The Selling Essentials Minute™

There’s more to asking buyers for a referral than just asking them for names of other possible buyers. There’s also the ... Read more

Sales reps have always learned that they should justify their price before closing the sale. But that old wisdom may not... Read more

What’s the worst thing a sales professional can do for a prospect in the first meeting? Present a solution. Even if its ... Read more

Conventional wisdom says that the more control sales professionals have, the likelier they are to win a sale. But too mu... Read more

Every sales person eventually deals with customers who have unrealistic expectations. What can you do to make sure your ... Read more

The prospect is stalling and if they don’t quickly figure out why, the sale will be lost. What’s a sales professional to... Read more

Who’s to blame when a steady account goes quiet and eventually leaves for a competitor? You are, for letting the custome... Read more

How can sales professionals keep from being automatically ignored by prospects? By doing something that the prospect isn... Read more

The less time it takes to close a deal, the sooner you can move on to the next one. So how can you close deals more quic... Read more

Ever ask a customer for a referral, only to have them fail to come up with a suitable name? Well, Linkedin can help you ... Read more