotten to the interview stage. Congratulations! Now the prep work begins.
You want to get a sales job (or get a better sales job). So you've been submitting applications and have finally gotten to the interview stage. Congratulations! Now the prep work begins.
7 Benefits of a Good CRM
CRM programs have been around for a long time, but many sales teams have been slow to adopt them. Maybe it's time to consider a few of the benefits.
CRM programs have been around for a long time, but many sales teams have been slow to adopt them. Maybe it's time to consider a few of the benefits.
How to Close a Sale
The most important step in the sales process is also one of the most neglected. I'm talking about the close, of course. Every salesperson should attempt to close every sale with no exceptions.
The most important step in the sales process is also one of the most neglected. I'm talking about the close, of course. Every salesperson should attempt to close every sale with no exceptions.
Phone Scripts That Work
A well-written phone script can help your cold calling efforts immensely. Cold calling is hard enough without being forced to ad-lib. By using a script you'll always have the right words on the tip of your tongue.
A well-written phone script can help your cold calling efforts immensely. Cold calling is hard enough without being forced to ad-lib. By using a script you'll always have the right words on the tip of your tongue.
Breaking into Pharmaceutical Sales
Pharmaceutical sales – aka pharma sales – is the business of selling drugs and pharmaceutical supplies to doctors and hospitals. The pharmaceutical industry is huge and growing ever larger, so there's an endlessly growing need for more pharmaceutical sales reps.
Pharmaceutical sales – aka pharma sales – is the business of selling drugs and pharmaceutical supplies to doctors and hospitals. The pharmaceutical industry is huge and growing ever larger, so there's an endlessly growing need for more pharmaceutical sales reps.
Basic Closing Strategies
The most important step in the sales process is also one of the most neglected. I'm talking about the close, of course. Every salesperson should attempt to close every sale with no exceptions.
The most important step in the sales process is also one of the most neglected. I'm talking about the close, of course. Every salesperson should attempt to close every sale with no exceptions.
What is Lead Generation?
Lead generation is a critical part of the sales process. It's the first step in the sales cycle, so a shortage of leads will affect the entire process.
Lead generation is a critical part of the sales process. It's the first step in the sales cycle, so a shortage of leads will affect the entire process.
Identify Qualified Leads
Not everyone on Earth is a prospect for your product or service. If you're pitching to people who truly don't need or can't buy what you have to sell, you're wasting your time. So take a few minutes to qualify your leads before launching into a full-bore sales presentation.
Not everyone on Earth is a prospect for your product or service. If you're pitching to people who truly don't need or can't buy what you have to sell, you're wasting your time. So take a few minutes to qualify your leads before launching into a full-bore sales presentation.
Six Strategies for Sales Meetings
Sales meetings are not a salesperson's favorite part of the job. And many sales managers also consider sales meetings a necessary evil. Yet a well-planned and conducted sales meeting can have an amazingly positive effect on the sales team.
Sales meetings are not a salesperson's favorite part of the job. And many sales managers also consider sales meetings a necessary evil. Yet a well-planned and conducted sales meeting can have an amazingly positive effect on the sales team.
What is Cold Calling
Cold calling is still the most common method salespeople use to get in touch with new potential customers.
Cold calling is still the most common method salespeople use to get in touch with new potential customers.
Choose Your Words Carefully
People like to feel comfortable. And they usually feel comfortable around other people who are like them. So it follows that, as a salesperson who is trying to build rapport with prospects, you'll want to match your word choice to your prospects.
People like to feel comfortable. And they usually feel comfortable around other people who are like them. So it follows that, as a salesperson who is trying to build rapport with prospects, you'll want to match your word choice to your prospects.
How to Get Sales Appointments
The #1 most common rookie salesperson mistake is trying to sell their product and close the prospect in a single cold call. When you pick up the phone and start cold calling, or walk into a neighborhood and start knocking on doors, the goal should almost always be to get an appointment with the decision maker.
The #1 most common rookie salesperson mistake is trying to sell their product and close the prospect in a single cold call. When you pick up the phone and start cold calling, or walk into a neighborhood and start knocking on doors, the goal should almost always be to get an appointment with the decision maker.
Track Your Sales Metrics
How many cold calls did you make last week? If you can’t answer that question with an exact number, you have a problem.
How many cold calls did you make last week? If you can’t answer that question with an exact number, you have a problem.
17 Great Presentation Tips
Anytime you make a presentation – whether it's to a prospective customer, the local Chamber of Commerce, or your CEO – you need to plan ahead and know what you're going to do. Just having a game plan and doing a little rehearsing beforehand will make your presentation easier.
Anytime you make a presentation – whether it's to a prospective customer, the local Chamber of Commerce, or your CEO – you need to plan ahead and know what you're going to do. Just having a game plan and doing a little rehearsing beforehand will make your presentation easier.
Types of Sales Commissions
Not every sales team gets the same kind of compensation. Sometimes a salesperson is paid a flat salary regardless of his sales record. Other salespeople are paid only if they sell successfully.
Not every sales team gets the same kind of compensation. Sometimes a salesperson is paid a flat salary regardless of his sales record. Other salespeople are paid only if they sell successfully.
