CPSA.com - STRATEGY

Don’t Leave Good Business on the Table: 5 Strategies to Negotiate Win-Win Deals

chael Leimbach, Ph.D. — Wed, 16 Nov 2011 13:39:20 GMT

“Your price is too high.”
“Can you match the price your competitor is offering?”
“We need to have that service included in your price.”

How do your salespeople respond when they hear these kinds of statements from customers? Everyone wants to make the sale in this challenging economy, and it’s hard to resist the temptation to cut the margin, reduce the price, or give away “value adds” the customer really should pay for. Of course, everyone is being squeezed. Customers a

The 5 Essential Steps of a Successful Business Turnaround

hn Treace — Thu, 03 Nov 2011 15:01:34 GMT

I have taken part in many business turnarounds in my career, and time and again noticed the same problems, regardless of whether the reason for the turnaround was a relatively minor situation or a reorganization after bankruptcy. Here are the five steps that need to happen during any major business adjustment and some of the pitfalls to avoid along the way. While this article will focus on sales teams, these steps are of a universal nature and will apply to most departments within a company.

Status Quo is Not Free...Please Help Me Calculate it!

chael Nick — Mon, 29 Aug 2011 08:20:05 GMT

In this day and age, organizations are forced to seek out their prospects through cold calls, advertising, offers, referrals, social media, etc. That being said, the only way to generate interest is to help your prospect realize that they have a problem (latent pain), and assist them in calculating the current cost of that problem.

5 Reasons Why NOW Is the Right Time To Expand Your Business

elly Sun — Mon, 29 Aug 2011 08:12:46 GMT

Have you created a successful business and are wondering what your options are to grow in today’s ‘New Normal’? Like you, many entrepreneurs have created great businesses through hard work, innovation, and simply exceeding the needs of customers in a local area. But without access to significant capital, it’s challenging to contemplate growing from a few locations to hundreds or thousands of outlets. You’ve most likely invested hundreds of thousands of dollars to build your business, secured tra

5 Steps to Optimizing Your Prospecting Lists and Increasing Sales!

nny Vance — Mon, 20 Jun 2011 12:49:51 GMT

Whether your new business prospecting list is purchased or home-grown, there are steps you can take to improve your sales success by double or more. The key isn’t only about effectively working the phone, but rather how companies work with the list. Here are five things that businesses can do with a new business list to ensure campaign success:

North America’s Selling Model: Outdated, Outmoded, Out of Touch with Reality?

ter Skakum — Fri, 20 May 2011 14:13:50 GMT

Who, besides family and friends, are the people we appreciate seeing, and whose attentions do we welcome? Our list might include veterinarians and concierges or hairstylists and emergency first responders. These are people we perceive as GIVERS, motivated to make our lives better, easier, safer and more enjoyable. Not surprisingly, however, salespeople are rarely perceived as GIVERS. They have traditionally fallen into the TAKERS category and are rarely included on our “welcome” lists.

Compassion in Sales

vid Horsager — Mon, 28 Feb 2011 08:47:34 GMT

Who do you trust more, firefighters or mortgage brokers? Librarians or lawyers? Nurses or salespeople? One of the biggest reasons for trust is the perception that someone is concerned beyond themselves for the good of the whole.

How to Create Cooperation with Operations (Part 2 of 2)

ssell Bishop — Fri, 11 Feb 2011 14:06:08 GMT

Last time, we looked at the challenges that arise when operations just doesn’t understand what the customer needs. In this article, we will take the opposite viewpoint: what happens when sales doesn’t understand the grief they can create for operations.

How to Create Cooperation with Operations (Part 1 of 2)

ssell Bishop — Fri, 28 Jan 2011 08:58:17 GMT

Have you ever worked closely with a customer to tailor a solution that really fits their needs only to have someone in operations derail the deal? If you are a career sales professional then this must sound painfully familiar.

"Me Too," Is Not A Value Proposition!

vid Brock — Wed, 15 Dec 2010 08:45:34 GMT

A client called me up a couple of days ago with an interesting problem. They were in the closing stage of a very large deal. They had done a thoughtful job of understanding the customer business, their goals, the problems they were trying to address, and so forth. They had made a final presentation, it had included a good business analysis about the benefits the customer would get, and the value they should expect. They provided a good analysis including both hard and soft justification for thei

Brochures are Sales Crutches

remy Miller — Wed, 01 Dec 2010 13:29:03 GMT

Ever heard a prospect say, "Send me your literature." As if to say, "I'm totally interested. Just send me your brochure so I can make an informed purchase decision." Yeah right! But still many salespeople interpret this as a buying signal, and send out a $10 to $30 marketing kit.

