This is a guest post by Karen Andrews. Believe it or not, the best way to make sales is not to talk about how wonderful a product or service is or how great the features are because your prospects and your customers simply aren’t interested

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Consultative Selling: The Best Sales Approach

This is a guest post by Jill Konrath When I was growing up, the folk rock trio of Peter, Paul & Mary sang an anti-war protest song called, “Where Have All the Flowers Gone?” It’s funny how after all these years that this tune came roaring back to me as I was thinking about disappearing prospects. Don’t you just hate it when hot prospects suddenly stop returning your call.

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Part 1: Where Did All The Prospects Go?

This is a guest post by Paul Archer If you’re like most sales people at the moment you might be having to work much harder to get the business in to achieve your targets. There are more steps now to sales, longer processes and additional people to see to reach the results we want. As a result we’re finding our time management under scrutiny more than ever before and we may need to tighten up on this vital skill if we want to succeed during this recession.

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Reducing Your Collection Points

This is a guest post by Jill Konrath I was recently asked, “If you were mentoring a new salesperson, what would be your top five sales tips and how did you learn those?” Good question! It really got me thinking.

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Top 5 Tips For Newbie Sellers

This is a guest post by Paul Archer. On holiday in France last year we spent many an evening in the local cafes sucking up the atmosphere enjoying everything that is France

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Do People a Favor. Just Let THEM Talk

This is a guest post by Jill Konrath As sellers, we’re continually told to sell value and to let our prospects know about all of our value-added services. After all, that’s how we’re going to win the sales

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Encompassing Value: Becoming Invaluable to Your Customers

This is a guest post by Paul Archer Everyone knows that in selling or coaching, it’s extremely dangerous to make assumptions about your customer or the person you’re coaching. It’s one of those principles that.s drummed into sales people on day one of their induction sales training. But we’re all guilty of making assumptions from time to time – I know I am

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How Not to Assume can Literally Save Lives

Enthusiasm and energy makes successful sales people. Our telesales training features work on the true impact of your voice : how a stranger can tell 40+ things about you from the first 6 words of a telephone conversation

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The magic ingredient that will help you get on in life – ENTHUSIASM

This is a guest post by Jill Konrath What are the main issues you face when you target new vertical markets where you don’t  have any experience in that area. Also, how do you overcome these problems?

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Tips in Developing Credibility–When You’re Not Credible

This is a guest post by Paul Archer For anyone who has had building work done, you know what the aftermath looks like. Ours is no different – outside of the new conference room, it looks like the Somme battlefield on steroids. Builder’s rubble in every nook and cranny, old bricks, cement, plasterboard, tangled metal

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Tips on Boosting Your Self Motivation