Selling Tips

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Nothing beats a great first impression and although you can recover from a ...

The key to getting more appointments is your ability to have conversations where ...

When you're prospecting and you do finally reach a prospect, it's discouraging when ...

Many salespeople, even veterans, go through periods when they're not effective on the ...

Every salesperson in every business encounters resistance in some part of the selling ...

When salespeople share the list of objections they most often receive, very few ...

Red Sox fans are getting a fairly positive impression of starting pitcher Julian ...

Last week I received an email from a salesperson who attempted to get ...

This may seem like a rant about nothing but I happen to think ...

Last night my wife and I attended "The Drowsy Chaperone", a musical comedy ...

Here's a real email thread. The names of the client and the prospect ...

My team and I train and coach a lot of salespeople and sales ...

What do you think is the most frequently requested plea for help? Overcoming ...

Without question, the most popular requests I receive each week are for help ...

About two years ago I published this tip with the most effective way ...

If you sell, then you encounter obstacles every step of the way.  There ...

There has been a lot written about how to get referrals. I covered ...

Last week I received many emails requesting help after my offer to send ...

It's one thing to get the order, the account or the deal but ...

On Friday evening my wife and I entered an art gallery and were ...

Every salesperson wants to be more effective - unless of course they're looking ...

Today's Baseline Selling Tip is about the lost art of story telling in ...

Selling Power Magazine called last week, hoping to interview me about an article ...

In a recent training program we focused on closing. Each attendee was asked ...

This week, in honor of Dan Seidman's new book, "Sales Autopsy" - 50 ...

When You Have a Commodity Many readers have emailed me about their products ...

How often does this happen? You ask your prospect a question, have a ...

Baseline Selling Tip: What if Your Approach Backfires? Salespeople react very differently when ...

A lot of subscribers have asked me to provide some advice relative to ...

I get many emails from people who are selling products that always were ...

Baseline Selling Tip - Selling Value I receive a great number of emails ...

I just spent an entire week working with a sales team facing increasing ...

My brother-in-law was asking me about how difficult it is to train salespeople ...

Last week I provided examples of the kinds of questions you need to ...

Reverse Selling was conceptualized by Elmer Wheeler in the 1930's and 1940's. If ...

What constitutes a good sales call? I hear salespeople tell me, "it went ...

I accompanied Bob and George on a sales call yesterday and mostly sat ...

There is a huge difference between having a good conversation or having a ...

The Lexus salesperson (I'll call him Fred) called Thursday and made his annual ...

This week's article is a comprehensive version of the post that appeared in ...

When you have a good meeting with a prospect, how do you feel?  ...

Our six-year-old son identified a STAR WARS light saber - make that five ...

The second base conversation is the least understood in the entire sales process. ...

Have you been taught to ask a prospect, "...and what's your budget?" or ...

I was in Chicago, presenting two talks on selling; Closing and Creating Urgency. ...

There isn't a single sales approach, technique or rule that appeals to or ...

You can find many articles about compelling reasons in the Baseline Selling Tip ...

You or someone you know likely suffers from Happy Ears.  This syndrome is ...

How many times has this happened to you?  You have a prospect that ...

Case History - Five Lessons Learned from the 8 Figure Sale Here's a ...

I was watching television on Friday evening and found myself crying at the ...

Present Like a Rock Star Once upon a time I was a musician ...

This month I'll focus on timing, specifically, the short window of opportunity that ...

Try this exercise. It will immediately help you become more effective closing sales. ...

Many sales professionals believe that closing is the act of asking for the ...

My wife and I just returned home from a trip to Italy. In ...

We just returned from a trip to Cancun where, once again, I was ...

I've written about how to be more effective at closing time, but what ...

Happy New Year! The holidays, now a week in our rear-view mirror, expose one ...

I wrote about Closing Urgency in last week's Baseline Selling Tip. One salesperson, who ...

Most salespeople could use a little help at closing time. It's not with ...