6 Effective Sales Management Techniques
Managing salespeople is not exactly easy. Here are a few strategies you can deploy to keep your sales team producing happily.
Managing salespeople is not exactly easy. Here are a few strategies you can deploy to keep your sales team producing happily.
Consultative Selling Techniques
Developed in the 1970s, consultative selling really came into its own in the 1980s and is still popular
Developed in the 1970s, consultative selling really came into its own in the 1980s and is still popular
2 Ways to Increase Sales Revenues
Success in sales comes down to one thing: selling enough to make a profit. That's going to be every salesperson's and small business owner's goal. But there are two very different strategies you can pursue to get to that point.
Success in sales comes down to one thing: selling enough to make a profit. That's going to be every salesperson's and small business owner's goal. But there are two very different strategies you can pursue to get to that point.
Before You Make Your First Sale
If you're considering a career in sales, or if you've recently started your first sales job, you need to make a few preparations in order to keep your transition as smooth as possible.
If you're considering a career in sales, or if you've recently started your first sales job, you need to make a few preparations in order to keep your transition as smooth as possible.
Setting Short-Term Goals
Picking out some short-term goals and planning how you'll achieve them can change your life significantly. Such goals are closer in time than your major goals and thus require less committment to reach, yet they can be just as significant.
Picking out some short-term goals and planning how you'll achieve them can change your life significantly. Such goals are closer in time than your major goals and thus require less committment to reach, yet they can be just as significant.
Before You Start Prospecting
Prospecting is the first step in the sales cycle. But that doesn’t mean that the first thing you should do is grab the yellow pages and start dialing. A little pre-prospecting work will help you come up with leads that are actually compatible with your product or service.
Prospecting is the first step in the sales cycle. But that doesn’t mean that the first thing you should do is grab the yellow pages and start dialing. A little pre-prospecting work will help you come up with leads that are actually compatible with your product or service.
Preparing for Cold Calls
The more planning you put into your cold calls, the easier and more successful they will be. Prior planning will take up some of your time, but once you've laid out your calling plan you will be amortizing that time with each call. It won't be long before your time investment pays off!
The more planning you put into your cold calls, the easier and more successful they will be. Prior planning will take up some of your time, but once you've laid out your calling plan you will be amortizing that time with each call. It won't be long before your time investment pays off!
Before You Become a Sales Manager
Is sales manager the career choice for you? Your potential challenges vary depending on whether you're now a salesperson or a manager in another field.
Is sales manager the career choice for you? Your potential challenges vary depending on whether you're now a salesperson or a manager in another field.
Providing Great Service
If you want to retain your customers – and encourage them to refer more customers to you – you'll need to give them a reason to do so. And excellent customer service is a pretty good reason.
If you want to retain your customers – and encourage them to refer more customers to you – you'll need to give them a reason to do so. And excellent customer service is a pretty good reason.
The Benefits of Benefits Statements
Benefit statements are a simple way to tap into your prospect's emotions and sway them into buying. But without the proper groundwork, they're meaningless.
Benefit statements are a simple way to tap into your prospect's emotions and sway them into buying. But without the proper groundwork, they're meaningless.
What and How to Sell
Are you thinking about setting up a business, but don't know what product or service to offer? It's time to take stock.
Are you thinking about setting up a business, but don't know what product or service to offer? It's time to take stock.
Motivating a Sales Team
Salespeople are most likely to be motivated by two things: money and recognition. The average salesperson is highly competitive, so having their triumphs recognized in front of their peers is really satisfying. And a nice cash bonus will always be welcome!
Salespeople are most likely to be motivated by two things: money and recognition. The average salesperson is highly competitive, so having their triumphs recognized in front of their peers is really satisfying. And a nice cash bonus will always be welcome!
Increase Team's Productivity
As a sales manager, it's your job to keep your team producing. In fact, status quo isn't enough... most sales managers need their sales teams to do ever better, in order to keep their own bosses happy.
As a sales manager, it's your job to keep your team producing. In fact, status quo isn't enough... most sales managers need their sales teams to do ever better, in order to keep their own bosses happy.
Understanding The Product
Nearly all sales experts agree that knowing at least the basics about your product is critical to selling
Nearly all sales experts agree that knowing at least the basics about your product is critical to selling
6 Plans a Sales Team Needs
Planning is an important part of selling well. Here are some plans every sales team needs to have in order to thrive.
Planning is an important part of selling well. Here are some plans every sales team needs to have in order to thrive.
How to Create a Sales Campaign
Want to sell a lot of something quickly? The sales campaign is a great way to get a quick infusion of sales.
Want to sell a lot of something quickly? The sales campaign is a great way to get a quick infusion of sales.
Types of Sales Pitches
Sales pitches are not one-size-fits-all. The right type of pitch will vary depending on your circumstances.
Sales pitches are not one-size-fits-all. The right type of pitch will vary depending on your circumstances.
Intermediate Closing Strategies
Once you've mastered the basic art of closing a sale, it's time to review some intermediate-level strategies. These closes aren't necessarily more difficult than the basic closing strategies, but they tend to be more complex.
