By listening to Dr. Julie's interview you will learn: How to evaluate your sales copy based on the Power Selling checklist; The "Five Never's" of sales writing; How to critique a proposal from the reader's point of view.

Using the phone in sales can be one of the most morale-crushing tasks that anyone can perform... IF you allow it to take you to that place. This article uses an amusing story to demonstrate the value of maintaining a positive and confident attitude!

By listening to Roger's interview you will learn: How to use virtual presentations and meetings to accelerate sales cycles; How to engage audiences so they don't multi-task during your presentations; Three ways to develop your "virtual body language" and make "eye contact" with remote audiences; The most problematic virtual presentation scenario and what to do about it.

10% to 20% of salespeople are talented and sharp enough to figure out how to succeed in your company's sales job without any assistance. Another 25% to 35% of salespeople COULD be successful, but they probably can't figure out how to succeed on their own. This article describes the information and training you need to provide (and reinforce with a properly designed Sales Guide) to help these salespeople succeed!

Back in the day, when money was flowing and people were feeling fine, giving a little without getting anything in return was not a problem. Today, it's a problem. Volumes are down, margins are shrinking and you have to add more to the bottom line. This article provides five suggestions for things you can do right now to improve your negotiation skills and the quality of the deals you land.

By listening to Jeanette's interview you will learn how to: Effectively negotiate price; Manage hardball tactics; Uncover hidden motivations; Use tradeoffs for maximum impact.

Hot calls yield a fantastic rate of return. However, unless your prospects know you, you're making a cold call. Follow the specific referral process described in this article and never make another cold call!

Too many companies lose money because their sales management team continues to make the same preventable mistakes that result in poor sales performance. This article explains 10 of the most common sales management mistakes and how to avoid them.

In this article we'll take a close look at one example of a "cold introduction" e-mail that uses the traditional sales mindset. Then we'll apply the Unlock The Game™ mindset so you can get an idea of how to create e-mails that won't trigger the negative "salesperson," or even "spamming salesperson," stereotype.

By listening to Joanne's interview you will learn how to: Get HOT sales leads at the level that counts; Convert more than 50% of your prospects to clients; Use referrals to impact your bottom line; Double your sales footprint without adding to your sales budget; Learn the 5 steps to building your referral business; Identify the common sales traps to avoid.

While it is true that not every prospect is going to buy from you, "no" does not have to be as all-pervasive as some sales professionals feel it is. When it comes to "no" there are two issues to examine.

When you shift risk to salespeople by adopting a straight commission plan, you may in reality be risking your business. Either you pay a salary and then plan on actively managing and developing your salespeople for success. Or, you pay straight commission, save the salary, then pay big dollars to replace unproductive personnel while you forfeit sales opportunities lost by ineffective salespeople.

There is a lot of power in making an opening offer. In fact, the opening offer anchors the entire price conversation. Do you want to set the anchor, or allow the customer to set the anchor? This must be a conscience choice.

The best approach to win business from a competitor is to engage the prospect in a two-way conversation. You see, prospects often say "I'm happy with my supplier," because it's an easy way to get rid of a salesperson. Jumping into a pitch at this point not only falls on deaf ears, it's unwise because you don't yet know anything about them.

By listening to Jim's interview you will learn: How to transform rejection and failure into success through discipline, courage and perseverance; The real meaning of "Samurai" and how to apply uncompromising service to the sales process; When NO really does mean NO!; How to "become one with the enemy" to convert confrontation into an opportunity for a productive client relationship; The Black Belt Mindset and the exponential benefits of constant training and self-improvement.

Researches at MIT's Media Lab found that body language, vocal pattern and vocal pitch are so critical to human trust that researchers could predict the success of a sales pitch by reading body language alone. They didn't even have to hear the content of the pitch!

Why is it that every salesperson will tell you that referrals are the best way to generate new business, and yet so few people run a 100 percent referral-based business? Do you have an intentional strategy to build your business through referrals? Meaning do you have a plan, goals, and a way to track and measure your results?

Could you do with managing your time better? Would you like to be more productive and set a great example based on how you are managing your time? Would you like the people around you to respect your time and make better use of theirs? If you answered "yes" to any or all of these questions, this article will show you how to accomplish it.

Most companies will tell you their greatest asset is their employees. However, their actions don't support their words. One of the last things companies spend money on is training, and it's one of the first things they cut. This is because they view training as an expense and don't consider the return on investment.

This article clearly demonstrates the difference between a "warm" call and a typical "cold" call, where the sales rep knows nothing about his prospect and is simply smilin' and dialin', repeating the same tired lines and closes to everyone who will listen.