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!

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.

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!

"Whales" (big company prospects) are afraid of smaller companies; they feel safer with other big companies like themselves. So the key is to allay their fears by controlling the "aperture of perception" - show them many signs that look like, sound like, and feel like "big." This article will show you how to do it.

Consultative Selling is a sales process, not a lead generation system. Is Consultative Selling the right fit for you? The three factors discussed in this article will help you decide.

If you want to improve sales performance (either your own sales performance or your sales team's performance) start by taking a close look at what you (or your salespeople) do and how you (or your salespeople) do it.

When all you offer is a "take it or leave it" proposition, some number of people will inevitably choose to "leave it." On the other hand, when you offer several viable options for people to choose from, they are much more likely to choose to buy from you!

How do you feel about selling and being a salesperson? Are you proud of what you do? Do you feel Sales in an honorable profession? Or, do you feel somewhat ashamed that selling is how you make your living?

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Many salespeople let their production (the destination) dictate their job satisfaction instead of letting their daily activities (the journey) provide them with the purpose and fulfillment they seek. It's a trap that causes inconsistent production, sporadic motivation and in the end - burnout! So what's the solution to creating a long-term, successful sales career? The answer is to live your BLISS!

Weeds steal water and nutrients from desirable plants and keep them from thriving. If you just remove the visible part of a weed, it may grow back. This points out the importance of going deep into the ground to destroy the root.

A certain amount of optimism is required to survive the rigors of the sales profession. Where we run into trouble is when we look at our sales opportunities through "rose colored glasses." This can cause us to waste enormous amounts of time and effort on opportunities that, when viewed realistically, have little chance of ever closing.

My wife and I recently moved to a new house. As we planned and executed the move, I couldn't help noticing striking similarities between the activities involved in managing a successful move and the activities involved in selling. Read on for the sales lessons that can be learned from a successful house move.

Neither you nor your employer can any make money unless a prospect says "yes". However, getting prospects to say "no" can be equally critical to your success!

A few weeks ago I told a story about decisively firing a belligerent, snarky customer. You wouldn't believe the outpouring of response I got - our email was jammed with literally hundreds of replies. (And a lot of love from people who suddenly realize they're letting one bad customer destroy their whole business!)

If you learn how to help prospects re-live the discomfort, pain, and frustration caused by their problems and concerns, your post-trade show close ratios should increase substantially!

Do you have trouble convincing prospects to make the time to speak with you? Is your sales opportunity pipeline full of stalled opportunities? Do you find it difficult to close sales? Each of these challenges can result from a single flaw in the sales process - failure to engage your prospects' emotions.