Five Selling Skills Tips for Dealing with Clients You Don't Like

m French — Wed, 03 Nov 2010 09:16:49 GMT

The reality is that you won’t like every client that you call on or work with or manage. That’s the way it is. There are people out there that you simply do not enjoy.

Are You Settling for Trustworthy When You Could Be a Trusted Advisor?

arles Green — Wed, 06 Oct 2010 16:04:03 GMT

Being trustworthy is a good thing. But that alone won't make you a trusted advisor. To convert a trusted business relationship into a trusted advisor relationship, you must go one step further. You have to go beyond just being trusted; you have to reverse roles with your client and learn to trust them as well.

What is Something Worth?

. Chester L. Karrass — Thu, 23 Sep 2010 07:52:19 GMT

There is a world of difference between what something is worth and what it costs. Things that cost little to produce can carry high price tags, and vice versa. Cost is subordinate to worth from a negotiating standpoint.

You Have a Buying Process Problem, Not a Selling Problem

aron Drew Morgan — Thu, 09 Sep 2010 09:00:39 GMT

You know your solution. You understand your buyer's need. You know how to sell. You understand the competition. You know how to price your solution, how to pitch it, how to run a presentation, how to follow up. You know the pitfalls, the follow-up procedures. Why aren't you selling more then? Why aren't prospects closing more?

Your Buyer is Smarter Than You

rk Hunter — Mon, 30 Aug 2010 08:12:34 GMT

Too many salespeople view their buyers as anything but smart, especially those salespeople who deal with purchasing departments. In far too many sales communities, there exists an attitude that buyers and purchasing departments are nothing more than barriers that need to be broken down.

The Prospecting Dilemma

ndra Lee — Thu, 12 Aug 2010 06:19:43 GMT

When you approach a new prospect, what do you have to offer? Whether you're sending an email or cold calling, you need to grab the attention of your contact and make them want to talk with you. But too often sellers spew on about their product or lead off with a trap question that screams salesperson.

No, There Are Not Any Secrets to Closing More Sales

ll McCormick — Fri, 30 Jul 2010 00:29:25 GMT

There are over 9 million results in a "secrets to closing" Google web search. And, no, this article isn't about the top 4 hidden secrets to closing more sales.

Creating Stronger Value Propositions

ll Konrath — Tue, 20 Jul 2010 16:53:16 GMT

In order to get customers to consider changing from the status quo, you have to give them a good reason. A really good reason. They need to know about the tangible business results they’ll get from using your product or service.

Seven Ways to Write Better Proposals – And Win More Business!

chel Theriault — Tue, 20 Jul 2010 16:45:35 GMT

You respond to Request For Proposals (RFPs) to get more business, but it requires a strategic approach – it’s not just words on paper and a price. This is your opportunity to demonstrate your capabilities and the benefits you deliver while also providing good value. Make it clear, concise and compelling.

Creating Stronger Value Propositions

ll Konrath — Thu, 15 Jul 2010 08:51:37 GMT

Seven Ways to Write Better Proposals – And Win More Business!

chel Theriault — Thu, 15 Jul 2010 08:43:01 GMT

How to Get Customers Buying in the New Economy

rol Greene — Mon, 28 Jun 2010 14:10:03 GMT

We hear it all the time: What are customers actually buying? Is there a way to get prospects to buy?

Confirming Sales Appointments: Are You Asking For the Cancellation?

Davidson — Thu, 17 Jun 2010 12:53:32 GMT

"Hi there, this is Bob Jones. We have an appointment tomorrow at 10 a.m. I was just wondering if you'd like to cancel?"

Sales Objections: Opportunity Or A Death Knell?

vid Stein — Thu, 03 Jun 2010 08:07:25 GMT

It's often been said that salespeople should welcome sales objections because they present an understanding of what the client is concerned about, and along with them, an opportunity to allay those concerns.

Negotiating and the Three Ts: Trust, Time and Tactics

rk Hunter — Wed, 19 May 2010 14:35:49 GMT

Successful negotiating requires you have a strategy. The clearer your strategy before negotiating, the more successful you will be. At the core of the strategy is what I refer to as the “Three Ts of Negotiating: Trust, Time, and Tactics.”

10 Great Excuses for Avoiding Business Development

ke Schultz and John Doerr — Fri, 07 May 2010 10:40:42 GMT

1. I'm booked for at least six weeks. I couldn't handle another deal if it landed on my desk.

Are you going TOO FAR on sales calls?

ll Konrath — Thu, 22 Apr 2010 09:18:30 GMT

Call me a prude if you will, but I've had it with sellers who are totally clueless that they're going too far, too fast in their initial meeting with me. The worst thing is, they have no idea how their actions are perceived.

