1. You are going to hear no. Don’t believe it means anything.

Results-oriented role playing turns this dreaded practice into a successful tool that produces results – as opposed to just an exercise to please your sales manager. Take a

I just came across some research that confirmed what many of us in the profession of educating salespeople have known for years: That purchasers would be "much more

Building rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and

Sales is, at its most basic level, a relatively simple process. I recall one of my clients showing me the flow-chart of his sales process. Twenty six steps.

"Low price, low price, low price." It’s the mantra that sales people in every industry segment are hearing more these days than ever before. Customers, looking for ways

They don’t always say yes! That might be the very first thing you learn as a sales person. As a matter of fact, “No” in all its various

Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the