We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis. Part of the reason this happens is due to the disconnect we have because of conflicting personalities. Modifying your approach and style, even briefly, will help you better connect with your customers and prospects which means you will generate better sales.

What should you do when a potential customer asks "How much will it cost?" as one of their opening lines. This focus on price is often a clue to indicate the prospective client may lack knowledge about what you really do. In my experience across many types of businesses, I've found that it's usually because they simply don't know what else to ask. So they focus on something they understand - price. But how do you get around the price without seeming like you're avoiding an answer?

When done well, cold calling is one of (the?) fastest and most effective route to gaining more new business leads. Critically, there are times when it would be incorrect to use cold calling and something else would be more effective... but there are also times when nothing will beat cold calling and when cold calling may be the only way to reach your target market.

Questioning your prospects is the most important part of qualifying the. Learning how to use layering questions will take your sales career to a whole new level. Learn and then use these layering questions to instantly get better starting today.

You start to ask the prospect questions, and either you're struggling to get answers, they're really not opening up, and they're not giving you a lot of real good workable information. I'm sure it has if you've been in sales for any period of time, but It certainly has happened to me until I understood the one step I was missing...

The sales process seldom follows a direct path. Sales conversations zig and zag toward the final transaction. Great sales people develop multiple skill sets and sales strategies to increase their closing ratios. Learn to uncover what your prospect cares about most and satisfy their needs while reinforcing their deciion to buy with benefits that support what they value. These sales tips will help you succeed.

These are the three conditions you are looking for when you qualify someone. The first mistake many sales people make is they skip the qualifying step all together. Another reason for a salesperson not qualifying a potential client is they are afraid they'll hear the word "No". Any one of these mistakes can be critical to the sales process.

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Offer help without being overbearing. Put your trust and confidence in that salesperson.

Marketing and sales are one of the most important components of a business's survival in the market. While both are dependent on each other many people confuse marketing with sales and vice-versa which is a big mistake.

A lot of people think that cold calling doesn't work anymore. A lot of people think that cold calling never worked. A lot of people think that cold calling doesn't and won't work for them. A lot of speakers are making a lot of money perpetuating this myth (watch out for my forthcoming video series where I set the stall straight on that one!).