Losing vs. Not Winning the Sale

thony Cole — Thu, 08 Apr 2010 13:58:00 GMT

If a salesperson doesn’t win a sale, then they must have lost it, right? Wrong. There is a not- so- subtle- difference between ‘not winning’ and losing.

The Power of Influence

u Schlackman — Fri, 26 Mar 2010 08:25:48 GMT

When it comes to your sales cycle the customer controls their sense of urgency of when they decide to purchase your products/services from you or your competitors.

Cost versus Worth

lley Robertson — Fri, 26 Feb 2010 09:27:34 GMT

"How much will this cost?" Many salespeople shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when the prospect will either give them the green light to move forward with the sale or say, "thanks but no thanks". Far too often, salespeople feel uncomfortable talking about the price of their offering fearing that their prospect will put the brakes on the buying decision if the price of their product or service is perceived

Do You Have the Courage to Say “NO”

ill Harrington — Thu, 11 Feb 2010 07:43:51 GMT

Right now just about any sales opportunity looks good. Right? Wrong! Be careful what you’re chasing. Time is a limited resource. Every top seller I’ve met achieved super-stardom by being ruthless with their time. Great sales pros say “yes” to the RIGHT opportunities. And they have the courage, even under pressure, to say “no” to the wrong ones. For the rest of us mere mortals it’s hard to say “no” to the deal that lands in front of us. It’s like

Increase Sales with Actionable E-mails

ndra Lee — Thu, 14 Jan 2010 15:58:52 GMT

I hate long e-mails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales.

Using Success Stories to Close Sales

ndy Weiss — Thu, 17 Dec 2009 15:59:15 GMT

Success stories are amazingly powerful tools to help prospects understand the value of your offering.

Preparing For Six Tough Questions Your Prospects Will Ask

J. Hayden — Thu, 03 Dec 2009 11:22:58 GMT

Responding to an inquiry, placing a follow-up call, or making a sales presentation are all situations where you can expect your prospects to ask questions about your services. Preparation is the key to confidently providing answers to prospective clients. Unfortunately, sometimes we prepare only for the questions we want to hear, and not for the tougher ones clients often ask.

Position Yourself as a Value Provider

dath Albee — Thu, 19 Nov 2009 16:35:20 GMT

When a salesperson jumps into the lead relationship after marketing has nurtured them, it’s essential to do so in a context that matches the lead’s expectations. Depending on the amount of information the salesperson has available at the point of transition, the message they send can have a huge impact on how well they position themselves as a value provider.

How NOT to Conduct a Sales Call

aig James — Thu, 24 Sep 2009 08:54:33 GMT

Last week I was sitting in the waiting area of a prospect's office when a young salesperson from one of the telephone companies entered. The office was a small one, with about five employees - the owner, two consultants, an admin, and the office manager. After introducing himself, the salesperson - whom the office manager had never met - launches immediately into his pitch. When he's finished, about 45 seconds later, the office manager politely informs him that they already have phone service, t

What Buyers Really Care (and Don’t Care) About

siane Feigon — Thu, 27 Aug 2009 16:13:05 GMT

Today's sales 2.0 landscape is drizzled with economic uncertainties, and the buyers are in the driver's seat. That means no matter how hard you try to earn their business, they have their own agenda — they hardly care about your selling efforts. Don't take it personally. When you are selling in a buyer's market, you must see the business through their eyes and understand exactly what they care about and don't care about.

The Science of Sales Presentations

offrey James — Fri, 14 Aug 2009 11:30:01 GMT

Want a sales presentation that actually helps you sell? I recently had a conversation with Harvard psychology professor Stephen M. Kosslyn, who’s taken latest scientific research on perception, memory and cognition and applied it making sales presentations more effective. Here are eight tips, based on the latest mind-science, to turn your presentation from a mere PowerPoint into a real powerhouse:

Account Strategy

rian Davis — Thu, 30 Jul 2009 07:56:52 GMT

The game of chess has been around for centuries. Almost everyone knows how to play the game. However, there is a big difference between how an amateur plays chess and how a master plays. Fundamentally, that difference boils down to planning. An amateur plays tactically. They figure out what to do based on how the board looks at the time of their move. Masters formulate a plan and each move takes them one step closer to the ultimate execution of that plan.

