Category: Outside Sales/In-person sales only

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.

It's Time to "Flip" Your Demos

Traditionally, demos have followed a linear path, with sales reps not reaching the most important content until well into the meeting. But recent research reveals that this might not be the best way to conduct a demo.

How to Determine the Best Time of Day to Make Sales

Did you know that your peak selling time has just as much to do with you as it does your prospects? Alice Heiman, founder and CSO of Alice Heiman, LLC, a sales leadership programs business, says you have to pair when you’re at the top of your game along with when your prospects are available in order to make successful sales.

How Much Should You Sell?

How much of your product or service do you think clients and prospects really care about? Often, reps spend too much time talking about every single feature of what they’re selling, wasting both their and the prospect’s time.

3 Traits You Need to be Successful in Sales

According to Michael Tracy, one of today’s top sales professionals and speakers, being yourself is the ultimate sales tool. There are, however, three parts of yourself that you need to emphasize, and they all begin with the letter “C.”

2 Misconceptions About You That are Hurting Your Sales

As easy as it is to point your finger at a prospect when a sale that should have been fool-proof doesn’t close, have you ever stopped to consider maybe you’re the reason it fell through?

3 Sales Tips You Unknowingly Learned from Family

Good sales advice comes from everywhere, even unlikely sources. Perhaps your family members were the first to teach you sales tips. SellingPower’s Herman Dixon learned a lot about leadership from his grandmother that can easily be refined into sales tips.

How to Do A Sales Presentation That Builds Buyer Desire

Ho-hum demos, capabilities presentations, proposals and dog-and-pony shows don’t make the sale. B2B buyers aren’t buying because they aren’t getting value during these one-sided sales presentations where the seller does all or most of the talking.

Three Steps to Trade Show Success

id you know that 77% of executive decision makers found at least one new supplier at the last trade show they attended? Trade shows hold a lot of opportunity for new business, but reps need to work for that new business.

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

How to Calm A Worried Prospect

It’s natural to be nervous before a big purchase, especially when buying a solution for an entire company. If you find that a prospect seems worried, it’s up to you to put him or her at ease and soothe any concerns.

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