Once you've mastered the basic art of closing a sale, it's time to review some intermediate-level strategies. These closes aren't necessarily more difficult than the basic closing strategies, but they tend to be more complex.
Advanced Closing Strategies
These closes are a bit trickier to apply than the basic or intermediate closes. They require more setup time or a willingness to push the prospect a little harder. But when used wisely, they can seal the deal with prospects who otherwise wouldn't buy from you.
These closes are a bit trickier to apply than the basic or intermediate closes. They require more setup time or a willingness to push the prospect a little harder. But when used wisely, they can seal the deal with prospects who otherwise wouldn't buy from you.
7 Business Uses for a Smartphone
Cell phones in general are extremely useful for salespeople, who often spend a lot of time on the road and value being able to stay in touch. Smartphones take this convenience a step further by enabling you to have access to a wide range of useful tools and information.
Cell phones in general are extremely useful for salespeople, who often spend a lot of time on the road and value being able to stay in touch. Smartphones take this convenience a step further by enabling you to have access to a wide range of useful tools and information.
Selling When You're Not the Cheapest
Whatever you sell, odds are that someone else is selling a product like it but cheaper. How do you show prospects that they're still better off buying from you?
Whatever you sell, odds are that someone else is selling a product like it but cheaper. How do you show prospects that they're still better off buying from you?
How to Increase Sales
Increasing your total number of sales starts with increasing your total number of leads. That's because, as you've probably heard several times by now, sales is a numbers game – your success is directly based on how many prospects you talk to.
Increasing your total number of sales starts with increasing your total number of leads. That's because, as you've probably heard several times by now, sales is a numbers game – your success is directly based on how many prospects you talk to.
Sample Sales Process Checklists
A sales process checklist helps salespeople to conduct each step in the sales cycle at the appropriate time. It also helps sales managers to find out where the process is breaking down for troubled salespeople.
A sales process checklist helps salespeople to conduct each step in the sales cycle at the appropriate time. It also helps sales managers to find out where the process is breaking down for troubled salespeople.
Controlling Your Sales Cycle
Every sale goes through the same seven-stage cycle, from prospecting all the way through to asking for referrals from the new customer. But the length of this cycle can vary greatly depending on the product or service you're selling.
Every sale goes through the same seven-stage cycle, from prospecting all the way through to asking for referrals from the new customer. But the length of this cycle can vary greatly depending on the product or service you're selling.
Sample Referral Request Letter
This referral request letter helps to prime the pump and (hopefully) create an ongoing source of warm leads. You can fill in the parenthesized words with your own information. Just don't neglect to kick regular thank-you notes and a few leads back to your helpful referrer!
This referral request letter helps to prime the pump and (hopefully) create an ongoing source of warm leads. You can fill in the parenthesized words with your own information. Just don't neglect to kick regular thank-you notes and a few leads back to your helpful referrer!
Gatekeepers Are Your Friends
If you think of gatekeepers as cold calling obstacles or (worse) as opponents to outwit, you are missing the point. True, there are a few receptionists out there who delight in giving salespeople a hard time. But the vast majority of them will treat you much the same way as you treat them.
If you think of gatekeepers as cold calling obstacles or (worse) as opponents to outwit, you are missing the point. True, there are a few receptionists out there who delight in giving salespeople a hard time. But the vast majority of them will treat you much the same way as you treat them.
8 Tips for Hiring Salespeople
Hiring a salesperson who isn't going to succeed is a waste of your time and theirs. Every manager will make a hiring mistake sooner or later, but by paying close attention during each stage of the process you can minimize these mistakes.
Hiring a salesperson who isn't going to succeed is a waste of your time and theirs. Every manager will make a hiring mistake sooner or later, but by paying close attention during each stage of the process you can minimize these mistakes.
Managing Your Sales Pipeline
Keeping an eye on your sales pipeline can make you a lot of money. If you're aware of the pipeline, you will know how many sales you'll make during the period and can take action if you're short on your goals.
Keeping an eye on your sales pipeline can make you a lot of money. If you're aware of the pipeline, you will know how many sales you'll make during the period and can take action if you're short on your goals.
Breaking a Sales Slump
A great strategy to get you out of your worst sales slumps.
A great strategy to get you out of your worst sales slumps.
Anatomy of a Cold Calling Script
Good cold calling scripts are built along similar lines. It's up to the salesperson to flesh out that framework with individual details about herself and her products.
Good cold calling scripts are built along similar lines. It's up to the salesperson to flesh out that framework with individual details about herself and her products.
How to Get Referrals
Referrals – otherwise known as getting someone to give you warm leads to new prospects – are valuable for salespeople in all industries. Yet it's incredible how few salespeople actively canvass for referrals.
Referrals – otherwise known as getting someone to give you warm leads to new prospects – are valuable for salespeople in all industries. Yet it's incredible how few salespeople actively canvass for referrals.
3 Ways to Build Rapport
Prospects won't buy from you unless they trust you enough to think that you're telling the truth about your product – namely, that the product will benefit them. Building rapport enables you to develop that level of trust between you and your prospects.
