1. Who is Being Judgmental? by Lisa Lomas
   
   It comes down to a simple concept, communication. If we do not talk with people, how are we to know who they are or what they are looking for.
   
   
2. Anchor Away, Negotiators - Negotiation Tips by Carlos Quintero
   
   In a negotiation, an "anchor" is the first offer made by each side. It could be a specific price, payment terms, or a bundle of equipment or services. It is called an anchor because it "anchors" the negotiation around a specific point.
   
   
3. Top 25 Questions to Explore During Initial Sales Calls by Carlos Quintero
   
   The following represent some of the most powerful questions you can ask a customer during initial sales calls. These questions will provide you with the insights to determine how you may be able to offer value, and where challenges and opportunities exist. More importantly, these questions will encourage the customer to speak freely and for you to listen intently without providing any recommendations at this initial stage of the sales process.
   
   
4. Sales Prospecting - Five Essentials by Ted Stevenot
   
   Sales prospecting often represents a very substantial obstacle to success for sales or small business people. Many new sales careers have fallen by the wayside due to the inability of new salespeople to find enough new interested prospects. Further, many other sales careers have been locked in mediocrity because of the inability to acquire enough new business prospects to achieve a breakout. Here are a few essentials to achieving success with sales prospecting.
   
   
5. Sales Prospecting - Activity is the Key by Ted Stevenot
   
   I can't tell you how often I meet people who have developed terrific business plans, but who can't seem to get those plans off the ground. Particularly this is true when it comes to plans for sales prospecting....Sometimes it' easy to plan, but difficult to act. You'll need action to succeed! Here are some tips for getting out of planning mode and into action mode in a business-to-business market:
   
   
6. Sales Prospecting - Dealing With Sales Rejection by Ted Stevenot
   
   Sales rejection is a fact of life if you're in sales. You must learn to understand and deal with it properly to keep it from wearing you down, as it inevitably occurs. If you take sales rejection personally, you will have a very hard time surviving in sales. What is necessary to understand is that most of the rejection you will experience as a salesperson is not actually personal at all.
   
   
7. Sales Prospecting in Person Without Stress by Ted Stevenot
   
   Have you ever had to sales prospect in person? Such a thing occurs when you meet someone new face-to-face who may turn out to be a prospect for what you sell. Such interactions can be tough because you may be uncomfortable asking about business from a person you've just met.
   
   
8. Sales Prospecting Success in Five Simple Steps by Ted Stevenot
   
   Sales prospecting can either make or break a small business or sales career. The more prospects you have the better your chances of success. Finding an abundance of well qualified prospects will help you make more sales and do so with greater ease. Conquer the problem of sales prospecting and you can create unlimited opportunity for yourself.
   
   
9. How to Inspire Bubba to Do Client Development - Start With "Cut and Paste" by Samira Mery Lineberger
   
   Years ago, when law firms still had typewriters on every secretary's desk, and "real lawyers" didn't type, I came off a pregnancy leave to find that my secretary had been moved to another group and was left with psycho secretary who promptly went on mental health. I was working for a large company at the time that was required to keep her position open during her period of "illness." That left me with a revolving door of temps.
   
   
10. Sales Training - It's Time to Give the Customer a Taste of His Own Medicine by Joshua Black
    
    As a sales person, you will need to understand that most of the time the customer is actually lying to you. Yep, it's true. Your customers are lying to you most of the time. They lie for all kinds of reasons and the fact that they lie does not matter.
    
    
11. Law Firms Go Fishing by Samira Mery Lineberger
    
    BTI Consulting Group, a leader in legal industry research, recently released the results of a study that showed that despite deep budget cuts at large law firms, "business development is one of the few marketing areas where law firm executives are more willing to increase spending." Of the firms interviewed, including firms of all sizes, "[n]early 70 percent said they planned to provide more marketing coaching to lawyers." BTI's Benchmarking Law Firm Marketing and Business Development Strategies, 2009. It seems that even in a tough economy these firms are taking the old adage, "teach a man to fish..." very seriously.
    
    
12. Want to Sell More? Stop Selling! by Mike P. Bayes
    
    So, your sales force is struggling and it seems like nothing is closing from the pipeline. Sound familiar? Or you may be hearing these reasons for slow sales: "It's the economy, no one is buying - or spending." "We are priced too high." "They went with a cheaper service." The general strategy I suggest is: stop selling and start building relationships. Companies buy from people they trust, especially in this economy.
    
    
13. Keys to Opening New Accounts by Greg Nanigian
    
    As I coach and train leaders and their sales teams to bust out of their comfort zones with the goal of opening new accounts, several key practices have bubbled up as some of the best. So, here are the top three: 1.) Stop taking, "think it overs," "get back to me's" or "we'll let you knows" when cold calling.
    
    
14. Here's How to Deal With the Invisible Wall in a Sales Appointment by Si Harris
    
    For most of us on the other end of a sales call, we send up an invisible wall or barrier so that the sales person cannot "get through". We tend to clam up a little, maybe not let out our true thoughts or feelings and hold back so we don't get "sucked in" to buying something or worse still - signing a contract.
    
