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Consumer packaged goods salespeople, take note: In the competitive landscape of the retail shelf, where dozens, if not hundreds, of brands vie for limited space, you must convince retail buyers [...]

Top salespersons believe in what they're selling and see the joy in selling. They also have a desire to learn and ask a lot of questions and are good listeners.

The ability to understand differences in communication preferences and adapt to make relationship interactions more productive or versatility is a skill that makes sales people more likeable for customers. Salespeople can increase their versatility by having the insight that we have different styles and that each style has its own strength.

Twenty years ago when you asked what made a great salesperson, you got a wide variety of answers. Today, there are countless studies that clearly identify the psychological traits, behaviors [...]

'Everybody likes to buy things but no one lies likes to be sold' is not a new expression, but what does it really mean? Does it mean that people don't [...]

There are techniques that, with practice, can turn your business (or personal) goals into self-fulfilling prophecies. These techniques can become so powerful, in fact, they will seem to build paths [...]

Once-thriving businesses are struggling to survive in today's slow economy. Many are making spending decisions based on 'What can I afford?' rather than 'Where can I invest my money to [...]

The new frontier of Web 2.0 is not just about informing your customers; it's about communicating with them. Today's Web 2.0 tools, such as blogs, Twitter, Facebook, LinkedIn, and the [...]

A wise man once explained 'we never learn anything with our mouth open. We can only learn by reading, by listening, by observing and by doing.' If you are like [...]

Do your customers call you with leads? Have they already convinced their friends to buy the products before you even make the first sales call? For the quality salesperson who [...]

Right now there are potential customers for your business trying to decide whether or not to choose you. Unfortunately, most of them can't see much difference between you and your [...]

Independent manufacturers representatives should become a well-rounded and complete businessman with continued education. The new type of representative is a problem solver and the resource for answering questions. Employing the concept of synergistic selling is also important to salespeople.

In order to be more successful at making follow-up calls, salespeople should not take rejection personally and to never assume that they are going to annoy prospects if they follow-up. Those that follow-up with prospects stand out among others since few salespeople do this.

There are common information that a sales representatives needs to know prior to choosing a manufacturer to represent. Both parties must keep promises made to customers and prospects. Reps also need the support from the manufacturers and to clear matters regarding their commission. Interviewing tips for representatives to get these information are presented.

Selling today is filled with contradictions. E-mail enhances our connectivity, but the number of e-mail messages is often so overwhelming, they go unanswered. Voice mail brings us together, but voice […]

Is a downturn in the economy forcing your industry to drop its prices or offer special promotions in order to acquire new customers? What happens when the market you are […]

Positive customer relationships are the basis of much distributor business, right? Positive business relationships ensure us an audience with the customer, make every step of the selling process go easier, […]

When Marketing Manager Reed Kaufmann's company added an exciting new promotional apparel line he saw a big opportunity to grow his sales. What he didn't count on, however, was the […]

An expert sales force is a competitive advantage that sales leaders can count on. The skills that the sales force need to have include 'consultative selling' or the ability to understand and link to a customer's business priorities, conducting a process conversation, and asking discovery questions.

Recent studies indicate people want quality customer service. They also want to pay less for the services and products they receive. Business establishments in an attempt to meet the financial […]

Whether you are conducting a one-on-one interview, motivating your sales team or delivering a keynote address, your success as a leader is defined by your ability to persuade with clarity […]

When it comes to a company's marketing program, few executives know what to expect. "How can we evaluate our marketing program? How will our investment translate into increased sales?" Although […]

The Acme Widget Company needed to increase revenue and profits, so they undertook an initiative to attract new customers. They launched a new advertising campaign and offered special deals to […]

As sales people, we love to complain about the competition. Unfortunately, complaining doesn't do us any good. A better approach is to create a system to learn about the competition. […]

Scandal. Fraud. Spin. Corporate greed is far from dead in this country, but it certainly has lost its luster. No longer are lies and misrepresentations deemed acceptable means to luxurious […]

