Closing sales

10 Ways to Measure the Effectiveness of Your Role as a Sales Leader
Sales

10 Ways to Measure the Effectiveness of Your Role as a Sales Leader

By measuring your capabilities as a sales coach, you'll quickly discover the areas where you can improve.
How the Right Message at the Wrong Time Loses the Sale
Sales Strategies

How the Right Message at the Wrong Time Loses the Sale

To communicate effectively with prospects you must recognize where they are in the process of deciding to buy.
Jason Forrest
Nothing Stalls a Sale About to Close Like Too Many Choices
Sales

Nothing Stalls a Sale About to Close Like Too Many Choices

Psychologists and sales pros both know that when people have face a barrage of options, they often choose not to choose.
Jason Forrest
The Dangers of Overconfidence in Sales Projections
Sales Strategies

The Dangers of Overconfidence in Sales Projections

Companies must be proactive in accurately tracking potential buyer activity and not lag in use of social media.
Frank Visgatis
How to Counsel Your Prospect When Their Procrastination Is Stalling the Sale
Sales

How to Counsel Your Prospect When Their Procrastination Is Stalling the Sale

The barriers to people making a purchase are no different than the barriers we all face in life. That's why sales reps have to be part therapist.
Jason Forrest
7 Strategies for Tailoring a Custom-Fit Sales Pitch for Each Prospect
Sales Strategies

7 Strategies for Tailoring a Custom-Fit Sales Pitch for Each Prospect

Nobody wants to hear how great you are and your product is, they want to know you understand their problem and if you can help solve it.
Leyl Black
Deciding Your Next Move When the Prospect Abruptly Has 'No Time'
Sales Strategies

Deciding Your Next Move When the Prospect Abruptly Has 'No Time'

Sales is always about solving a problem or satisfying a desire, but sometimes your customer just isn't in a hurry.
Eddy Ricci
Use the 'Puppy' Approach to Close More Sales
Closing sales

Use the 'Puppy' Approach to Close More Sales

You know the approach you used as a kid to ask for a puppy? Well, this same tactic works in business, too.
David Priemer
7 Rules for Talking With Gatekeepers
Sales Strategies

7 Rules for Talking With Gatekeepers

An experienced gatekeeper is adept at screening cold calls and recognizing sales professionals who attempt to reach the decisions makers without an appointment. Here is how to get past them.
Walter Rogers
The 5 Characteristics of Extraordinary Salespeople
Sales Employees

The 5 Characteristics of Extraordinary Salespeople

The best sales reps are loyal control freaks who can endure hearing 'no' as many times as necessary to hear 'yes.'
Jason Wesbecher
Closing sales

Why Your Sales Team Can't Close

How often have you heard the line, 'My salespeople can't close.' Here is how to fix this issue.
Joanne Black
Sales Strategies

The 5 Secrets to Making Larger Sales

One of the greatest points of distinction between top sales performers and everyone else is average sale size. Here is how to increase your sales deals.
Marc Wayshak
7 Tips for Making a Success of That Crucial First Meeting With a Prospect
Sales Strategies

7 Tips for Making a Success of That Crucial First Meeting With a Prospect

You put in a lot of work just to be invited to give a presentation. Don't blow your opportunity with little mistakes.
Jason Wesbecher
Want to Write Better Sales Proposals? Follow These 5 Steps.
Boosting Sales

Want to Write Better Sales Proposals? Follow These 5 Steps.

While some salespeople might view proposals as unnecessary -- or even as a waste of time --they're actually one of the most powerful instruments in a salesperson's arsenal of deal-closing tools.
Marc Wayshak