Category: Outside Sales/In-person sales only

How To Add Value For Clients Who Research Online

We are living in an “information revolution,” a time when an incredible amount of information is available to buyers. And, they are using that information when making purchasing decisions.

The Elusive Hot Button – How Do You Find It?

All sales training includes this line: “If you want to make the sale, be sure to push the prospect’s hot button.” Great, where’s that?

How To Double And Triple Your Closing Rates

Rarely does a week go by that I don’t receive calls or emails from professionals who are frustrated with their closing rates.

Here’s a 3-Step Plan to Increase Sales

Have you been having trouble increasing your sales lately? Have you tried a number of new techniques and it still seems like nothing is helping? SellingPower’s Jeff Cochran has developed a systematic approach that only takes three steps to see a difference.

Are You Killing Your Sales by Being on Autopilot?

After you’ve found what works in the majority of sales situations, you tend to stick with it. Why mess with a tactic the works a good amount of the time? Because it will get old, that’s why; to both your clients AND you.

The Home Court Advantage. Are You Using it to Make Sales?

The average professional sports team wins more than 75% of the games they play on their home court. That’s a pretty high winning percentage.

Ace the Sale by Thinking on Your Feet

There’s one in every crowd. You’re finishing up your presentation. And then, this person asks you an impossible question.

3 Tips to Selling Yourself as Well as Your Product/Service

Are you sales presentations memorable? Chances are, the product or service you sell isn’t all that different from your competition’s. The defining factor for any presentation is the presenter. Here are a few tips from SellingPower on how to sell yourself as well as your product or service.

How to Recoup After Rejection

Rejection will always be a part of a salesperson’s experience, no matter how stellar their sales skills. It happens to everyone, and the sooner you come to terms with that, the sooner you can learn how to succeed despite those rejections.

How to Take Small Talk to the Next Level

Have you been using the same opening lines in your conversations with prospects and clients for too long? You know what I mean.

10 Sales Skills that Don’t Require Natural Talent

Does it seem like some of your fellow salespeople in the office have a God-given talent for sales? It can be discouraging to work alongside such people when you feel you have to work as hard as you can to accomplish what they seem to do naturally. Don’t lose hope for your future in sales, though.

Little Missteps That Cost You Control

Do you feel like you have control during most of your sales conversations? Controlling the discussion is vital to success, and reps may find themselves faltering if they relinquish that control.

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