Do you sometimes "give up" on hot prospects too soon? Do you sometimes leave sales on the table that should be rightfully yours? If so, you're not alone. One survey […]

If you're working hard, but aren't consistently generating enough sales and getting referrals ... chances are it's a matter of trust! Suppose you could incorporate a few simple, yet highly […]

Despite the stereotype of the annoying salesperson who is always pestering you to buy something, the fact is that people want to do business with those who show exceptional follow […]

Sales representatives should get involved and look into international trade if they want to be successful in the future. The weak U.S. dollar, labor costs, and the low cost of transportation are factors that drive the trend towards international trade.

The job of a sales person with regards to his relationship to a customer can be reduced to six basic elements that begin with engaging with the right people and making them feel comfortable with the sales person. Finding out what they want and showing them how what the sales person provides them is what they want are other elements to this relationship.

Difficult situations regarding the relationship between sales representatives and their principals in the fashion industry are presented to discuss suggestions on how to create contracts that seek to prevent this difficult relationship. Sales reps should make sure that manufacturer has a viable business that is well thought-out and adequately financed.

When preparing to present to a prospective principal, a salesperson should anticipate the speaking situation and find out in advance the program events that occur around their speech. They should also practice their material in front of a friend or colleague.

Salespeople can let the good times deceive them into thinking that success will go on forever. Salespeople and businesses should see prospecting as a strategy for creating a continuing flow of business.

Common misperceptions about selling and salespeople include the idea that anyone can be successful in selling if they work hard enough and that successful salespeople are born that way. In fact, top performers take risks and they invest in themselves.

Sales representatives should use the tough economy as a warning and motivation to work harder and smarter. Reps should improve their selling by reading books, listening to tapes and CDs. They should also keep a good attitude and build relationships.

Having good information can help a sales representative deliver effective sales performance. A process for collecting information about customers, prospects, and competitors is discussed.

Reports show that there has been a drop in the number of salespeople. Sales representatives are advised to be optimistic and keep the right perspective. Salepeople should realize that selling is more about understanding the customer than it is about skill or sales techniques, and that connecting with customers lead to their success.

The sales representative has a role to play in activating the process of selling products and this is done through their interaction with principals and customers. Possessing the character builder trait is also important for sales representatives as they become their customer's solutions provider as they progress in their career.

Do you have a passion for understanding shoppers, brands and customers? Do you feel confident enough to make the tough calls? Are you a true team player? if so, a [...]

The first step for salespeople to unleash their potential is remove the restraining forces within them such as insecurities, doubts, and fears. A salesman should be clear on how they can impact their market and build their success plan on that. Approaching one's work like an owner and not as an employee by being responsible from start to finish is also suggested.

Change is not always easy; in fact, for many of us change is downright difficult. Humans are creatures of habit. We like our world to be predictable, and we want […]

The career development of a sales professional can be categorized as passing through three basic stages. Each of these is a transitional period in which the sales professional assumes a […]

In 1957, Earl Nightingale, speaker, author and co founder of the Nightingale-Conant Corporation, recorded his classic motivational record "The Strangest Secret." "The Strangest Secret" sold over one million copies and […]

"Every profession expects the serious practitioner of that profession to continually seek out the best practices of that profession, and then to roll them into his/her routine with discipline." That […]

The market constantly changes and any agile, growth-minded sales organization recognizes the necessity of changing along with it. However, no matter how innovative and effective the projected change may seem, […]

If you're working hard, but aren't consistently generating enough sales and getting referrals, chances are it's a matter of trust. One of the most critically important and yet frequently overlooked […]

How is your personal brand doing? Are you presenting yourself in the best possible light? Are you making you the brand of choice in your career? Watch out! If you […]

"Good salespeople are problem solvers." Or, so the illusion goes. That belief ranks high on my all time list of the beliefs that most limit a salesperson's performance. This one […]