It’s important that you dedicate yourself to continuous learning and self-development, especially when it comes to sales success.
Reading some of the best sales books ever written can help expedite your mastery of sales and improve all aspects of your sales techniques. Over the course of my career, I’ve read thousands of books, hundreds of them have been on sales and I have used the knowledge I’ve acquired from the best ones in many of my sales training courses.
Here are 10 great sales books to add to your reading list…. Read more
What is it that separates good salespeople from great salespeople?
Salespeople have one of the hardest jobs in the world to do. They deal with rejection on a daily basis. Making a sale comes down to powering through call after call, email after email, and ‘no’ after ‘no’…. Read more
Have you ever wondered what sets the best salespeople apart while others struggle to make it?
It is just as important knowing the most important things salespeople should do to be successful as well as what they shouldn’t do…. Read more
Cold calling potential prospects can be frustrating and hard. Whether you are doing it in person or on the phone, it is your job to warm up a potential customer.
This process can be exceedingly difficult, especially if you’re not used to it.
I’ve called many prospects and I’m going to show you how to make this process much easier…. Read more
One of the great areas that I work on with corporations all over the world is called value selling, or the customer value offering.
Value selling says that customers buy your value or service because they anticipate enjoying a value that they would not have in the absence of your product or service. People don’t buy products, they buy the results the product will give them.
… Read more
As a salesperson, you are in the business of gap analysis. You are a “problem detective.”
Your job, somewhat like a police inspector searching for suspects, is to find problems for which your product or service is the ideal solution. In a way, your product or service is a key…. Read more
Have you ever wished that you had a crystal ball that told you what your customers were thinking?
As salespeople, we can all benefit by understanding the customer’s exact needs in order to make more sales.
If you’re an effective salesperson, there’s a good chance that it’s thanks to an aptitude for understanding a client’s frame of mind. … Read more
If you asked your customers to rate their satisfaction with your service, would they give you wonderful reviews?
A direct sale to a customer today can cost more than $400 in terms of time, travel, advertising, lead generation, and other expenses. Acquiring a customer at this cost can put a company out of business unless that customer buys again and again…. Read more