Prospects won't buy from you unless they trust you enough to think that you're telling the truth about your product – namely, that the product will benefit them. Building rapport enables you to develop that level of trust between you and your prospects.
What is Active Listening?
Active listening is a communication technique that increases understanding and rapport between speaker and listener.
Active listening is a communication technique that increases understanding and rapport between speaker and listener.
Looking Like You Mean Business
Selling yourself is the first step towards selling your product, so projecting the right image is a critical part of sales. How you look, sound and act affects how other people respond to you. If you want prospects to buy from you, you need to look the part.
Selling yourself is the first step towards selling your product, so projecting the right image is a critical part of sales. How you look, sound and act affects how other people respond to you. If you want prospects to buy from you, you need to look the part.
How to Find Your USP
The Unique Selling Proposition (USP) is a characteristic that makes your product or company different from any other. But before you can promote your USP you must figure out what it is.
The Unique Selling Proposition (USP) is a characteristic that makes your product or company different from any other. But before you can promote your USP you must figure out what it is.
56 Questions for Sales Candidates
Interviews are an opportunity to see how well a sales candidate can sell under pressure. Having a solid list of questions to ask your prospective salesperson will help you understand how he ticks.
Interviews are an opportunity to see how well a sales candidate can sell under pressure. Having a solid list of questions to ask your prospective salesperson will help you understand how he ticks.
How to Set a Daily Schedule
You can't actually create more hours in the day – everyone is stuck with the usual 24. But you can get more out of each hour.
You can't actually create more hours in the day – everyone is stuck with the usual 24. But you can get more out of each hour.
Differentiating Your Product
You'll have a much easier time competing with salespeople from other companies if you can show prospects how your product is different - and better - than theirs.
You'll have a much easier time competing with salespeople from other companies if you can show prospects how your product is different - and better - than theirs.
Warming Up Cold Calling
If you dread cold calling, then it may be extremely helpful to try one of the following approaches.
If you dread cold calling, then it may be extremely helpful to try one of the following approaches.
Prospecting That Gets Results
Prospecting for leads is the first step in filling up your sales pipeline. All the closing skills in the world won't help you if you can't set up those appointments in the first place. So knowing how to prospect wisely is crucial in sales.
Prospecting for leads is the first step in filling up your sales pipeline. All the closing skills in the world won't help you if you can't set up those appointments in the first place. So knowing how to prospect wisely is crucial in sales.
7 Voicemail Message Tips
Hate leaving voicemail? These tips can help you leave voicemail messages that will have leads actually returning your call.
Hate leaving voicemail? These tips can help you leave voicemail messages that will have leads actually returning your call.
What is AIDA
AIDA is an acronym developed in 1898 by advertising pioneer E. St. Elmo Lewis. It describes the steps that a prospective customer goes through before deciding to buy.
AIDA is an acronym developed in 1898 by advertising pioneer E. St. Elmo Lewis. It describes the steps that a prospective customer goes through before deciding to buy.
The Power of Pre-Appointment Planning
If your pre-appointment planning consists of the notes you jot down during the elevator ride up to the prospect's office, you may be short-changing yourself and the prospect.
If your pre-appointment planning consists of the notes you jot down during the elevator ride up to the prospect's office, you may be short-changing yourself and the prospect.
In-Person Cold Calling
Door-to-door sales usually doesn't work if you want to close a sale on the spot, but as a prospecting strategy it can be quite effective.
Door-to-door sales usually doesn't work if you want to close a sale on the spot, but as a prospecting strategy it can be quite effective.
Get Leads Free at the Public Library
Why not save a bit of your sales budget by picking up some lead lists for free? Your local public library probably subscribes to several business directories. You can get all the information you need just by picking up a library card.
Why not save a bit of your sales budget by picking up some lead lists for free? Your local public library probably subscribes to several business directories. You can get all the information you need just by picking up a library card.
What is a Gatekeeper?
A gatekeeper is the person responsible for keeping a decision maker from being bothered by irrelevant callers.
A gatekeeper is the person responsible for keeping a decision maker from being bothered by irrelevant callers.
Build a Winning Presentation
By the end of your sales pitch, how many of your prospects are still listening? If your presentation follows the typical pattern, where you open by talking about your company, move on to talking about your products and perhaps close with a story or two about yourself, the answer is “few to none.”
By the end of your sales pitch, how many of your prospects are still listening? If your presentation follows the typical pattern, where you open by talking about your company, move on to talking about your products and perhaps close with a story or two about yourself, the answer is “few to none.”
Improve Your Phone Voice
Want to put more life into your cold calling? Try these tricks.
Want to put more life into your cold calling? Try these tricks.
Cold Call Tracking Sheet
Tracking your cold call attempts will help you to determine how well your calling strategy works and how many calls you need to fill your sales pipeline.
Tracking your cold call attempts will help you to determine how well your calling strategy works and how many calls you need to fill your sales pipeline.
4 Common Sales Management Obstacles
Many executives fail to understand the nature of a sales manager's role. Without meaning to, they place roadblocks that make the sales management job much tougher than it needs to be.
