Sales Technique Insights

This statement is the knee-jerk response that most competitive users have to your initial inquiry about the existing relationship. The truth inherent in this statement varies from one prospect to…

A good selling technique and a high level of self-motivation is no longer enough. In the past, if a sales person had some impressive sales techniques and was enthusiastic about…

Thinking of decisions as products raises the issue of quality control. How do you make sure that decisions measure up? One way is to leverage the talent and knowledge of…

I had an interesting conversation with a buyer recently. I made the suggestion that they were under-investing in the result they need. She agreed that they were under-investing. Then she…

What’s one of the biggest differences between the top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don’t work, and they are still…

Storytelling is all about persuasion, which itself lies at the heart of almost every business transaction. Master these sales techniques Here are some of the best storytelling techniques to help you close the sale: 1.…

OK, now I want you to pay very careful attention…. I’m going to give you, right now, the real secret to what it takes to qualify a lead. Before I…

When I was approached to write this article I thought, “sure, no sweat.” After all, I run a company that helps meetings industry organisations grow their business through phone and…

It’s easy to get trapped in a transactional relationship with clients when you should have one that is deeper and more strategic. You may be doing an excellent job with…

What do you say when someone at work says, “No” to your suggestion? You probably respond with a perfectly rational question like, “Why not?” Unfortunately, I’ve learned that rational questions…