Closing a sale doesn’t always happen as easy as we hope. It’s great when it does, but there are times
when the prospect wants to negotiate. Sometimes, they need to negotiate because they have a true requirement that still needs to be addressed. Other times the prospect just wants to feel like they won something and, [...]

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The Close doesn’t have to be a big event that’s intimidating or uncomfortable for the prospect and the sales person. It shouldn’t be treated as a major occasion that you approach after overcoming painful hurdles and then confront the prospect in an adversarial way. The Close is actually the opening of a new relationship and [...]

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You’re probably like every other sales person on this planet and get your fair share of objections about your product or company. Regardless of how many objections you receive, there are techniques you can use to handle them in a positive and an effective manner. Here are 6 tips on how to handle objections.
1. Find the [...]

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Arguably, the most important skill in selling is listening. Some of us are better listeners than others, but we all must work on our listening skills if we are going to maximize our success in the business world.
• If you are going to be effective in selling, serving customers or managing others, you will need to [...]

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Over the past few years the sales environment has changed in a number of ways. The reasons are vast but typically relate to the changes in our society, economy, business models, technology and more. When it comes right down to the actual selling environment, there are a few distinct attributes that stand out today that [...]

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Alan Alda, in his new autobiography Things I Overheard While Talking to Myself, said that some of our most important conversations are conducted in the doorway and follow the phrase, “Oh, by the way.”
Alda says that after spending the evening with the family there may have been something you’ve wanted to say for the last [...]

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I’m confused. But not alone. As sales and marketing people we too often fail to clearly distinguish the difference between feature and benefit when presenting to customers.
An advertising headline in Sunday’s paper says, “
Maybelline – Foundation, Pressed Powder, Blush, Eye Shadow or Eye Liner”. Another, for a feature-heavy mobile phone reads, “Introducing [...]

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Our industry has shifted to a buyer’s market. The mortgage industry’s woes have come to roost in the building industry’s branches, and builders are rightfully concerned about how they can be as successful as they were in the past.
You can be even more successful
Here’s my answer, based on my 36 years of industry experience: [...]

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As we move through this year, we should reflect where we’ve been . . . where we are . . . and where we’re going. The first of the year should be a time frame where we are focused on closing or funding last year’s sales in backlog, while putting a new crop of sales [...]

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At some point, front end or back end, the sales assistant or sales manager must register the customers. This is the Rule –
Everyone Gets Registered
Pouncing on Prospects is Not Permitted! Everyone needs four feet of air space around them to feel comfortable. The salesperson who hawks the front door will be rejected up front. Your [...]

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