Published Sales Articles

Below is a list of our most recent published sales related articles.

Handling Objections as a "Trusted Advisor"

Let's face it: in the occupation of selling, objections are a part of the game. But here is the good news; objections should not be viewed negatively as most can be addressed and ultimately resolved. When clients seem to be hesitant to commit and harbor some lingering doubts about your offer, your job as a "Trusted Advisor" is to find ways to get to the root cause of the concern. Click Here to Read More...

Increasing Sales in a Down Economy

Some sales professionals are convinced that in a weak economy, most prospects, clients or customers invariably cut back on projects, postpone their decisions, or purchase only from the lowest-priced vendors. Let's face it: current economic conditions have resulted in unprecedented challenges for sales professionals of all specialties. However, downturns have been experienced many times before, and there are valuable lessons to be learned from each of these periods. One thing is for sure: a powerful sales team can be a company's most resilient asset, in good times or bad... Click Here to Read More...

Success with C-Level Executives

Many times, those involved in sales tend to believe that selling to the "C Suite" (C-Level Executives) should be approached much differently than if they were selling to anyone else. This is a valid point, being that there is usually more at stake with these types of prospects. There are some simple and fundamental strategies that you will want to combine with this logic to produce consistent success in selling to these professionals. Click Here to Read More...

How to Close in a Competitive Market

As global competition continues to intensify, it's become harder than ever for sales professionals to differentiate their products or services, build trust and get the customer to commit. Furthermore, it is no longer enough to sell just for the sake of making a sale. Whether you are dealing with the general public or a highlyspecialized audience, your goal is to prepare for a variety of sales scenarios, initiate long-lasting professional relationships, and get repeat business. Click Here to Read More...

The Pipeline

How do you build and maintain a pipeline? It's easy-I asked a couple of
engineers:
Dig

• Lay down the structure
  
• Keep the flow going
  
• Take measurements
  
• Keep the contents at the right ratio

Oh...the sales pipeline! OK... Click Here to Read More...