Site Map

• Consulting Sales Home Page
• The Salesman as a Negotiator
• Presentation Training Skills for Sales
• Sales Advisor
• Telephone Sales
• Time & Territory Management Skills
• Contact Us

Tips

• Dealing With Indifference
• Dealing with Price Concerns
• Executive Selling Tips
• Feeling Your Way Around Objection
• Five Guidelines for Prospecting
• Having a Sense of Urgency
• Importance of Asking for Help
• Knowing When to Walk Away From a Sale
• Learning from Superstar Sales Reps
• Listening Skills for Sales Reps
• Looking for Buying Signals
• Making Sure Each Call Has Purpose
• Marks of Excellence
• Marks of Failure
• Offering Options
• Perseverance and Yourself
• Preparing Arsenal of Questions
• Recommending Solutions to Your Customer
• Rewarding Your Best Customers
• Sales Negotation Tips
• Dealing with Different Buyers
• Dealing with the Gatekeeper
• Dressing Appropriately Selling Effectively
• Keeping Track of Your Accounts
• Making Concessions when Negotiating
• Making Promises You Cannot Keep
• Making Yourself Memorable
• Perserverance and Your Client
• Questioning for Problem Clarification
• Setting the Direction of the Call - Part III
• Staying out of Voice Mail
• Strengthening Your Skills
• The Power of Testimonials
• Three Reasons People Do Not Buy
• Tips for After the Sale
• Tips for Taking Advantage of Emails
• Using References
• Using Value vs. Risk Questions
• When the Relationship Isn't There
• When Your Client Mentions Your Competition
• Setting the Direction of a Call - Part II
• Setting the Direction of a Call - Part I
• Stalling Customers
• The Importance of Returning Calls
• Three Reasons People Buy
• Three Ways to Get Return Calls
• Tips for Closing
• Treating Objections Before They Come Up
• Understanding Your Customer Being Difficult
• Using Features, Advantages and Benefits
• Using Promotions to Close a Sale
• Using a Sharp Angle Close
• Using a Summary Close
• Using the Alternate Choice Close
• Using a Trial Close
• Warding off the Rigors of Cold Calls
• When the Customer Brings up Quality
• When the Customer Starts with Price
• When You've Asked for the Sale
• Writing Strong Proposals