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The 2 most damaging sales mistakes

May 11, 2010, 4:00 am

Of all the possible mistakes sales pros can make, two are more damaging than all others combined. Assuming that prospects know about your company and its products. To gain separation from the...

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Performing a competitive analysis that’ll give you a leg up

July 8, 2010, 4:00 am

Salespeople can never know too much about their competition. Knowing competitors inside and out helps sales pros react more quickly and counter rivals’ efforts to steal customers. Some salespeople get...

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Common traits of top closers

November 8, 2010, 3:00 am

Not everyone can duplicate what makes a sales superstar great, but instilling these four traits in your salespeople could have a major impact on closing rates. 1. The ability to overcome ‘sales...

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When prospects bring up the competition: 4 great responses

May 19, 2011, 4:00 am

What should your salespeople do if a prospect brings up the competition? Here are four ways they should handle the situation. Tell them to: Respond to direct questions about competing products. Just...

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The No. 1 sales killer – and ways to beat it

September 27, 2011, 4:00 am

Salespeople face it every day. It never goes away. At times it seems to be in “remission,” but it always returns. Just when it appears to be under control and losing its grasp, it becomes...

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