Making the sale feels great. It gives any salesperson or business owner a real feeling of accomplishment. Well done! Now this is where the real work begins. Unless you’re in an extremely specialized field where making one sale to a customer means your business is over and done forever – and I can’t think of … Continued

Sales is a full-contact sport. It’s not about what you know, it’s about who you know. Sound familiar? These clichés have so permeated society, they’re hardly noticed any more. But step back and think for a moment – how many things in your life, right now, would you have achieved without the help of one … Continued

Any good salesperson is going to have a degree of success in making sales once they have an appointment set up with a potential client. Making those appointments with hot leads is also simply a matter of numbers and timing. Finding prospective clients, on the other hand, can be a daunting task, even for experienced … Continued

Everyone knows that you only have one chance to make a great first impression. When you’re a salesperson, that great impression could be the difference between success and failure, so it’s no surprise that a great deal of effort is put into making a good one. Unfortunately, even the best first impressions can be undone … Continued

In part 3 of Focus on Sales, we’re going to look at another one of our foolproof tips to be a great salesperson: Tip 24 Broadening your relationships within existing client companies. We’ll look at the three most important people to maintain a relationship with, besides your primary client, as well as how to throw … Continued

Welcome back to Focus on Sales. In our ongoing quest to help you become the best salesperson possible, we’re going to zoom in on tip 35 Understand your client’s pain points. To understand what pain points are and how they will help you stand out in the field, we’re going to answer four questions: 1. … Continued

Recently, we spoke about 45 ways you can become a better salesperson. For the next few weeks, I’d like to focus on a few of those tips and go into them in more detail. This week, I want to take a closer look at number 10 Be resourceful. There are so many resources available to … Continued

Sales – what job could be easier? Make a few calls, fill in a few order forms, take a few clients to lunch… easy as pie. Except, as any decent sales representative will tell you, it’s not that simple. Sure, anyone who follows the basic steps will probably make one or two sales… eventually. But … Continued