7 Differences When Selling To Companies

ssa Stowe — Thu, 02 Jul 2009 10:33:25 GMT

If you are selling to companies, chances are you are selling to multiple buyers. In some ways everything is the same when selling to multiple buyers as opposed to single buyers, and then again everything is different.

Now is the Time to Master Financial Conversations

ndra Lee — Thu, 18 Jun 2009 11:32:19 GMT

While these are admittedly challenging times for many, I still see a lot of sales being made among the companies we are working with. The biggest difference in selling today is the amount of time it takes for sales to close, especially compared to the last few years. But some sellers aren't feeling any pain - their sales aren't taking longer in spite of the economy - and yours don't have to either.

Eleven Tips to Reinforce a Purchase Decision

m Logan — Thu, 21 May 2009 09:55:43 GMT

After a prospect decides to become a customer, especially when it’s a big decision, what do you do next? Do you jump up and down for joy, say “Thanks!”, rush out the door to call your sales manager - or- do you reinforce your new customer’s decision and reassure them they’ve done the right thing?

The Selling Power of the Provocative Question

chel Neray — Thu, 23 Apr 2009 14:02:31 GMT

When you tell prospects and clients about what you can do for them, how much do you 'tell' your way through your story, and how much do you 'ask'?

Reviving Prospects Who Disappear into the Black Hole

Jill Konrath — Thu, 09 Apr 2009 11:41:10 GMT

Have you ever had hot prospects who suddenly stopped returning your calls? Then you know how disconcerting it can be - especially when they'd expressed so much interest in your product or service only days before.

Obtain Testimonials from Customers

Colleen Francis — Wed, 25 Mar 2009 10:19:10 GMT

In an environment of elevated risk, it is human nature that we tend to stick to what we know and what we’re sure of…and that certainly applies to customers when facing a choice between buying from you or one of your competitors. As a sales professional, you already know how important it is to first sell the benefits of your product or service so that a prospect or existing customer can make a decision with confidence to buy from you. However, there’s still much more you can do to help influence

12 Golden Principles of Selling

Jonathan Farrington — Wed, 11 Feb 2009 08:52:22 GMT

I received a call from an ex-student this week who is designing an induction program for new recruits about to embark upon a career in sales. He asked that if I had to create the "12 golden principles of selling," what would I come up with?

Prospecting - Building an Advocate Army

John Boe — Thu, 29 Jan 2009 15:06:58 GMT

Do you consistently ask for referrals? To be successful in the sales profession you need assistance from your clients in the form of referrals. Average salespeople do not invest their time nor spend their money developing clients into advocates. An advocate is a person that will go out of their way to recommend you to their friends and associates.

Networking - How To Research Potential Contacts

nathan Farrington — Thu, 15 Jan 2009 09:07:48 GMT

I truly believe that every individual in the whole world is potentially only five or six contact steps away. This five or six degrees of separation shows that even an entire population of over five billion people is still highly accessible.

As the Market Drops, Don't Be a Closer

gel Edelshain — Mon, 22 Dec 2008 10:00:48 GMT

The sky is falling. Well, the stock market and many of the great behemoth financial firms that I have sold to over the last dozen years are. Let's say many of us are not in the most upbeat mood right now.

Winning Sales Quotes in Today’s Economy

Christopher Whittier — Thu, 20 Nov 2008 10:45:41 GMT

The issue of quote management and protecting quote margins has risen on the list of management priorities. Increasingly, sales teams are looking to quotation management tools, and new quote strategies to achieve quote success. Here are a few winning strategies to help you achieve success:

Falling On Deaf Ears: Conversations Help Your Customers Cut Through the Hype

Jeremy Miller — Fri, 17 Oct 2008 07:53:55 GMT

"Blah, blah, blah, ROI. Blah, blah, blah, solution. Blah, blah, blah, leading edge. Blah, blah, blah, results." This is what your customers hear every day. The same old overhyped crap.

Referrals: Getting the Most From the ‘Low-Hanging Fruit’ of Sales

Jim Cross — Thu, 25 Sep 2008 08:10:05 GMT

Referrals should be considered the reward for a job well done. They are the by-product of your excellent customer service. As a true sales professional, you have earned the right to ask for and receive referrals. Earning referral business is a fantastic way to grow your business, and the best part is that all of the calls are warm leads.

Relationships are Overrated

Jeremy Miller — Tue, 26 Aug 2008 10:44:42 GMT

Relationships are overrated. Yep, I am drawing a line in the sand, and challenging the hardened belief that a sales person's most valuable asset is his address book in Microsoft Outlook. It's not.

