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When people are asked to think of less than successful salesman, one of the unpleasant characteristics that springs to mind is them being pushy or...

No-one likes cold calling. Indeed, quite a few sales commentators believe that cold calling should never happen. I subscribe to the theory that once...

As sales professionals, we spend a great deal of our time leaving messages for colleagues, clients, and prospects yet the vast majority of salespeople...

A prospect’s mind is an intimate place where something we call “The Inner Score Keeping System” dwells. Simply put, it’s a...

Leading sales professionals substantiate that it often takes seven or more communications or sales messages before prospective customers buy anything...

With 2020 just around the corner, that means the Trade Show Season begins soon.  CES is in January and just a few weeks away!  Your sales teams need...

If you are to become proficient in closing the “sale” you will have to become knowledgeable of the many different types of sale closes...

Remember to stay away from these top ten sales killers and #3 is so important! 10: Driving all Day Spend the minimum amount of time traveling and the...

Do you have leads, but are unable to convert them into income-generating customers? Are you unable to talk to your prospects and convince them to buy...

Master salespeople are always looking for a performance edge. One of the tools that they employ is surveying their client base, especially shortly...

Just a few critical distinctions can supercharge your communication skills: 1. Appeal To Peoples´ Values Values are the criteria by which people make...

Know Your Customer My feeling on this topic is that knowing every little detail about a customer is not important and a waste of time and resources...

With every media outlet trying to see who can report the most negative stories on the economy, you might be feeling a bit of “doom and...

We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes...

You’ve just finished giving your presentation to your prospect, and you shown him all the benefits and reasons why he should take action, now...

In sales, it can get quite stressful when it comes down to talking to other people about your products or services. The simple fact is, if you...

My wife is a great cook. When she makes one of her specialty cakes from scratch it is a wonderful dining event. My Cake: I tried to make a box…...

The old adage “when everybody’s your customer, nobody’s your customer” is absolutely true and profoundly important. Only giant...

In Part 1 of this series, I introduced you to a very simple formula that will lead to amazing, jaw-dropping sales results. In fact, by using the MAP...

A recent report by Selling Power indicates that corporations spend over seven billion dollars per year on sales training. The vital issue, with an...

Mike called me one day sounding very discouraged. He had been selling for about two months. He was doing significantly above average so his...

Whether you are face-to-face (with a mask on) or on the phone, talking with prospects can be a nerve-racking experience. You’re concerned about...

“Texas Hold’em” has gained a large following. A countless number of people, young and old are playing it. Only the true elite are...

You will never make a sale if you never close the sale. Closing the sale means simply: Asking your prospect to take the necessary action to complete...

It doesn’t matter which product or service is being sold or which geographical area is involved, the results are always the same. It...

 Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a...

We often speak about meeting clients’ needs. What often separates winning presenters from the rest is (1) a better understanding that clients...

No matter how good you are at selling, you are not going to get a 100% conversion rate. The key is to be respectful of other people’s time, be...

Every seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. While this...

A satisfied customer, they say, is a company’s best advertisement. But advertising only works if people see it. So, how can you make sure you...

People mistakenly think that effective sales involves convincing people to buy whatever is being offered. Exceptional sales people however realize...

Many sales professionals think that effective sales involve convincing people to buy whatever is being offered. Exceptional salespeople, however...

Training your salespeople to not waste time working unqualified accounts, or building relationships with the wrong people in qualified companies is...

The higher the rate of speed at which a salesperson moves through the sales cycle, regardless of the reason, the greater the total negative effect on...

Regardless of whether you’re selling sprockets, widgets, ice cream or smartphones, you can be sure you’re not the only one selling it...

In a time when more and more people are seeking instant gratification and seem to have less and less time and patience, many salespeople are trying to...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

Selling Success is not only determined by your knowledge of the sales cycle, selling strategies, sales secrets or even conversational skills. As...

In order for any business to be successful at what they do, they have to be able to sell their product or service. Selling skills are a learned set...

The reality is prospects don’t typically just say “no“, but instead they hit you with an objection. An objection will almost always...

Prior Research + Customer questioning + Tailored proposal = A Sale A good salesperson will make their product and pitch fit their customer. They will...

Wouldn’t it be nice to never have to persuade your prospect to buy? Selling will never be that simple, but might you be working way too hard to...

Many people, including some in the sales profession, believe that sales training is a waste of time and money. A popular belief is that sales people...

When talking with prospective customers for your cleaning business, you’re bound to have objections. To minimize objections, it helps to know...

You know the difference between features and benefits. So for the purposes of this article, we won’t go into the difference. You also know that...

There has been much written about the right and wrong way to cold call. Some information you will find extremely useful, while others you may find...

The more you learn each day the clearer the sales process becomes. The greater your ability to understand what your prospects really want the more...

Most sales professionals know that one of the secrets to successful sales is asking good questions. Many times, however, the most important question...

