How often has a prospect asked, "Why should we buy from you?" Sounds like an inviting question...

While making prospecting calls, you may often find you are receiving the same "put-offs" time and again – the pre-programmed responses prospects use to fend off salespeople who sell what you’re selling...

We've all been there before - face-to-face with a prospect who demands to know the "bottom line" up front...

As a dedicated sales professional, you're always on the lookout for more effective ways to identify and contact prospects. When you hear about a process or technique that is working particularly well for another salesperson, you can't wait to try it...

Bad sales meetings are sources of dread for everyone involved. Most every sales professional has been there when he fought to stay awake, or silently fumed about what else she could be doing. Business owners and managers can readily identify sound reasons for having sales meetings, but they also admit that the meetings sometime fall apart...

One of the issues that salespeople struggle with while dealing with the prospect's budget, is the affordability of their product or service. Salespeople who sell a product or service that they can't personally afford frequently have a subconscious block which prevents them from talking about money...

Many of those who sell would tell you they hate hearing the word "no." Granted, when we're selling we want to hear the word "yes" - but a "no" is okay...

What happens the first time you try a new selling technique? It's usually uncomfortable and doesn't go as smoothly as it did in the seminar or how you imagined it would go. Often it results in a less than satisfying outcome. There are physiological reasons for this discomfort and awkwardness.

How often have you been sitting in the car after a sales call, and you thought of something you should have done that would have been more appropriate than what you just did?

As salespeople we know that we have to get in front of people if we are ever going to have any chance to close a sale. Unfortunately, the pressure on salespeople to get in front of prospects is demanding.

Most everyone knows the importance of defining their goals, but very few actually take the time to determine precisely what they wish to achieve, and then build a plan to accomplish just that ...

There will be times when things just aren't clicking. The harder you try, the more you focus, the more determined you become... the worse things get.

Willy Sutton was a depression era bank robber. He was wanted for robberies in Miami, New Orleans, and New York.  After his capture in 1950, a reporter asked him why he robbed banks.  His reply was, “Because that’s where the money is.”  Aside from the lack of moral justification, his strategy was sound: go where the money is.

How many times have you left a sales call thinking something was going to happen only to find out later that your prospect pulled a vanishing act? Or, maybe you thought you heard the prospect say they were mailing or faxing a signed contract, but it never showed up.

OK, it’s not as profound as Hamlet’s question, but for the salesperson, it is just as much a life or death question - the life or death of a prospective sale.

Of the thousand and one excuses not to prospect, the reason that lies at the base of most of them is fear. Fear of failure, fear of rejection, fear of the unknown, fear of being unprepared, and the fear of looking foolish...

Once you know your people, you can design individual motivators that really work, and armed with this you will now become incredibly empowered as a motivator.

"We're going to put this on hold and see what happens with the economy." How many times have your heard this from your prospects?