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Sales Strategies

Who Says No One Does Business In The Summer?

Kira Callahan | Posted 06.29.2016 | Business
Kira Callahan

Every year we come to the end of Spring and I start to hear this from my advisor clients: 'I'm having a hard time booking appointments. There's no us...

A Step-By-Step Blueprint to Amplify the Success of Customer Referrals

Danny Wong | Posted 06.14.2016 | Business
Danny Wong

Image via Implisit When you deliver exceptional service to your customers, many become willing to recommend you to peers in their network. However, s...

Increasing Your Sales With Helpful and Meaningful Content

Daniel Burrus | Posted 01.20.2016 | Business
Daniel Burrus

We no longer require the gift of hindsight to realize our world is evolving into something quite different from our past. Maybe, we shouldn't be too surprised that 69% of people who used YouTube while buying a car were influenced by it more than TV, newspapers or magazines; in fact, it's inevitable isn't it?

7 Content Marketing Tactics That Boost Sales and Influence Buyer Behaviors

Danny Wong | Posted 01.13.2016 | Business
Danny Wong

When used to its greatest advantage, content marketing can create a relationship between a company and its customers. With content, salespeople can ad...

14 Persuasive Words and Phrases Every Sales Rep Should Use to Drive New Business and Renewals

Danny Wong | Posted 01.08.2016 | Business
Danny Wong

Different words trigger predictable behaviors in people. Some encourage listeners to open up and let down their guard. Others create resistance and cause audiences to become defensive. Every word you choose can trigger a feeling.

5 Low-Pressure Strategies to Sell Smarter

Danny Wong | Posted 12.28.2015 | Business
Danny Wong

A high-pressure sales approach often makes leads and prospects uncomfortable. Potential clients want to be courted without feeling the pressure from a persistent sales pitch. Sales expert Bob Burg believes "a low-pressure--even no-pressure--[sales] approach will ultimately result in far more sales (not to mention greater career satisfaction for its practitioners)."

5 Ways Salespeople Can Influence Marketing and Improve Your Product

Danny Wong | Posted 12.14.2015 | Business
Danny Wong

Salespeople serve on your business's front line. In their active, client-facing role, what they learn from current and potential customers can help ma...

Make Your Company a Sales Conversion Machine

John Bowen | Posted 11.03.2015 | Business
John Bowen

Let's face facts: If prospects don't take the next step and become buyers, your great product or service won't mean a thing -- to them or to your bottom line. So how can you boost your close rate by getting qualified prospects to commit to you right away?

Here Are the 5 Most Important Ingredients for Growth

Elliot Begoun | Posted 10.27.2015 | Business
Elliot Begoun

You can have an amazing product, be a true innovator and could even have uncovered a way to satisfy an unmet demand and still not grow.

5 Ways to Find Hidden Sales Opportunities Within Your Network

Danny Wong | Posted 07.16.2016 | Business
Danny Wong

Some suggest it is uncouth to sell to family and friends. Generally, salespeople prefer to provide their goods and services to strangers to ensure a strict separation between their personal and professional lives.

The Power of Restraint: Always Leave Them Wanting More

Anthony Tjan | Posted 12.23.2013 | Business
Anthony Tjan

It is not that extroverted behavior is bad, but rather that when it's not leavened with restraint and listening, it can be limiting. Most extroverts would love exciting an audience -- and likely would have had trouble ending the meeting well, instead over-selling to the point of diminishing returns.

Never Drop Your Prices Again! How to Stop Selling on Price

Marc Wayshak | Posted 01.23.2014 | Small Business
Marc Wayshak

Let me introduce you to two salespeople: Don and Liz. Both have been selling bathroom accessories for 20 years. However, they each sell in a completely different way.

5 Questions You Should Ask in Every Selling Situation

Marc Wayshak | Posted 11.13.2013 | Small Business
Marc Wayshak

Salespeople often have no clue as to why their prospects would even want to buy from them. This question is the ultimate paintbrush in the hand of your prospect. This is where you fully understand what the prospect wants to accomplish from a high level.

5 Reasons Most Small Business Owners Suck at Selling (Don't Let It Be You!)

Marc Wayshak | Posted 10.29.2013 | Small Business
Marc Wayshak

The problem is not the small business owners themselves. In fact, I've watched many small business owners go from sales chump to sales star in only a few months' time. Instead, the root problem is that small business owners are following bad advice.

Why Every Business Needs a Referral System

Marc Wayshak | Posted 10.16.2013 | Business
Marc Wayshak

In today's world of Yelp reviews and Google searches, it's easy for businesses to forget about the power of customer referrals. You see, prospects are bombarded by loud advertisements and slick salespeople all day long. But that's far from what they really want.

The Eight Key Elements of a Successful Business Plan and How to Make Them Work for You

MaryEllen Tribby | Posted 09.22.2013 | Business
MaryEllen Tribby

Now I know what you are thinking. You are thinking that you and other entrepreneurs you know have never developed a business plan and you are doing "ok" -- right? Well, here is the big secret -- you can always do better. I know for me -- "ok" simply is not good enough.

Becoming a Problem Finder

Anne Zink | Posted 03.05.2013 | Business
Anne Zink

Do you consider yourself a problem solver? If you are in sales, chances are you pride yourself on solving problems for your customers. You may even feel your ability to solve your customers' problems is your competitive differentiator.

The 10 Traits of Failure

Grant Cardone | Posted 05.25.2011 | Business
Grant Cardone

Lets face it, not everyone is cut out for success, just like not everyone is cut out to be a teacher, policeman, parent or CEO. After 25 years of work...

How to Sell in a Recession

Grant Cardone | Posted 05.25.2011 | Business
Grant Cardone

What do you do when you can't sell your products and services because the economy sucks and people are reportedly not spending? A serious recession c...