Most sales trade experts will agree that the key to selling is to manage your time properly and concentrate your efforts on those folks, which have an interest in what you and your company can do for them. If the prospect does not have an interest or a desire in what you have to [...]

Kids play hard, and sometimes that means they play really loud in the midst of exploring their worlds and role playing with siblings and friends.
I know with my kids, if I’m not hearing some degree of noise; [i.e. play], from them, it probably means one of them is not
feeling well, or they are coming down [...]

Hi,
In a number of issues of YSS I have talked about the words you use in a selling
situation, but that is only part of the story.
It’s not just the words you use but how you use them that makes a difference.
And that reminds me of a joke.
You see there was this unfortunate man who [...]

There’s perhaps nothing in the selling profession that is more rewarding and personally fulfilling than to take a customer away from the competition. And in addition to the way picking up a new customer makes you feel, it doesn’t hurt your pocketbook, either.
So if prospecting can be so much fun, why don’t salespeople these [...]

Take a look at a few dozen want ads for salespeople and I assure you that you’ll find plenty that offer no guaranteed salary.
They pay on what is called a “straight commission” basis. If you sell, you eat, and if you don’t you starve.
It is, perhaps, the ultimate form of merit pay: literally, you have [...]

Have you wasted valuable time and money on promotion that doesn’t work? Have your announcements and news releases been ignored? Have you been too quiet about getting the word out how your product or service will help solve people’s problems?
Most of us are passionate about our work. We put a lot into coaching training; we [...]

Free Paid Survey List: The average surfer is going to use a search engine and join a six or seven of the random places that come up in the results

Ask questions. Ask questions. Ask questions. In case you didn’t get this, ask questions! Asking questions is one of the most powerful keys to successful selling. It really is. So, why should you ask questions?
Ask questions to find out if you can help/serve your potential client. By asking questions, you’ll be able to find out [...]

What to do when you win or lose.
You have given your elevator pitch, you have met with the customer, and you have identified their business value proposition and their business pain as well. Now you have jotted down your proposal, detailing all of the information you have gathered. The proposal outlines the way you see [...]

The old adage in selling has always been, “Find out what they want, then, give it to them.” The fundamentals of selling are clearly that elemental. The application thereof, however, continues to be the litmus test that quickly separates the skilled from the rest.
In the past, the selling profession relied upon its own bullpens crowded [...]