Maximizing Your Price in a Soft Economy

Mark Hunter — Thu, 07 Aug 2008 08:36:10 GMT

Establishing maximum value for your price is never easy. In today’s volatile economy, it’s even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer’s response to a price increase is rarely positive, with the usual line of objections that go along with it.

Negotiation: Dealing With Price And The Closing Stages

Jonathan Farrington — Thu, 17 Jul 2008 16:16:48 GMT

Price is an issue in most negotiations. Salespeople need to deal with the price issue confidently, but with an understanding of the needs of the other side. Here are some notes to help you:

The Three Traps of Selling Conventionally in a Complex New World

Jeff Thull — Fri, 23 May 2008 10:51:14 GMT

Prospect, qualify, present and close. These are the basic elements of the conventional sales process most widely used today. Problem is, the world has changed. We must deal with complex problems and correspondingly complex solutions that involve multiple decisions and multiple decision-makers—most of whom are having an increasingly hard time understanding their own problems and the solutions that will best resolve them.

Givers Gain: Creating Conversations to Engage Your Prospects

Jeremy Miller — Fri, 09 May 2008 08:25:00 GMT

Three per cent of your market is buying right now. These are companies issuing RFPs, bringing you in for demos and requesting quotes. If you aren't talking to these companies, you can guarantee they are talking with your competition. They have a need, and they will buy to satisfy it.

How to Prevent “Unpaid” Consulting

Jeff Thull — Wed, 09 Apr 2008 15:08:30 GMT

If you’re in sales, you have probably encountered this scenario. You’re trying to convince a potential customer that your great products or services will solve their most pressing problem. To prove the point, you explain precisely how your solution will work. Mr. Potential Customer listens carefully, asks many questions and takes copious notes. Everything seems to be running smoothly. The customer nods and says all the right things and you leave convinced that the sale is in the bag. The prob

Costly Assumptions

Keith Rosen — Thu, 27 Mar 2008 08:29:55 GMT

When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their response that I ask, "Are these the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?"

Use the News: How to Create New Opportunities Fast

Jill Konrath — Fri, 07 Mar 2008 12:31:09 GMT

Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, "Local Firm Acquires eBusiness". "Very interesting," I thought. The company, an international manufacturer, was not in my targeted market segment—but this high-tech acquisition certainly was.

Tips and Techniques - Dangerous Knowledge What We Know Can Hurt Us

Keith Rosen, MCC — Mon, 17 Dec 2007 06:18:36 GMT

Tips and Techniques - Dangerous Knowledge What We Know Can Hurt Us

The Power of Partnering

Kelley Robertson — Mon, 17 Dec 2007 04:30:30 GMT

The Power of Partnering

How to Prevent "Unpaid Consulting"

Jeff Thull — Mon, 17 Dec 2007 02:51:33 GMT

How to Prevent "Unpaid Consulting"

Five Steps to Negotiating Like an Expert

Colleen Francis, CSP — Mon, 17 Dec 2007 02:50:44 GMT

Five Steps to Negotiating Like an Expert

Handling Questions with Authority

George Torok — Mon, 17 Dec 2007 02:41:01 GMT

Handling Questions with Authority

Secrets of Supersellers

Derrick Pick — Mon, 17 Dec 2007 02:38:37 GMT

Secrets of Supersellers

9 Steps to Building a Profitable Customer Relationship

Colleen Francis, CSP — Mon, 17 Dec 2007 02:23:51 GMT

9 Steps to Building a Profitable Customer Relationship

The Presentation Trap: Why Making Presentations Can Cost You the Sale

Jeff Thull — Mon, 17 Dec 2007 02:17:44 GMT

The Presentation Trap: Why Making Presentations Can Cost You the Sale

How to Eliminate Price Objections

Kelley Robertson — Mon, 17 Dec 2007 02:11:03 GMT

How to Eliminate Price Objections

5 Keys to Effective Prospecting (Part 2)

Michelle Cain, CSP — Mon, 17 Dec 2007 02:06:02 GMT

5 Keys to Effective Prospecting (Part 2)

Why should I buy from you?

Roy Chitwood — Mon, 17 Dec 2007 01:41:32 GMT

Why Should I Buy From You?

Sales Tips and Techniques - Evaluate Your Customer’s True Potential

Don Crossley — Mon, 17 Dec 2007 01:07:59 GMT

Sales Tips and Techniques - Evaluate Your Customer’s True Potential

Sales Tips and Techniques - Make the Customer an Obsession!

Brett Ruffell — Mon, 17 Dec 2007 01:01:07 GMT

Sales Tips and Techniques - Make the Customer an Obsession!