Many executives fail to understand the nature of a sales manager's role. Without meaning to, they place roadblocks that make the sales management job much tougher than it needs to be.
Where to Find Sales Jobs
Want to find a sales job? Or... want to find a better sales job? Here are some resources that will get you started.
Want to find a sales job? Or... want to find a better sales job? Here are some resources that will get you started.
How to Create a Sales Forecast
Do you know how to create a reasonably accurate forecast for your sales? If not, you're subjecting yourself to needless worry and uncertainty. Knowing how to forecast your sales helps you to predict what sales activities you need to pursue now.
Do you know how to create a reasonably accurate forecast for your sales? If not, you're subjecting yourself to needless worry and uncertainty. Knowing how to forecast your sales helps you to predict what sales activities you need to pursue now.
What is WIIFM?
Experienced salespeople will often joke, “Everyone's favorite radio station is WII-FM.”
Experienced salespeople will often joke, “Everyone's favorite radio station is WII-FM.”
5 Lead Generation Mistakes
Are you making these common lead generation mistakes? Cutting out these mistakes can save you time and money while helping your sales to bloom.
Are you making these common lead generation mistakes? Cutting out these mistakes can save you time and money while helping your sales to bloom.
Alternatives to Cold Calling
Hate cold calling? You do have other options to generate those leads. You may not be able to completely stop cold calling, but you can at least reduce your phone time substantially.
Hate cold calling? You do have other options to generate those leads. You may not be able to completely stop cold calling, but you can at least reduce your phone time substantially.
Surviving Sales Slumps
Even the best salespeople have the occasional “off” days. But when bad days turn into bad weeks or even months, you have a real problem. Weathering a long sales slump is tough but not impossible, if you take the time to prepare for it. And once you're in a slump, you can take action to get out of your slump ASAP.
Even the best salespeople have the occasional “off” days. But when bad days turn into bad weeks or even months, you have a real problem. Weathering a long sales slump is tough but not impossible, if you take the time to prepare for it. And once you're in a slump, you can take action to get out of your slump ASAP.
Email Marketing Spam Detection
Email marketing, or e-marketing, is a great way to reach prospects. You can send out emails without having all the costs associated with regular direct mail – costs like printing, envelope-stuffing and postage. The major drawback to e-marketing is that it's hard to be sure that your email even reaches the recipient.
Email marketing, or e-marketing, is a great way to reach prospects. You can send out emails without having all the costs associated with regular direct mail – costs like printing, envelope-stuffing and postage. The major drawback to e-marketing is that it's hard to be sure that your email even reaches the recipient.
What is a Lead?
The precise definition of a 'lead' tends to vary somewhat. In fact, one of the biggest stumbling blocks between sales and marketing can be the definition of what counts as a lead and what doesn't.
The precise definition of a 'lead' tends to vary somewhat. In fact, one of the biggest stumbling blocks between sales and marketing can be the definition of what counts as a lead and what doesn't.
7 Ways to Motivate Yourself
The best salespeople get the job done without relying on other people to nudge them along. If you want to be a great salesperson, you've got to learn how to motivate yourself.
The best salespeople get the job done without relying on other people to nudge them along. If you want to be a great salesperson, you've got to learn how to motivate yourself.
Overcoming Your Fear of Selling
A brand new salesperson or small business owner often struggles with an emotional reaction to the sales process. It's not an easy job at first because it requires a fairly assertive process to succeed.
A brand new salesperson or small business owner often struggles with an emotional reaction to the sales process. It's not an easy job at first because it requires a fairly assertive process to succeed.
What is a USP?
A Unique Selling Proposition (USP) is a specific characteristic that makes one product, company or person stand out from the competition.
A Unique Selling Proposition (USP) is a specific characteristic that makes one product, company or person stand out from the competition.
Price Objections
Don't cringe when you finally get around to telling a prospect how much your product costs. After all, if it's a good product that will improve your prospect's life, it's worth the price.
Don't cringe when you finally get around to telling a prospect how much your product costs. After all, if it's a good product that will improve your prospect's life, it's worth the price.
Telling a Sales Story
Telling a story is a time-honored way to sell, but not all salespeople are good storytellers. Here's a format that will help you to write a story that sells in just a few minutes.
Telling a story is a time-honored way to sell, but not all salespeople are good storytellers. Here's a format that will help you to write a story that sells in just a few minutes.
What is Direct Selling?
Direct selling refers to sales that occur through independent sales representatives, usually not from a store but from the customer's own location.
Direct selling refers to sales that occur through independent sales representatives, usually not from a store but from the customer's own location.
Selling Value Over Price
Well-made products often cost more than their shoddier competition. Prospects know this, so selling a product that isn't the cheapest in your industry is a matter of demonstrating why your product is worth a little more.
Well-made products often cost more than their shoddier competition. Prospects know this, so selling a product that isn't the cheapest in your industry is a matter of demonstrating why your product is worth a little more.
Developing a Sales Strategy
If you've never developed your own sales strategy, now's a good time to start. A good sales strategy allows you to target your selling and waste less time and energy.
If you've never developed your own sales strategy, now's a good time to start. A good sales strategy allows you to target your selling and waste less time and energy.