    
15. C-Level Selling Tip 10 - Executives Are Too Busy And Or Have No Reason to See You by Sam Manfer
    
    You hear or think C-level executives are too busy to see you. Learn how to handle this C-Level Selling obstacle.
    
    
16. Sales Training Consulting - How to Get the Most Out of Your Investment by Andre Boykin
    
    An investment in sales training can be very beneficial to any organization if you know how to get the most out of it. Here are some key things to keep in mind to maximize your investment in sales training.
    
    
17. My Pig, It's Biting My Ankle - I Gotta Go! by Greg Nanigian
    
    Last night some friends of mine were at the race car shop getting the car ready for our last race this season at Thompson Speedway. My cell phone rang. The newspaper telemarketer at the other end of the line started off by telling me about a contest he was in to sell the most subscriptions. Then he went on to tell me about the half-price special. By now, he had spoken a paragraph without a breath.
    
    
18. Sales Recruitment and Training by Sean Kanan
    
    Whether someone has a special talent for a given professional field or is especially interested in how it operates and changes through time, the ability to truly excel in a position is usually heavily dependent on the quality of any training that is received. This is especially true in the world of sales, where myriad techniques and theories exist and grow in an effort to help companies attract more partners and customers, igniting the international engines of commerce and trade. While the high motivation and outgoing communication skills of a potentially phenomenal salesperson are often as easily identified as an exceptional sales position itself, understanding how a job candidate might need to be trained to achieve their full potential can be difficult for even the most thorough of companies and hiring teams.
    
    
19. Sales Team Training - Know the Competition by Andre Boykin
    
    To compete in the marketplace you have to know your competition. As a sales manager, you have to train your sales people on the competition. But, it doesn't stop there! Here we explore how to gather competitive information and use it to your advantage.
    
    
20. Sales Representative Training - How to Manage Time and Territory by Andre Boykin
    
    One of the biggest challenges sales people face is managing time and territory. Here are some sound strategies and techniques for being as productive as possible.
    
    
21. Business Sales Training - Every Sales Manager is a Sales Trainer by Andre Boykin
    
    Your role as a sales manager also involves being a sales trainer. Get insight into this part of the sales manager's role and how you can be effective in helping your sales team reach its goals.
    
    
22. Looking For a Free Sales Course? by John Morey
    
    If you are in sales, you know that you need to continuously look for ways to improve your selling skills. There are lots of sales training courses out there, but some can be very expensive! There are alternatives that you should explore if you are on a budget, but need to increase your sales knowledge. This article is a must read if you fall into this category.
    
    
23. Sales Trainers - Make Sure You Tell Your Students the Huge Secret About Pre-Qualifying Their Leads by Joshua Black
    
    If you are training a new group of sales people, or you happen to be a new sales person yourself, you will really benefit from this article. Once you learn how to pre-qualify your sales leads, you will save time, close more often, and have less stress than the rest of the people fumbling around with cold calls. Read on to close more often.
    
    
24. The Secret of Selling by Christopher Sammut
    
    In this article I shall highlight a few tips on how to sell effectively. One must understand that the art of salesmanship is not something you can acquire overnight and even though my methods have always worked for me, it does not mean that you should take them by the letter. In this topic, we shall be looking at obtaining an account with corporate businesses, rather than off the counter sales...
    
    
25. Covert Hypnosis For Salesmen by Harry Murphy
    
    Many people think of hypnosis as pertaining to mind tricks, and physiological mumbo jumbo. However, covert hypnosis has many uses in the sales industry. There are many hypnosis techniques available for people to experiment with, but this method is time tested. The reason for this is it preys on a person's mental weaknesses without them noticing.
    
    
26. Tag Your Products Not Your Prospects by Vahid Razavi
    
    Why do car sales reps get a bad rap? In my point of view it is the way they approach the process of selling. Since selling cars is commission job, in most cases with little pay and benefits, most car sales reps are very eager to sell to you.
    
    
27. Sales Training Tips - Know Your Customer by Brian Higgins
    
    Ten years of experience and $40,000 worth of training has taught me how to be successful in Sales. Now, for vastly LESS time, and considerably LESS money, I can do the same for you...
    
    
28. Role Playing - The Psychology of Improving Business Performance by David Gail Thompson
    
    Role playing, if performed properly is extremely powerful. Role playing or the act of practicing a business interaction prior to the real interaction has proved to be extremely powerful in achieving the goal(s) of the interaction. A professional business coach can assist you and your team in developing a continuing training environment that includes role playing.
    
    
29. Sales Development Training - Gain Agreement Throughout the Sales Process by Andre Boykin
    
    How can you get your prospect in the "habit" of saying "yes"? Gaining agreement throughout the sales process is the key to success. Most sales people wait until the end of the sales process to close the deal. Smart sales people gain agreement throughout the sales process. Here we explore how to gain agreement throughout the sales process and when are the perfect opportunities to do so.
    
    
30. Selling Tips For Your Sales Associates by Michael E. Ugulini
    
    Running a retail store involves overseeing the selling activities of your sales staff. While important at any time, it's especially crucial in tougher economic times to devote focused attention to the selling discipline. When you have properly trained and motivated sales associates, you ensure your customers are receiving the best product and service information from your enterprise.
    
    

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