SRC Offer of the Week - Add-On Selling

y Jim Domanski — Mon, 17 Dec 2007 00:34:36 GMT

SRC Offer of the Week - Add-On Selling

Mastering the Complex Sale

Jeff Thull — Mon, 17 Dec 2007 00:29:57 GMT

Mastering the Complex Sale

Lead Retrieval Systems - do they work?

Barry Siskind — Mon, 17 Dec 2007 00:27:57 GMT

Lead Retrieval Systems - do they work?

How to Read Your Prospect Like a Book

John Boe — Mon, 17 Dec 2007 00:25:15 GMT

How to Read Your Prospect Like a Book

Sales Tips and Techniques - Are You Busy . . . Or Productive?

y: Mason Duchatschek — Mon, 17 Dec 2007 00:07:09 GMT

Sales Tips and Techniques - Are You Busy . . . Or Productive?

Sales Tips and Techniques - Take the Chill Out of Cold Calling

: Mel Harding — Mon, 17 Dec 2007 00:04:04 GMT

Sales Tips and Techniques - Take the Chill Out of Cold Calling

Sales Tips and Techniques - Prospecting: It Separates the Best from the Rest

Paul Tindall — Mon, 17 Dec 2007 00:01:23 GMT

Sales Tips and Techniques - Prospecting: It Separates the Best from the Rest

Selling Conventionally in a Complex World

Jeff Thull — Mon, 17 Dec 2007 00:01:22 GMT

Selling Conventionally in a Complex World

Sales Tips and Techniques - Preaching to the converted

lleen Francis — Sun, 16 Dec 2007 23:58:57 GMT

Sales Tips and Techniques - Preaching to the converted

Book Preview - Buyer-Approved Selling

Michael Schell — Sun, 16 Dec 2007 23:55:34 GMT

Book Preview - Buyer-Approved Selling

Sales Tips and Techniques - The Real Benefit of Trade Shows

Barry Siskind — Sun, 16 Dec 2007 23:42:12 GMT

Sales Tips and Techniques - The Real Benefit of Trade Shows

Sales Tips and Techniques - Interruptions

y: Peggy Morrow — Sun, 16 Dec 2007 23:38:18 GMT

Sales Tips and Techniques - Interruptions

Service Tips and Techniques - Top Ten Telephone Basics

: Shep Hyken — Sun, 16 Dec 2007 23:14:42 GMT

Service Tips and Techniques - Top Ten Telephone Basics

The Intrigue Syndrome

Jim Domanski — Sun, 16 Dec 2007 07:50:40 GMT

The Intrigue Syndrome Getting a Response to Your Voice Mail

Less is More: Quick Selling Tips

Martin Wales — Sun, 16 Dec 2007 07:47:04 GMT

Less is More: Quick Selling Tips

The High Cost of Poor Negotiating

Michael E.Sloopka and Julie M.Bradshaw — Sun, 16 Dec 2007 07:45:00 GMT

The High Cost of Poor Negotiating

Secrets of Supersellers Part 2

Derrick Pick — Sun, 16 Dec 2007 07:39:16 GMT

Secrets of Supersellers Part 2

Conquering the Fear of Closing

Brian Jeffrey, CSP — Sun, 16 Dec 2007 07:38:02 GMT

Conquering the Fear of Closing

CustomerCentric Selling™

Michael Bosworth and John Holland — Sun, 16 Dec 2007 07:36:17 GMT

CustomerCentric Selling™

Be A Doctor of Selling

Brian Tracy — Sun, 16 Dec 2007 07:35:39 GMT

Be A Doctor of Selling

The Power of Follow Up

Kelley Robertson — Sun, 16 Dec 2007 07:32:23 GMT

The Power of Follow Up

Killing the Sale: The 10 Fatal Mistakes Salespeople Make and How You Can Avoid Them

Todd Duncan — Sun, 16 Dec 2007 07:20:03 GMT

Killing the Sale: The 10 Fatal Mistakes Salespeople Make and How You Can Avoid Them

Cross-Selling Takes Teamwork

John Boe — Sun, 16 Dec 2007 07:17:26 GMT

Cross-Selling Takes Teamwork

Secrets of Supersellers

Derrick Pick — Sun, 16 Dec 2007 07:14:16 GMT

Secrets of Supersellers

Pop the Question

Colleen Francis, CSP — Sun, 16 Dec 2007 07:09:20 GMT

Pop the Question

Don’t Talk Yourself Out of the Sale

Roy Chitwood — Sun, 16 Dec 2007 07:05:50 GMT

Don’t Talk Yourself Out of the Sale

Who Stole My Customer? Winning Strategies for Creating and Sustaining Customer Loyalty

