We all deal with the dreaded price objection at least once in our sales career. Here's a way I've found works very well to help diffuse that objection.

It’s time to make all intangible value tangible. How do you achieve that? Ask yourself this simple question: Why do they care about that?

Most salespeople don’t listen. They simply stay quiet and wait their turn to talk or pitch. That’s not in the best interest of the customer. Here are two...

How do you employ team selling? What experts can you use, what management levels can you use, and what industry specialists can you use to really help...

I'm going to share with you one of the best strategies I know to increase closing rates. It involves getting more people engaged from your organization...

Do you know who the decision makers are in the buying process? More and more individuals are involved in the buying decision than ever before.

Want to know the easiest way to lose control of the sales process?

It’s a friction point that holds you back from achieving sales success: buyer objections.

As a seller or a sales leader, are you using the wrong approach to a sales presentation?

You need to know what's going on in the minds of your buyers when it comes to the solution you're offering.

You no longer have an ideal buyer.

Social media has dramatically changed how sellers interact with prospects and clients. However, this change has left many behind…

Two of the toughest problems that salespeople struggle with are knowing when to recognize a deal is stuck, and understanding what needs to be done next…

I regularly remind people that in sales, there is a fine line between persistence and stalking…

We all know the marketplace has changed dramatically in the last five years. And—as with all change—there's resistance…

We have to recognize that the way we use our people as resources has to change to be consistent with the ways our buyers have changed…

You are offering your customer the outcome of a series of actions designed to achieve a particular end. Far too often, these don't get talked about…

Top-ranked sellers who work in crowded markets can teach you a lot about how to be a stand-out performer…

Do more: it’s an expectation imposed on sales reps constantly…