Sales Closing Techniques No Longer Work

There is no need for sales closing strategies in the 21st century. Today's executives and decision makers are no longer responsive to them. They now demand sales professionals that are knowledgable in their products and sell them ethically.

The Importance of Your Prospecting List

The accuracy of your sales prospecting list is of utmost importance.

Improved Sales Training: Stop Selling Your Products and Start Selling Your Results to Get Customers

Between the global market place and the Internet, the opportunities and the obstacles for today’s sales person have exploded. Yet, many sales people haven’t adjusted their sales approach to capture these incredible opportunities. Maybe now is the time to rethink your sales approach and embrace a new belief.

Proposals: Following Up

Readers frequently write and ask: How does one follow up on a proposal when each time you call, you only get voice mail? Excellent question! Try this:

Purple Envelopes

In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters. Essentially her letters were lists of all the services (features) offered by the company and concluded with a...

The Sales Training Series: Sell By Agreeing On At Least 3 Needs

Salespeople know that they’re supposed to sell to the customer’s needs. Here is the classic—and tragically wrong—way they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc.

The Sales Training Series: Dealing With Sales Objections and Stalls

Most salespeople think of “stalls” and “objections” as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—“I need to think about it”—the customer offers no particular reason for hesitating.

The Sales Training Series: How To Develop A Strong Sales Culture

In every other business function (accounting, engineering, operations) there are documented processes, common cultures, and established vocabularies with terms that are clearly understood—everywhere except in sales.

The Sales Training Series: Selling With A Better Strategy

Prospecting Woes? Get A Better Strategy In prospecting, your objective most often is to persuade a new customer to agree to meet with you face-to-face. To gain that commitment, you must convince the prospect that you are someone worth meeting. Every customer’s first major buying decision is whether to buy you—the salesperson. They’ll never decide to buy your products before they’ve bought you.

More Simple Truths About Personal Selling Success

Selling is easy if you work hard at it. Discover what it takes to do what it takes to succeed in sales.

Clever Sales Questions You Can Ask

How would you like to learn how to handle procrastinators? You'll also learn how to avoid sounding pathetic during a sales call and how to avoid getting mugged by your own mouth.

30 Client Referrals or More -- How to Get Them

Do you get all of the referrals you want? Most professionals don't because they're afraid. Afraid they'll hurt their client relationships. Afraid they won't cultivate any new business. Or afraid they'll appear cheap or salesy...

Assumptions - How Accurate Are Yours?

How many times a day do we assume? How often do we verify the accuracy of our assumptions?

Equality and Diversity

A look at Impact Factory's approach equality and diversity issues. Our focus is on examining people's perspectives on difference, diversity, change management, and the attitudes and feelings which are sometimes difficult for people around equal opportunities work.