Secrets to Getting in Front of Your Best Prospects (July 23 2007)         - claim this article

As a salesperson, your ultimate goal, of course, is to make that sale. But the process begins with selecting your best prospect. The objective is to spend more time with your best prospects and less time with suspects.

In Sales You Get What You Expect (July 23 2007)         - claim this article

If your mind is set, you will be unable to change your mindset. For example Christopher Columbus...

In Sales - Heres News You Can Use (July 23 2007)         - claim this article

Here's an idea on how to make reading the daily newspaper a source for new selling ideas. Make it a point to identify at least one thing that you can use in your business whenever you read the newspaper. There is always great stuff in the sports and business section of most newspapers. Here are some examples.

Simple Technique for Isolating Objections (July 23 2007)         - claim this article

To isolate any objection quickly you can use this effective and powerful sentence - "Aside from "that" is there anything else?"Here's how it works: You're a water softener salesperson, I'm your prospect. In the qualifying steps of the sales process you have identified a few concerns that I've shared with you:

7 Phrases You Cant Say in Sales (July 23 2007)         - claim this article

7 Phrases You Can't Say in Sales

(Because They Will Undermine Your Credibility

Emotions That Sell, Part 2 (July 23 2007)         - claim this article

In the last article, we looked at three emotions (besides fear and greed) that you can use to connect with your prospects and enrich your marketing campaigns. This time, we're digging a little deeper into the sales psyche. See if you can "connect" with these feelings:

The #1 Lead Generation System of Top Sales People (July 23 2007)         - claim this article

Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people.

Why Salespeople Fail (July 23 2007)         - claim this article

Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-

Sales Closing: Dont Close Sales - Open Relationships to Achieve Multiple Sales (July 23 2007)         - claim this article

A lot is written and talked about in regard to closing sales and in the traditional wisdom of sales experts, "closing" is regarded as the vital skill that sales people need to be successful. I would like to share my experience about "closing" and tell you why I think focusing on closing the sale is actually a non productive and destructive activity and tell you what, in my experience, has proved to be a better selling strategy.

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects (July 23 2007)         - claim this article

A "Call To Action" is an invitation for your prospective clients to actively engage you in some way- directly or indirectly.

Six Simple Steps to Increase Sales and Decrease Stress (July 23 2007)         - claim this article

Have you ever found a lead on a scrap of paper after the prospect purchased from your competition? Are you spending time recreating proposals because you can't find a similar one you wrote a few months ago? Do you run out of the door for an appointment at the last minute because you couldn't find the brochures you really wanted to take? Are you feeling overwhelmed? If so, here are six simple steps to help you increase sales and decrease stress:

The Processionary Caterpillar Syndrome Costs You Sales? (July 23 2007)         - claim this article

Some years ago I read and interesting story that illustrated why many of the sales and service industry professionals that invest their time and money in my personal telephone coaching sessions ( http://www.TheSellingEdge.com/personalCoaching.htm ) have until the coaching sessions have failed to move beyond an intellectual understanding of sound selling principles. Do you have the processionary caterpillar syndrome?

Sales and the City (July 23 2007)         - claim this article

It's all about relationships!

Here is how a popular TV show looks at it:

Closing The Sale (July 23 2007)         - claim this article

So -- you've just gotten off of the phone with a potential client. You've explained what you do and how you can help them -- and they still didn't end up hiring you. Where did you go wrong? You are EXPERIENCED, you are professional -- and yet you seem to have a hard time turning those leads into paying clients. Perhaps you are approaching the situation from the wrong perspective. Maybe you are focusing too much on the sale and not enough on the potential for a RELATIONSHIP with this person.

Sales Success - The 5 Steps (July 23 2007)         - claim this article

It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words! (July 23 2007)         - claim this article

Education plus Motivation is a powerful formula. But how do you ensure the motivation level in your prospective customers or yourself, for that matter, is really as high as it could be? Easy. You make sure to build pain into your motivation strategy. Our basic survival instincts mean that given a choice between finding pleasure or avoiding pain - we'll usually opt to avoid pain.

Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar! (July 23 2007)         - claim this article

Yes, it's true. Saying "No" is a great way of getting people to want what you've got even more.

I discovered the power of saying no when our business first got really busy. A potential client approached us to implement quite a large eCommerce project. We couldn't take it on and didn't want to get any bigger than we already were at the time, so humbly declined the business.

How to Reduce Sales Resistance (July 23 2007)         - claim this article

Sales resistance is a fact of life for most sales people. We encounter sales resistance in 5 specific areas. In any sales transaction we must negotiate these 5 barriers. They can be real and permanent, which means no sale. Or they may merely represent perceptions that the prospect currently entertains through lack of knowledge. These perceptions can be changed through the sales process resulting in a sale.

Successful Sales People Know Which Differentiators Matter (July 23 2007)         - claim this article

Know where to focus. Not everyone evaluates product solutions with the same decision criteria.

When sitting toe-to-toe with a prospective client, how well do you answer the question, "What sets you apart from your competitor?"

Method to the Madness of Training Seminars (July 23 2007)         - claim this article

I arrive with about 350 other guys. We smile at each other but really don't talk much. I guess we all feel that we are too good and too proud to be at a sales-training seminar.