Articles

  • Selling from Inside Your Client’s Shoes

    Selling from Inside Your Client’s Shoes

    September 3, 2015 Charles H. Green

    Each person in a sales meeting brings his own concerns to the table. When you can get their thoughts out into the open, listen to the buyers’ concerns, and empathize, you can positively—and dramatically—affect the sale and the whole customer relationship. To do that, listen for the cues and have the courage to encourage discussion about them.

  • 4 Ways to Increase Sales

    4 Ways to Increase Sales

    September 2, 2015 Michelle Davidson

    Sales professionals are often looking for the silver bullet to increase sales—the #1 tactic, the best strategy, the one thing you need, etc. The reality is no one thing will make selling easier or faster. Sales is hard work, and you have to put in the effort to see the results. Here’s a look at four things you can do.

  • Target Your Ideal Clients, Not All Clients

    Target Your Ideal Clients, Not All Clients

    August 31, 2015 Colleen Francis

    The most profitable companies are those who sell to a target audience. By targeting your ideal clients, you spend time and energy selling to people most likely to buy from you. The result is more sales and a faster sales process. In this article, Colleen Francis explains how to identify your ideal clients.

  • Standing in the Middle of Referrals

    Standing in the Middle of Referrals

    August 28, 2015 Ivan Misner

    To get referrals, you should give referrals. And to give referrals, you need to open your mind and listen for the “language of the referrals.” If someone says “I can’t, I want, or I don’t know,” that’s your cue to try and help. When you begin to do that, a whole new world of doing business opens up to you.

  • How to Minimize the Effect of Unexpected Sales Problems

    How to Minimize the Effect of Unexpected Sales Problems

    August 27, 2015 Michael W. McLaughlin

    The toughest sales problems you face are the ones that blindside you. You can prevent that from happening by considering problems you could encounter and planning your response to them. Not only will you be better prepared, but you could prevent some problems from ever happening.

  • Today’s Sellers Must Educate and Guide Buyers

    Today’s Sellers Must Educate and Guide Buyers

    August 26, 2015 Michelle Davidson

    Forget about old-school sales tactics. Those will not work in today’s selling world. Instead educate, guide, and collaborate with buyers. Use your team’s expertise about your products, the industry, and your buyers’ challenges to lead them to the right choice

  • 3 Sales Skills to Help You Master the Art of Persuasion

    3 Sales Skills to Help You Master the Art of Persuasion

    August 24, 2015 Andy Paul

    Being able to persuasively present a value case to a prospect is important. More important, however, are sales skills such as responsiveness, product knowledge, and customer knowledge. Master those first, and you’ll be in a position where your persuasion can make a difference.

  • Improve Your Writing, Improve Your Business

    Improve Your Writing, Improve Your Business

    August 21, 2015 Anne Scarlett

    The quality of your writing impacts your clients’ perceptions of you and your firm’s expertise. When done well, it captures your readers’ attention to ensure they connect with your service offerings. It elevates your overall value. When done badly, it could cause you to lose business.

     

  • The 8 Cs of Effective Sales Management

    The 8 Cs of Effective Sales Management

    August 20, 2015 Colleen Stanley

    Are you thinking about moving into the world of sales management? Before you take a step up the career ladder, make sure you know what you are stepping up to. In this article, Colleen Stanley explains the eight core traits that make for great sales leaders.

  • Sales Success Starts with Goals and a Plan

    Sales Success Starts with Goals and a Plan

    August 19, 2015 Michelle Davidson

    Without goals and an action plan, selling becomes a haphazard practice. Salespeople are unable to accurately predict how much they will sell or meet expectations. Follow these tips to ensure they stay on track and grow their sales muscle.