Last week I conducted a live Baseline Selling seminar on Overcoming Objections. Today ...

An Obstacle to Closing That You Can Control There are a number of ...

Last week we discussed one way of eliminating "think it overs" at closing ...

It's less difficult to get from "no" to "yes" than it is to ...

The last two weeks I've discussed asking great questions - two weeks ago,examples ...

A salesperson called on me and had a service that was new, but ...

Our five year-old son, often the subject of my Sales Management Blog, gave ...

More on Compelling Reasons Sometimes, you need to create compelling reasons when your ...

This week I received a voice mail message from a professional sales trainer ...

Unless you are in a business that is totally insulated from the economic ...

If you sell, then you encounter obstacles every step of the way.  There ...

When an opportunity has an extra zero or two at the end, what ...

There has been an ongoing debate about the death of the sales call, ...

You probably know Jeffrey Gitomer, author of the Little Red Book of Selling ...

I get many calls and emails asking for help - and that's good!  ...

Dave's Sales Best Practices What separates sales superstars from the salespeople who simply ...

Never Have a Bad Month Again That's right. Never miss your goal, target or ...

This week, Major League Baseball held its annual Home Run Derby. A fan favorite, ...

I spent much of Saturday and Sunday of this past weekend pitching to ...

In every sales call there comes a point where nothing is going to ...

A salesperson called me last week and complained that every once in a ...

One of the topics being discussed in my Understanding the Sales Force Blog ...

This past week I experienced two examples of practice that, if applied to ...

There are many approaches to selling larger accounts and in this week's Baseline ...

Like most young children, when our son was eighteen months old he began ...

A reader asked how much time should be spent on each base path ...

It's the beginning of the week and as you review your calendar for ...

How can you sell more effectively in this economy? You'll need to perform ...

It's the first week of January and you have goals, a plan, some ...

If you sell, then you encounter obstacles every step of the way.  There ...

Sales Calls are Like the 1978 AL Playoff Game Last week I read ...

In the wake of a recent article by the authors of Provocative Selling ...

Especially in the current economy, one danger of selling to price conscious companies ...

If you are in an industry that has been impacted by the recession, ...

Most salespeople do not properly identify the real enemy they face each day.  ...

What's the difference between a motivated salesperson and the rest of the sales ...

The most recent post to my Understanding the Sales Force Blog was the ...

I evaluated a salesperson who was highly regarded by his company.  The evaluation ...

One of the weaknesses that plague salespeople is when they become emotionally involved. ...

As we approach the end of the year it's time to do some ...

As we start the New Year we think about what we can accomplish ...

Last August I wrote this article on Urgency.  It's probably a good idea ...

Continuing with our series on Urgency, today I'd like to talk about Urgency ...

What Would You Do If You Absolutely Had to Sell Something Now? Every ...

Last Saturday, in blizzard-like conditions, we left Boston for a much needed family ...

Last night, as I've done a couple of times before, I had the opportunity ...

E=AP Effectiveness=Awareness x Persistence Your awareness is how well you know your sales ...

Would you be surprised to learn that, after 35 years, I experience fear ...

We're about to enter the final quarter of the year. This is the ...

Several months ago, I wrote about what closing actually feels like.  This week, ...

What it Takes To Win On Friday I posted an article to my ...

We attended an Eagles concert last Wednesday evening - the night before Thanksgiving ...

It's been advertised. It's all the media wants to talk about.  It's had ...

Barack Obama uttered those words as part of his inauguration speech - "...pick ...

Have you seen the movie Paul Blart Mall Cop yet?  It's Home Alone ...

Strategies and Tactics are important - very important, especially in this economy. But ...

I was reading an article about Tiger Woods in Golf Digest. The article explored ...

I have sleep apnea, a common sleeping disorder that affects 12 million Americans.  ...

This week marks the official end to reacting to the recession. If you ...

In these economic times, maintaining your focus, being disciplined and strong commitment are ...