Sales Blog

It is imperative in today’s marketplace and dealing with the modern-day buyer, to understand the true nature of your job as a professional sales person.  Your job is to help; to be of assistance, to serve. However, too many sales […]

  Cold Call Objections No matter whether you’re a telesales rep, a business development manager, telemarketing agent or anyone who works in sales, you’ll receive lots of them throughout your sales career. What am I talking about? Cold call objections […]

Your mission is to cold call the company, find out who is the decision maker (DM), find out that person’s name, get pass the gatekeeper, reach this DM, and set an appointment.  Whew! Even if you already know the likely […]

Let’s face it, you probably prefer to talk to one person at a time when you sell your services, as you can establish good rapport, deal with one question at a time and generally focus on just one challenge at […]

How frustrating is it when your client has gone through your proposal and your sales presentation and then said ‘I want to shop around and get some quotes from other suppliers’? It’s not obvious from his statement what exactly their […]

Commercials are the lifeblood for any company. A commercial can be anything that advertises its benefits to the final customer, and can come in many formats. How you feel about them will determine how successful that commercial campaign is. You […]

  There’s a universal law that states you attract what you focus on. By focusing on ways which you can be productive in sales, you tend to see things that add to that productivity. And it works the opposite way, […]

Although we’ve spoken in the past about avoiding the discount question, there will come a time when we have to face reality and have to discount at some point. What I’m referring to is damage control and that’s what our […]

There will be occasions when the prospect does not go with your solution and chooses either to do nothing or go with a competitor. Even if you have the best solution available to the client, their buying decision may lie […]

  It doesn’t matter how good your product or service is if you are unable to get the customer interested and convince them that the best use of their time right now is being with you. That’s exactly what we […]

One of the best one-liners I’ve ever heard in sales is this: “Always remember that people buy for their own reasons and not yours” This is so true for a number of reasons and this should be engraved on your […]

I remember my nan used to love Columbo. Everytime I was around her house as a youngster Peter Falk would be on solving another murder case wearing that horrible overcoat! I loved the way he used to play dumb to […]

You really need to watch the Inspirational Al Pacino Speech! If you ever need a little bit of motivation or inspiration, need a kick up the backside or just need to regroup and “go again” then this speech is the […]

  Sales Managers need to be able to communicate very effectively. If you’ve been in management for any length of time you will already know it doesn’t take much to cause animosity, resentment, or even real distaste with people that […]

  Have you ever wondered… ‘how does commission work in sales?’. I received a great question from a sales manager about sales commission. They are in charge of the sales operation for a B2B engineering firm, and he was dipping […]