Harvey Thompson — Sun, 16 Dec 2007 06:54:52 GMT

Who Stole My Customer? Winning Strategies for Creating and Sustaining Customer Loyalty

Different Strokes for Different Folks

John Boe — Sun, 16 Dec 2007 06:50:43 GMT

Different Strokes for Different Folks

Creative Cold Calling

: Jim DeSena — Sun, 16 Dec 2007 06:36:51 GMT

Creative Cold Calling

Build a Sales Team your Customers Love to Buy From

Colleen Francis — Sun, 16 Dec 2007 06:30:22 GMT

Build a Sales Team your Customers Love to Buy From

Ten Tips For Mastering The Complex Sale

Jeff Thull — Sun, 16 Dec 2007 05:31:53 GMT

Ten Tips For Mastering The Complex Sale

The Fine Line Between Persistence and Over-Persistence

COLLEEN FRANCIS — Sun, 16 Dec 2007 05:19:08 GMT

The Fine Line Between Persistence and Over-Persistence

Secrets of Supersellers

Derrick Pick — Sat, 15 Dec 2007 11:01:58 GMT

Secrets of Supersellers

Add On Selling with E-Mail : How to Leverage What Ya Got

Jim Domanski — Sat, 15 Dec 2007 10:51:45 GMT

Add On Selling with E-Mail : How to Leverage What Ya Got

6 Powerful Prospecting Tips

John Boe — Sat, 15 Dec 2007 10:28:36 GMT

6 Powerful Prospecting Tips

Tips and Techniques Crushing Price Objections Is a Battle of Wills

Tom Reilly — Sat, 15 Dec 2007 08:23:14 GMT

Crushing Price Objections Is a Battle of Wills

Are Your Salespeople Caving in Under Price Pressure? Four Ways to Stop Margin Erosion at the Point of Sale

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 08:11:08 GMT

Are Your Salespeople Caving in Under Price Pressure?

3 Steps to clarifying where you need to get better

Tom Stoyan, Canada’s Sales Coach — Sat, 15 Dec 2007 08:06:36 GMT

You know professional development is important, but with all the news journals, trade magazines and business newsletters available to you where do you start? The following is a three-step plan that keeps me in good graces with my clients, ahead of my competition and interested in my work.

Making the most out of each outside sales call

ROY CHITWOOD — Sat, 15 Dec 2007 08:01:00 GMT

To achieve consistent sales success, you must first set objectives and then focus on achieving those goals for every sales call you make. Sales calls with no clear-cut objectives waste both your time and your company's money.

The seven steps needed to make your next sale

Roy Chitwood — Sat, 15 Dec 2007 07:51:04 GMT

The seven steps needed to make your next sale

The Best Kept Secret of the Selling World

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 07:29:56 GMT

The Best Kept Secret of the Selling World

Everything Starts With a Conversation

Michel Neray — Sat, 15 Dec 2007 05:48:51 GMT

Everything Starts With a Conversation

Make Your Booth Presentations Effective

Barry Siskind — Sat, 15 Dec 2007 03:28:15 GMT

Make Your Booth Presentations Effective

7 Common Sales Challenges that Prevent Executive Level Access

Jeff Thull — Sat, 15 Dec 2007 03:18:03 GMT

7 Common Sales Challenges that Prevent Executive Level Access

The Impact Statement Builder

Richard Peterson — Sat, 15 Dec 2007 03:15:39 GMT

The Impact Statement Builder

The Power of One

Kelley Robertson — Sat, 15 Dec 2007 03:05:16 GMT

The Power of One

Time management is key to sales success

Roy Chitwood — Sat, 15 Dec 2007 02:58:59 GMT

Time management is key to sales success

Six Powerful Prospecting Tips

John Boe — Sat, 15 Dec 2007 02:49:33 GMT

Six Powerful Prospecting Tips

"What If I Could..Would You..?"

Kelley Robertson — Sat, 15 Dec 2007 02:36:43 GMT

"What If I Could..Would You..?"

Failing to Confront Reality

Don Linder — Sat, 15 Dec 2007 02:34:12 GMT

Failing to Confront Reality

Sales Through Storytelling: Story Tell, Story Sell!

Craig Harrison — Sat, 15 Dec 2007 02:32:30 GMT

Sales Through Storytelling: Story Tell, Story Sell!

Stop Creating The Objections that Kill Your Sales!

Keith Rosen, MCC — Sat, 15 Dec 2007 02:28:33 GMT

Stop Creating The Objections that Kill Your Sales!

