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Sales Tips

Close More Business By Keeping Your Prospect Emotionally Invested

Kira Callahan | Posted 05.31.2016 | Business
Kira Callahan

When you understand the emotional journey your prospects go through, you can help them stay excited enough about achieving their ultimate vision to keep them motivated and moving forward. Embed this as a part of your follow-up strategy. Fewer prospects will go MIA and you will close far more business.

Make Your Company a Sales Conversion Machine

John Bowen | Posted 11.03.2016 | 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?

What Good Sales People Know About Personal Branding That Everyone Should

Joanne Tombrakos | Posted 07.13.2016 | Business
Joanne Tombrakos

We used to call it building a good reputation and being clear on the direction you wanted your career to go. Then the age of digital dawned, and personal branding was taken to a whole new level. It's no longer just about the real life version of you. It's also about the digital version of you.

6 Reasons Why Authenticity Results in More Sales

Brian Ainsley Horn | Posted 12.29.2014 | Small Business
Brian Ainsley Horn

Selling is all about connecting. Connecting with those who become your customers is the only way you can get that trust you need to make the sale.

How Using Tinder Made Me a Better Salesperson

Arthur Joseph McKey | Posted 12.21.2014 | Business
Arthur Joseph McKey

My advice to any new salesperson is to give Tinder a shot, experience firsthand how the practical sales process works in a social context, and most importantly don't be afraid to get creative. Vary your pitching style, take the prospect's temperature and prescribe your selling style accordingly.

Duct Tape Selling for Small Business

Carol Roth | Posted 07.12.2014 | Small Business
Carol Roth

Sales can be the bane of a small business owner's existence. Limited budgets and limited time sometimes put a constraint on profits. So how can you sell more effectively?

Sales Reps Have Little to No Idea What They're Doing

Dan Lyons | Posted 05.12.2014 | Business
Dan Lyons

At first glance it seems shocking that there could be a profession in which three-quarters of practitioners are inept. But the numbers make sense when you consider that most people who go into sales have no formal training about how to sell.

Why Nobody Replied to Your Email

Ian Altman | Posted 05.11.2014 | Business
Ian Altman

They asked you to send them more information. You sent them a compelling document after you returned to the office. But, that was four days ago... and they still have not returned the email. What happened?

How to Be Extraordinary for Your Customers

Ian Altman | Posted 02.17.2014 | Business
Ian Altman

When business is slow, you can either complain about the lack of business, or decide to be extraordinary and deliver a remarkable experience for your ...

Tips To Help You Avoid Overpromising

Ian Altman | Posted 02.10.2014 | Business
Ian Altman

Here are common scenarios where you may need to recover after overpromising to a client. The most important thing to remember is that the sooner you can reset expectations, the better.

3 Great Reasons to Walk Away From New Business

Ian Altman | Posted 01.31.2014 | Business
Ian Altman

As an outside observer, it sounds like their business is not setup to effectively handle projects they would consider small in comparison to their ideally-sized projects. Sadly, few businesses exhibit the discipline to define when they should walk away from business.

How Competition Can Grow Your Business

Ian Altman | Posted 01.23.2014 | Business
Ian Altman

Do you sometimes stray a little beyond your strongest areas? Are there others who can do that piece better than you?

How to Increase Sales the Smart Way

Ian Altman | Posted 01.23.2014 | Business
Ian Altman

When you are not hitting your growth objectives for your business, it is easy to panic. When members of your sales organization do not seem to have en...

The Best Way to Price Your Services

Ian Altman | Posted 01.23.2014 | Business
Ian Altman

The fact is that if you can quantify your value, your internal cost just doesn't matter. Here is a better strategy to establish a pricing model that is based on the value you're delivering to the client.

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.

Why Phone Calls and Meetings Don't Result in Sales

Ian Altman | Posted 01.23.2014 | Business
Ian Altman

I recently received a sales call from an individual saying he "wanted to setup time to meet with me about his firm." The caller's introduction was vague and gave me no information into what services his firm provided. It turns out the caller was an investment advisor.

Stop Pretending You're Selling

Tibor Shanto | Posted 11.30.2013 | Business
Tibor Shanto

Definitions count in discussions, if for no other reason than to ensure everyone is talking about the same thing before they take sides. If the meani...

Selling on Price Is for Wimps

Ian Altman | Posted 11.18.2013 | Business
Ian Altman

Let's say you convince your prospect that they should switch from their existing vendor to you because you can offer them a lower price. Congratulations. However, did it ever occur to you that they'll leave you for another vendor for the same reason?

Bulletproof Sales Tips: Five Time Tested Solutions From 13 Years Of Selling Cars

Davis Speight | Posted 11.16.2013 | Small Business
Davis Speight

Being a great salesperson isn't about tactics; it's about being genuine, helpful, and respectful. If you can relax, listen, and focus on the client, people will return to you for years to come.

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.

Inconceivable: How to Avoid Losing Your Best Client, Courtesy of The Princess Bride

Ian Altman | Posted 08.10.2013 | Business
Ian Altman

One of my favorite movies is The Princess Bride. The brains behind the devious plot in the movie is a character names Vizzini. Among my favorite lines...

How to Avoid the Top 5 Business Lies

Ian Altman | Posted 08.03.2013 | Business
Ian Altman

I hear many statements that can derail the most savvy business executive. Even though they are often said with good intentions, they usually are just blatant lies. I've compiled a list of my favorites, along with a brief example of how to address each one:

The 5 Rules to Not Suck at Social Media If You Are in Sales

Katie Lance | Posted 07.30.2013 | Business
Katie Lance

That type of posting in social media -- whether it is Facebook, Twitter or LinkedIn doesn't work. So what's a sales person to do who wants to expand their network, reach the decision makers, and at the ends of the day -- close more sales?

Influence: Trust Me on This One

Peter Sheahan | Posted 07.22.2013 | Small Business
Peter Sheahan

Don't position yourself as the old-fashioned self-motivated sales person knocking on doors. You are a consultant there to help fill gaps with your offer to enable prospective buyers to achieve an aspirational version of themselves.