I have to admit, I just don’t get it. I don’t understand why anyone would be willing to pass up the opportunity for real success. Yet they...

We’ve heard it all our lives. Even before we got into sales. Even as youngsters growing up, we heard it. “The customer is always...

Customers are the reason we are all in business. The customer’s reaction to your brand dictates success or failure. And since nobody actually...

Networking is huge. It’s a great strategy to get your name and your business known to the public quickly and with little investment. As well...

The sales industry has got to be the only industry in the world where you can earn more than the average surgeon and yet you only need to attend...

Do you use effective questioning techniques that discover the buyer’s needs, wants, and desires, or do your customers feel bullied and...

Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was “the leader in Microsoft...

While many businesses make efforts to improve production, distribution, and various administrative work processes, it is less common to find...

I have a simple sales philosophy: provide value first and make a friend at all costs. Now, what’s YOURS? Do you believe every word of it? You...

One very important lesson that I have learned is to just ask for whatever it is I am wanting. When I started out in sales it was the fear of…...

It’s a given and agreed-upon fact that sales are basically a numbers game. The sales professional who is good at overcoming sales objections...

This blog shows you how to open doors you assumed were already closed. Salespeople sometimes make the mistake of assuming they understand the motive...

Would you find it easier to get a sale if you could read your customer’s mind? Assuming you said yes, here’s how to do it. Ask the right...

One of the most important steps while cold calling is to qualify the prospect. By qualifying properly, you will be using your selling time most...

Listening is one of the most underdeveloped skills in sales and entrepreneurship. When I say listening, I mean really listening. Most people in...

It’s Trade Show Season! Are You Managing Trade Show Sales Leads Correctly? In order to maximize the effective management of the trade show sales...

Only one-third of the speaker’s meaning is conveyed by words. Two-thirds is conveyed by body language, indicating emotional tone. Listening will...

When you begin a cold call campaign, or walk into your prospect’s office, or otherwise approach a potential customer, are you always entirely...

It’s not uncommon to lose focus on your pipeline – or funnel – and consistently filling it with new opportunities. Reps often spend...

Do you invite your prospective customers to ask questions …or do you try to avoid getting questions from them? You’re walking away from a...

There is one common trait that many businesses share and that is a high turnover rate. This ongoing challenge makes it difficult for leaders to build...

There is an incredible amount of information on how to do cold calls. I have seen 3, 4, 7 and 8 step processes. While there are similarities, each...

Connecting with prospects for the first meeting requires persistence, consistency – and simply wearing them down. You can speed your access time...

We’ve all had the unfortunate experience of being convinced by a pushy salesperson to buy something we weren’t sure we wanted. You may...

Today we look more closely at five core strengths and how they can be put to good use in your sales strategy. Strengths generally fall into one of...

Rick Stapp shows Neil Farquharson how to register for MyConectUS.com.   3/29/2021: Agents of ConectUS are encouraged to register for MyConectUS.com...

I guarantee one of your worst feared objections is “I want to think about it” isn’t it? Why do all sales people fear the “I...

THE ART AND SCIENCE OF HOW TO INCREASE EFFECTIVENESS: THE BAD GUYS GOT IT DOWN TO A SCIENCE. Who’s your favorite movie villain? Dr. Evil, Dr...

This sales prospecting technique isn’t specifically about how to prospect. It’s a technique for dealing with the ill effects of...

How effective are the messages that YOU leave for your prospects? Your prospects form an opinion about you and your company every time you contact...

In defining your target market, the human race is not your oyster. As a business vendor it is important to define your target market in common terms...

It’s our experience that people do business with people that they know, like and trust. If you could build stronger relationships with your...

Most novice or untrained salespeople make the same three mistakes. In brief, they are; They don’t identify their target market and end up trying...

Since “nothing happens until a sale is made”, and, since all sales come from leads, then leads are what makes everything happen...

In the competitive market of sales, it is vitally important to develop skills and tricks to set yourself apart from other sellers. One of the most...

The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and...

Getting a sale is not an easy task and most people who have some amount of experience with sales are quite aware of that. When a salesperson prepares...

What are you doing now to try and set up an appointment with your prospect? Calling? Is that all? Guess what? Every other salesperson is doing the...

Swagger baby. Swagger. It is all about confidence, poise, and self-belief. Within a professional sports playoff series, the confidence level moves...

Cold calling is tough and not for the weak hearted. When you cold call you are often confronted with the “gatekeeper“. One of the...

When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company’s policies...

Suggestive selling is a powerful tool that can increase your revenues–and your bottom line–significantly. We are all used to the order...

What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many...

I don’t know of an organization that does not want its salespeople to cross-sell. The big question is why it is so difficult to successfully...

It is of utmost importance to try to gather as much information about your clients before you meet them for the first time. If you have some idea of...