For many people, dialing a cold call can make their palms sweaty and their heart race.  They know the chances are high that they might get yelled at or hung up on within the first few seconds.  Without the right strategies, it is understandable that one might feel this way.  But don’t fret!  Below are […]

The goal of any sales position is to demonstrate how your product or service will make someone else’s life easier.  When this is done successfully, it is likely that you will land the sale.  However, it is important for a salesperson to accept the reality that just because you want as many people to use […]

Sales is a roller coaster with plenty of ups and downs but the sign of a great salesperson is the ability to maintain control and manage their mood through the highs and lows.  All salespeople have experienced those days when they seem to be on fire and other days when it seems like they have […]

People communicate through a variety of channels, not just through language.  We express our ideas and feelings through our facial expressions, voice tones, and body gestures.  These non-verbal cues, or “body language”, play a significant role in our ability to negotiate with others.  More than 80% of our communication is nonverbal and in fact body […]

It can certainly be a little nerve-wracking to walk into a sales meeting.  Making the sale is your top priority but how do you go about making that happen?  You might walk in and try to engage in some awkward conversation to break the ice, but clients are far too busy to waste time chit-chatting.  […]

We have all been there.  You have tried everything you can think of including price adjustments and additional perks to entice the buyer.   However, no matter hard you try you just can’t get them to sign on the dotted line.  Regardless of your industry, the ability to successfully close deals is crucial to your success.  […]

Sales positions are one of the most difficult to fill by young employees.  The concept of selling has certainly gotten a bad rap and is perceived by many as a pretty cutthroat industry.  However, many businesses fail because they don’t know how to sell.  You can have the greatest product or service out there, but […]

You want to be prepared for your upcoming negotiation so you do your homework, research the company, come up with a reasonable salary (if you are negotiating salary), and practice with mock negotiations.  All of these preparations are certainly valuable, but they might not be enough to fully prepare you for what’s to come.  When […]

When it comes to successful negotiating, the magic solution is quite a simple one: learn how to listen.  The truth is, closing the deal has very little to do with what you have to say but everything to do with what your client has to say.  Keeping their mouth shut is typically very difficult for […]

There is one thing most people can agree on: Successful negotiation is no easy feat.  This is a skill that most people would love to improve.  Although there are hundreds of books about how to negotiate more effectively, sometimes this advice can be difficult to apply because the ability to negotiate has a lot to […]