Giving Sales Performance Reviews
Performance reviews are always tricky, and sales performance reviews can be some of the most difficult.
Performance reviews are always tricky, and sales performance reviews can be some of the most difficult.
Selling by Listening
The stereotypical salesperson talks all the time. If that’s how you sell, you’re missing out on significant opportunities.
The stereotypical salesperson talks all the time. If that’s how you sell, you’re missing out on significant opportunities.
5 Ways to Reach an Evasive Decision Maker
When a decision maker seems to vanish in the middle of the sales process it's awfully aggravating. You've already sunk a fair amount of time getting him this far. Why give up now?
When a decision maker seems to vanish in the middle of the sales process it's awfully aggravating. You've already sunk a fair amount of time getting him this far. Why give up now?
6 Great Referral Sources
You're not limiting yourself to your own customers when you ask for referrals, are you? It's time to think outside the customer box. There are plenty of other sources for great leads - just don't forget to send a thank-you card when one of your referrers comes through for you!
You're not limiting yourself to your own customers when you ask for referrals, are you? It's time to think outside the customer box. There are plenty of other sources for great leads - just don't forget to send a thank-you card when one of your referrers comes through for you!
Starting Your First Day in a New Sales Job
First impressions last a long time, so your first day on a new sales job is the most important one. Using these strategies will help you make the best possible impression on your new manager and fellow salespeople.
First impressions last a long time, so your first day on a new sales job is the most important one. Using these strategies will help you make the best possible impression on your new manager and fellow salespeople.
Types of Objections
There are plenty of objections that a prospect can throw at you over the course of the sales cycle. Every time you think you’ve heard them all and have the perfect responses prepared, your latest prospect will suddenly serve up a brand new objection and you’ll be left stuttering over your answer.
There are plenty of objections that a prospect can throw at you over the course of the sales cycle. Every time you think you’ve heard them all and have the perfect responses prepared, your latest prospect will suddenly serve up a brand new objection and you’ll be left stuttering over your answer.
Closing Cold Calls
You probably know all about closing sales, but how good are you about closing cold calls? It's just as important to close your cold calls because prospects aren't likely to ask YOU for an appointment.
You probably know all about closing sales, but how good are you about closing cold calls? It's just as important to close your cold calls because prospects aren't likely to ask YOU for an appointment.
Why Sales Fail
Sales that fall apart at the last minute are more frustrating even than the prospects who hang up on you. Cut down on your number of sales breakdowns by taking the following steps.
Sales that fall apart at the last minute are more frustrating even than the prospects who hang up on you. Cut down on your number of sales breakdowns by taking the following steps.
Look for a Pharma Sales Job
If you're considering a move into pharmaceutical sales, try one of these sources.
If you're considering a move into pharmaceutical sales, try one of these sources.
Calculating Your Sales Activities
Keeping track of your sales activities can be tedious, but the results are worth it - a steady pipeline of sales and a commissions check you can count on each month.
Keeping track of your sales activities can be tedious, but the results are worth it - a steady pipeline of sales and a commissions check you can count on each month.
7 Common Sales Mistakes
Are you making these common sales mistakes? No matter how good a salesperson you are, making one of these mistakes can destroy your chances of closing a sale.
Are you making these common sales mistakes? No matter how good a salesperson you are, making one of these mistakes can destroy your chances of closing a sale.
What is Opt-In?
Opt-in is short for opting in. It means that a person has given permission for a specific company to send them email. Opting in usually occurs when someone signs up for a series of emails, such as an e-newsletter or coupons for specific products.
Opt-in is short for opting in. It means that a person has given permission for a specific company to send them email. Opting in usually occurs when someone signs up for a series of emails, such as an e-newsletter or coupons for specific products.
Basic Business Networking
If you build it, they will come. A good business network can get you sales from people you'd never be able to reach on your own.
If you build it, they will come. A good business network can get you sales from people you'd never be able to reach on your own.
Building a Sales Team
If you face the task of building a sales team for your employer, you have a golden opportunity to bring on a group of solid salespeople. But before you start hiring, you should be aware of a few potential issues.
If you face the task of building a sales team for your employer, you have a golden opportunity to bring on a group of solid salespeople. But before you start hiring, you should be aware of a few potential issues.
5 Steps to Implement a Sales Strategy Change
Getting a sales team on board with a new sales strategy isn't easy. Here's a five-step plan to win a true buy-in from your salespeople.
Getting a sales team on board with a new sales strategy isn't easy. Here's a five-step plan to win a true buy-in from your salespeople.
9 Communication Skills for Salespeople
Salespeople must have top-notch communication skills to survive, let alone thrive. Rate your communication skills by asking yourself these questions.
Salespeople must have top-notch communication skills to survive, let alone thrive. Rate your communication skills by asking yourself these questions.
Keeping Confidence Up
Your state of mind has a major effect on your success in sales (or lack of it). Developing an emotional bond of sorts with your prospects is a huge part of selling. If you're feeling anxious or you're convinced you're going to fail, prospects will notice it no matter how hard you try to fake an upbeat mood.