Stand Up – and Stand Out 12 Ways to Get Your Prospects to Call You Back

COLLEEN FRANCIS, CSP — Sat, 15 Dec 2007 02:17:01 GMT

Stand Up – and Stand Out 12 Ways to Get Your Prospects to Call You Back

Beyond the Elevator Pitch: A High Credibility Conversation

Jeff Thull, CEO and President of Prime Resource Group — Sat, 15 Dec 2007 02:12:05 GMT

Beyond the Elevator Pitch: A High Credibility Conversation

8 Tips that will Increase Your Sales Referral Ratio

Jeff Hardesty — Sat, 15 Dec 2007 02:04:10 GMT

8 Tips that will Increase Your Sales Referral Ratio

Want to Destroy a Great Business Relationship and Your Reputation in the Marketplace? Negotiate Poorly

Brian Dietmeyer — Sat, 15 Dec 2007 01:13:01 GMT

Want to Destroy a Great Business Relationship and Your Reputation in the Marketplace? Negotiate Poorly

The Barf Factor

Kelley Robertson — Sat, 15 Dec 2007 01:04:28 GMT

The Barf Factor

Secure Travel Tips for Mobile Workers

Claudiu Popa, CISSP, CISA — Sat, 15 Dec 2007 01:00:54 GMT

Secure Travel Tips for Mobile Workers

How to Time Negotiation to Win the Deal

Brian Dietmeyer — Sat, 15 Dec 2007 00:51:14 GMT

How to Time Negotiation to Win the Deal

Need a powerful competitive immunity booster? Try presentations

Mark Shonka and Dan Kosch — Sat, 15 Dec 2007 00:44:52 GMT

Need a powerful competitive immunity booster? Try presentations

When Good Referrals Turn Bad

Keith Rosen — Sat, 15 Dec 2007 00:37:29 GMT

When Good Referrals Turn Bad

Turning Indecisive Prospects Into Satisfied Customers

Ritchie Hale — Sat, 15 Dec 2007 00:31:26 GMT

Turning Indecisive Prospects Into Satisfied Customers

Why the Bottom Line Isn’t - Four true stories

Colleen Francis — Fri, 14 Dec 2007 23:59:29 GMT

Why the Bottom Line Isn’t - Four true stories

Counter-Intuitive Thinking…Counter-Intuitive Action!

Bill Byron Concevitch — Fri, 14 Dec 2007 23:54:53 GMT

Counter-Intuitive Thinking…Counter-Intuitive Action!

Are Your Negotiation Techniques Sabotaging Your Business Relationships?

Brian Dietmeyer — Fri, 14 Dec 2007 23:47:12 GMT

Are Your Negotiation Techniques Sabotaging Your Business Relationships?

Avoiding Six Common Sales Mistakes

Paul Cherry — Fri, 14 Dec 2007 23:32:42 GMT

Avoiding Six Common Sales Mistakes

How NOT To Handle a Cold Call

Kelley Robertson — Fri, 14 Dec 2007 23:13:17 GMT

How NOT To Handle a Cold Call

Manipulation is Not a Cold Calling Strategy

Jeremy Miller — Fri, 14 Dec 2007 22:56:52 GMT

Manipulation is Not a Cold Calling Strategy

Avoid the “What if?” Approach to Selling

Kelley Robertson — Fri, 14 Dec 2007 22:37:01 GMT

Avoid the “What if?” Approach to Selling

Cross-Selling Takes Teamwork

John Boe — Fri, 14 Dec 2007 22:28:00 GMT

Cross-Selling Takes Teamwork

Four Ways to Redefine Sales

Daniel Burrus — Fri, 14 Dec 2007 22:14:18 GMT

Four Ways to Redefine Sales

Bite Your Tongue

Kelly Robertson — Fri, 14 Dec 2007 11:06:37 GMT

Most people don’t realize that silence is a powerful negotiating tool.

Sales Techniques to STOP Using If You Want to Sell More

T. Falcon Napier — Wed, 12 Dec 2007 16:56:30 GMT

The differences between top sales professionals and the rest of the crowd isn't just about what they do, it's about what they don't do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified over two dozen traditional selling approaches that, upon closer examination, cause more damage than good. In this article, we explore one common mistake sales professionals make:

Selling to Executives: Getting in and Earning the Keys to the Elevator

Jeff Thull — Thu, 01 Nov 2007 15:52:47 GMT

Salespeople say, “Executives won’t pay attention. They’re indifferent and won’t take the time to see us.” Executives say, “Salespeople all sound the same..."