Sales Technique Insights

Successfully persuading a competitive user to leave their existing vendor for you takes an enormous amount of patience, skill, and strategy. Unfortunately, most business people don't approach the strategic issue…

A sales rep was trying to get a meeting with a CEO of a company. When he called for an appointment, the administrator said that the CEO was not taking…

Are you thinking of hiring an additional sales manager? Make sure you do it for the right reasons. The company’s executive team must have a specific goal in mind –…

Much has been made of the connection between fine-tuned emotional intelligence and sales ability. The relationship between the two is simple – if you have the ability to read people…

1. You are going to hear no. Don’t believe it means anything. Your dream clients and prospects get hundreds of calls from sales people. They have no way of knowing…

Results-oriented role playing turns this dreaded practice into a successful tool that produces results – as opposed to just an exercise to please your sales manager. Take a look at…

There’s no better judge of a sales person’s performance than his or her customers. These tips and tools from my book Sales Secrets From Your Customers, emanate from hundreds of…

The collapse of global financial markets taught us, among many other things, about greed, the lack of systemic controls and the extent to which the human decision-making process can be…

“Improvisation is too good to leave to chance.” 
Paul Simon Ever marveled at how skillfully Improv performers respond to the seemingly unrelated suggestions thrown at them? There is no script,…

Salespeople are optimistic by nature. They have to be; if they weren’t optimistic they could never succeed at a job where the first communication they have with their dream client…