Articles for Sales Professionals

Ever hear of the selling concept called “Second Step Selling?” Step one is satisfying your buyer’s needs so, Step two, they’ll satisfy your needs by giving you their business.

Have you noticed buyers just don’t seem to trust salespeople anymore? What are you doing to help your sales team increase their importance and validity to their buyers?

Four Questions to Test Your Resolve & Improve Your Sales Success Whenever I ask experienced sales professionals this question, they always affirm how customer-focused they already are and how they really do not need any additional help or training in this area. What about you? Are you really customer-focused in your day-to-day selling efforts? Answer …

Are Your Selling Actions Truly Customer Focused? MORE »

Is your current service level really helping increase your competitive advantage?

Everyone agrees with new business prospecting being a critical component of any sales territory. However, even during tougher economic conditions the majority of sales people still tend to over-service their existing customers and do as little as possible to find new clients. What about you? How much new business prospecting have you been investing in …

As a Sales Professional, Look for New Smokestacks! MORE »

There’s a proven four-stepped call opening that can improve getting that new conversation whether on the phone or face-to-face. The four steps...

We used to increase the efficiency of a sales team by shortening their selling cycle times. The time between ending one phone call and making another. If we shorten their time between calls we can increase their sales by increasing their volume of opportunities.

You don’t have to show on paper you’re the lowest cost, just in range to say “For only a few cents/dollars more, you can lower your risk and make your team’s lives easier.”

Are your people giving up too early? How many voicemails will your reps leave before they abandon a sales lead? Zig Ziglar was famous for his motivational talk explaining how an old farm pump and selling have so much in common.