Category — Selling Tips

By Mark Hunter

Sales is all about closing the deal, and in order to achieve that goal, a purchase price must be agreed upon. All salespeople, at one time or another, have had their price challenged. What do you do when that situation arises? As much as everyone in sales would like to consider themselves “great closers”, in reality, many are sissies when it comes to this important skill. They often boast about never discounting their product, but when they’re suddenly confronted on price, they fold faster than a cheap umbrella on a windy day. [Read more →]

By Russell Webb - This is an excerpt from the Definitive Start-Up Guide

One of the most important rules in sales is to qualify your prospects early in the meeting. I can usually get this accomplished in 10-15 minutes. By then I should have a clear indication that I have a client who meets my criteria.

Prior to arriving at a prospects home or business you will want to start the qualifying process with a phone call. During this courtesy call you would confirm that all decision makers will be present: husband and wife, business partners etc.

When you arrive at a prospects home or business, you should always come prepared. Here’s what I bring to every presentation and why: [Read more →]

By Charlie Cook

Have you ever passed by a bakery display case without feeling the urge to buy at least one cookie, dessert or cinnamon bun? Have you ever taken a child into a candy store and not had them ask to buy at least one of their favorite sweets?

The smell of fresh baked goods and the memory of the taste of a candy bar makes us want to buy more. The owners of bakeries and candy stores don’t have to spend a lot of time extolling the merits of their goods or the length of time they’ve been in business; they can concentrate on helping us satisfy our appetites. [Read more →]

By Charlie Cook

You want to increase the flow of sales revenue, but you are stymied by prospects’ seemingly endless objections. Prospects say they’re not interested. They tell you your price is too high, or this isn’t the right time. You’ve heard all the objections. What can you do to get rid of these once and for all? [Read more →]