Your state of mind has a major effect on your success in sales (or lack of it). Developing an emotional bond of sorts with your prospects is a huge part of selling. If you're feeling anxious or you're convinced you're going to fail, prospects will notice it no matter how hard you try to fake an upbeat mood.
The Four Pillars of Sales
Salespeople need certain kinds of support to thrive. Just handing a salesperson a phone and a list of leads isn't enough.
Salespeople need certain kinds of support to thrive. Just handing a salesperson a phone and a list of leads isn't enough.
Find Business Associaton Leads
Professional business associations can be a great source of free sales leads and they can be found online. Find out how easy it is to get free sales leads from professional business associations and other industry or trade associations that are online to increase your sales and your business.
Professional business associations can be a great source of free sales leads and they can be found online. Find out how easy it is to get free sales leads from professional business associations and other industry or trade associations that are online to increase your sales and your business.
Tying Compensation to Quotas
Getting your sales team to meet – and exceed – their quotas can be as simple as setting up the proper reward structure.
Getting your sales team to meet – and exceed – their quotas can be as simple as setting up the proper reward structure.
What is Mirroring?
Mirroring is a rapport-building technique in which one person adopts the physical and verbal behaviors of another.
Mirroring is a rapport-building technique in which one person adopts the physical and verbal behaviors of another.
Following Up with Prospects
Sales requires persistence. Often your level of urgency is a lot greater than your prospects', and so you'll need to take the burden of following up with them to keep the sale moving to the close.
Sales requires persistence. Often your level of urgency is a lot greater than your prospects', and so you'll need to take the burden of following up with them to keep the sale moving to the close.
7 Traits of Star Salespeople
What sets the top-tier salespeople apart from the rest? Star salespeople tend to share a few traits that help them to accomplish far more than the average salesperson can.
What sets the top-tier salespeople apart from the rest? Star salespeople tend to share a few traits that help them to accomplish far more than the average salesperson can.
Confronting Objections
Resolving objections without getting on your prospect's nerves can be tricky. Here are a few tips for handling objections in a non-confrontational way.
Resolving objections without getting on your prospect's nerves can be tricky. Here are a few tips for handling objections in a non-confrontational way.
4 Ideas for Sales Management Success
Are you having a hard time getting your sales team to perform up to requirements? Salespeople are notoriously hard to manage, so you may need to reach into a different box of tricks in order to motivate them.
Are you having a hard time getting your sales team to perform up to requirements? Salespeople are notoriously hard to manage, so you may need to reach into a different box of tricks in order to motivate them.
Breaking Into a New Territory
Has your sales manager just shifted you to a new territory? Or perhaps you've started a new job with a different company and are facing a whole new group of prospects. Breaking into a new territory can be overwhelming but it's also a huge opportunity.
Has your sales manager just shifted you to a new territory? Or perhaps you've started a new job with a different company and are facing a whole new group of prospects. Breaking into a new territory can be overwhelming but it's also a huge opportunity.
Lead Management Systems
Sales leads cost time and money to acquire. Don't waste your leads by using a poorly designed lead management system.
Sales leads cost time and money to acquire. Don't waste your leads by using a poorly designed lead management system.
Writing the Elevator Speech
If someone asks you about your job, it's a golden opportunity to spin a sale out of thin air. A good elevator speech is the perfect sales tool for this situation.
If someone asks you about your job, it's a golden opportunity to spin a sale out of thin air. A good elevator speech is the perfect sales tool for this situation.
Sales Prospecting with AIDA
Many direct marketers tailor their packets to a hoary old formula known as AIDA. AIDA stands for “Attention-Interest-Desire-Action” and describes the possible states of mind for a prospective customer.
Many direct marketers tailor their packets to a hoary old formula known as AIDA. AIDA stands for “Attention-Interest-Desire-Action” and describes the possible states of mind for a prospective customer.
Quick Tip: Email Subject Lines
Picking the right subject line is vital for sales emails. Often the subject is the only thing a recipient looks at before deciding whether to open an email or toss it out unread.
Picking the right subject line is vital for sales emails. Often the subject is the only thing a recipient looks at before deciding whether to open an email or toss it out unread.
Objections and Conditions
In sales terminology, an objection is a concern the prospect has about buying your product.
In sales terminology, an objection is a concern the prospect has about buying your product.
Good Sales Compensation Programs
Every sales team needs a good sales compensation program to guide and motivate them in their efforts. A bad sales compensation plan, on the other hand, is likely to motivate them to start looking for another job.
Every sales team needs a good sales compensation program to guide and motivate them in their efforts. A bad sales compensation plan, on the other hand, is likely to motivate them to start looking for another job.
Little Red Book of Sales
Are you looking for a sales book on how to sell that will give you the basics and naked truth? There are a ton of sales books out on the market but how hard is it to know which one is best and contains the most meat? Read a quick book review on Jeffrey Gitomer's Little Red Book of Selling before you decide to make your purchase.
Are you looking for a sales book on how to sell that will give you the basics and naked truth? There are a ton of sales books out on the market but how hard is it to know which one is best and contains the most meat? Read a quick book review on Jeffrey Gitomer's Little Red Book of Selling before you decide to make your purchase.
