Have you noticed the plethora of sales and marketing techniques that attempt to come off as personal but are really just auto-generated? It may be an automated personal phone message from a CEO, or a letter using computer-generated font made to look like real handwriting. More and more companies are resorting to these types of sales techniques. What effect do you think sales tricks have on prospects?Continue Reading

I recently purchased an item from a popular online store. However, the unit was defective so I called to have it replaced. The customer service department was fantastic except they had no sales techniques. This was evidenced as during the process of securing a replacement, I changed my mind and asked for a refund. My representative was caught off guard and simply acquiesced. How could she have turned this back into a sale?Continue Reading

So you’ve reached your prospect, great! The next set of sales techniques require us to move toward a call to action. In other words, you want to steer your prospect through the sales process. Too often we send a price quote, proposal, or outline without specific “next steps” attached…Continue Reading

In sales, email is a powerful tool that can open doors or get them slammed shut in your face – metaphorically speaking. Written correctly, your conversion rates will skyrocket. Written poorly, you’ll fumble along wondering why no one responds to you or why they don’t respond the way you want. There are several sales techniques that need to be applied when cold emailing. Following are seven formatting and etiquette techniques of a good email…Continue Reading

Are you struggling in your sales career? Do you wonder why other sales professionals outperform you? If these questions haunt you, the following sales techniques and negotiation strategies will catapult you to the head of the class. This will take work – sales training – just like getting in shape with exercise requires hard work, but the rewards are phenomenal…Continue Reading

In today’s day and age, we work…A LOT! Especially in sales where we are constantly chasing our numbers every month, honing sales techniques, and attending sales training seminars. Most of us spend more time at work than anywhere else. We sacrifice our personal time in the hope of one day enjoying the fruits of our labor. However, in many cases we run the risk of burning out. If our personal lives are sacrificed to business pursuits for too long, the end result is fatigue, depression, and isolation. We need a plan so we can stay healthy and sane…Continue Reading

While we often want to use sales techniques that are quick and easy, persistence is a critical and all too often forgotten sales skill. The frustrating part of it, of course, is that we often don’t know when the pay off is - we have to learn to trust the sales process.Continue Reading

One of the simplest sales techniques, and often the most fun, is creating a sales environment for yourself. Whether you sell from a cube or a corner office, you want to create an atmosphere that keeps you motivated and positive.Continue Reading