Search

Temperament styles not only determine a person's behavioral traits, body language patterns and buying styles but also influence their compatibility with other people. The four primary styles are aggressive, passive, expressive and analytical, wherein research in the field of psychology shows that people are born into one of these styles. How to sell in each style is also discussed.

Salespeople hear the word 'no' most often from prospective customers but most were not equipped to handle the objections. Every salesperson has to become adept at finessing the prospect person and then handle the idea expressed by that person. How to finesse the customer before dealing with the negative response is also discussed.

The sales profession has been under siege for many years now and salespeople are often isolated from their prospects and customers by impenetrable barriers. The multiple changes in the business environment have made it difficult for salespeople to find ways to utilize their selling skills. Insights on the redefined sales person are also given.

How salesperson can achieve genuine differentiation based on something the customer values and is hard for competition to replicate is discussed. Salespeople can identify opportunities to expand the offering by looking at the customer perspective. The four steps which are typical of the customer's experience with product or solution are also presented.

It's 10 AM Tuesday, and you are about to visit one of your customers. Why are you here? That's the question I have asked innumerable distributor salespeople. Unfortunately, the answer […]

There's no absence of words to live by. They range from offering good advice, "On the keyboard of life, always keep one finger on the escape key" to the deviously […]

Tony did exactly as he was trained. He sent a hand-written thank you note to his customer. However, when his customer received it she was furious and tore it up […]

Not all sales interactions run smoothly; even the best salespeople inevitably hit a bump in the road. Maybe you've hit that bump because you unwittingly mishandled a situation, or because […]

It is believed that the success of a salesperson's transaction lies on the meticulous preparation of a sales presentation. Preparing for a presentation is one way of showing respect and concern for the customer. Other views and information on preparing for sales presentations are presented.

Salesperson and entrepreneur must always be on their game whenever opportunity strikes and take advantage of them whenever possible. Salespeople should be alert to new prospects since they may never know when that special customer is studying them and their company. Insights on the use of mystery shopper to test the sales person are also given.

If you ever find yourself in a "sales slump," or if you are just looking for some new ways to give your sales a boost--try implementing some of these nine […]

The Internet has changed and will continue to change the way we buy and sell products and services. This will have ramifications for the traditional salesman, but it does not […]

A likable person is likely to succeed in sales and sales people can capture their client's attention by being confident and conveying intrigue, enthusiasm, and respect. Once they have captured a client's attention, then their credibility will come into play when it is time for clients to make a purchase decision.