Surviving and Thriving on Pure Commissions
Many salespeople love the excitement, challenge, and loads of money they get in pure commissions jobs. Other salespeople dread the lack of certainty they face in such jobs. Minimize the dread and maximize the fun by taking a few precautions.
Many salespeople love the excitement, challenge, and loads of money they get in pure commissions jobs. Other salespeople dread the lack of certainty they face in such jobs. Minimize the dread and maximize the fun by taking a few precautions.
Sales for Small Business Owners
If you run your own small business... particularly a consulting business where it's likely that you are
If you run your own small business... particularly a consulting business where it's likely that you are
What is Business Networking
What is Business Networking? Business Networking is a skill and a low cost method of marketing that is used to build new business contacts through connecting with other like minded individuals. Business Networking is generally done through face to face meetings almost anyplace, anytime but is commonly done at prearranged business or community events and even more specific, Business Networking events that are hosted by business networking organizations or groups.
What is Business Networking? Business Networking is a skill and a low cost method of marketing that is used to build new business contacts through connecting with other like minded individuals. Business Networking is generally done through face to face meetings almost anyplace, anytime but is commonly done at prearranged business or community events and even more specific, Business Networking events that are hosted by business networking organizations or groups.
4 Classic Sales Techniques
Sales has borrowed heavily from social psychology to develop a few old but useful sales techniques. Do you ever use these approaches in your sales strategy?
Sales has borrowed heavily from social psychology to develop a few old but useful sales techniques. Do you ever use these approaches in your sales strategy?
Design a Lead Qualification System
The more targeted your leads are, the less time you'll waste weeding out the losers. Most salespeople have a fair number of “garbage” leads to sift through.
The more targeted your leads are, the less time you'll waste weeding out the losers. Most salespeople have a fair number of “garbage” leads to sift through.
Collecting Customer Testimonials
Testimonials are a powerful sales tool when handled correctly. And customer testimonials are often the most effective type, since they are also the most believable. The wise salesperson will gather a group of testimonials for use in convincing prospects to buy.
Testimonials are a powerful sales tool when handled correctly. And customer testimonials are often the most effective type, since they are also the most believable. The wise salesperson will gather a group of testimonials for use in convincing prospects to buy.
Business Gift Etiquette
Giving business gifts can be tricky, whether your customers are consumers or other businesses. Knowing the fine points of business gift etiquette can help you choose gifts that will be received in the spirit you intended.
Giving business gifts can be tricky, whether your customers are consumers or other businesses. Knowing the fine points of business gift etiquette can help you choose gifts that will be received in the spirit you intended.
8 Questions to Help You Build Business
Want to improve your sales, but don't know where to start? Maybe it's time to take a look at your sales process by asking yourself a few simple questions.
Want to improve your sales, but don't know where to start? Maybe it's time to take a look at your sales process by asking yourself a few simple questions.
Writing a Powerful Sales Proposal
Writing a sales proposal is not a trivial task, but many large prospects insist on it. If you're going to invest so much time and effort, you might as well write a good one.
Writing a sales proposal is not a trivial task, but many large prospects insist on it. If you're going to invest so much time and effort, you might as well write a good one.
Seasonal Selling
Most products operate on a seasonal sales cycle that tends to peak at certain times of the year. Making the most of the busy season helps salespeople to prepare for the leaner times.
Most products operate on a seasonal sales cycle that tends to peak at certain times of the year. Making the most of the busy season helps salespeople to prepare for the leaner times.
When to Use Closing Techniques
Closing techniques are hotly debated between salespeople. Some prefer to close heavily throughout the sales process, while others insist that sales techniques are a crutch for weak salespeople.
Closing techniques are hotly debated between salespeople. Some prefer to close heavily throughout the sales process, while others insist that sales techniques are a crutch for weak salespeople.
7 Things You Should Never Say to a Prospect
As a salesperson your job is to convince people to do something (i.e. buy from you). Here are a few ways to put your foot in your mouth and make sales unlikely.
As a salesperson your job is to convince people to do something (i.e. buy from you). Here are a few ways to put your foot in your mouth and make sales unlikely.
Moving a Prospect Through AIDA
AIDA is possibly the oldest selling process still in use today. For that reason alone, it's worth taking a look – salespeople wouldn't still be using it if it didn't work!
AIDA is possibly the oldest selling process still in use today. For that reason alone, it's worth taking a look – salespeople wouldn't still be using it if it didn't work!
Are You Creating a Toxic Sales Team?
Some ideas look great on paper, but just don't work out under real world conditions. Sales management is full of examples that make the Titanic look like a rousing success by comparison.
Some ideas look great on paper, but just don't work out under real world conditions. Sales management is full of examples that make the Titanic look like a rousing success by comparison.
How to Sell Flawed Products
Every product has a problem. So while your products have their issues, your competitors' products also have issues. The trick is keeping your prospect's focus on the areas where your product is strong and the competition is weak.
Every product has a problem. So while your products have their issues, your competitors' products also have issues. The trick is keeping your prospect's focus on the areas where your product is strong and the competition is weak.