Sales Strategies

One of the most critical yet overlooked principles in the selling process is the power of self-discovery through customer involvement. Regrettably, many salespeople use a “show-and-tell” presentation style and babble on hoping they might say something that will generate a sale. When you show or tell your prospects about your product or service, they have a tendency to doubt the ...

Does this sound familiar? After dozens of phones calls, e-mails and face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying from you.“Whew! Another sale done,” you think to yourself. But, wait. Before you start counting your commission, it is critical that you keep the sale. Just because a prospect has agreed to move forward ...

Everyone loves a great party — but perhaps no one loves them more than an event planner. A $500 billion-a-year industry worldwide according to Entrepreneur magazine, event planning could be a promotional gold mine. From awards, sponsor gifts and goodie bags to table favors, invitations and banners, event planners love to brand their affairs. We spoke to five planners to ...

No matter what kind of business you're in, you are an expert in something. One powerful way to grow your business is to become known for what you do best. Because experts are the go-to people for services and products, establishing yourself as an expert gives you an edge over the competition, generates interest from prospects and builds loyalty with ...

Why is it that some sales reps consistently earn a six-figure annual income while other reps — putting in the same hours, selling the same products and trained by the same sales managers — struggle to meet sales goals each month? The answer is painfully simple: The six-figure sales reps spend more time on the phone and never forget to ...