Do your presentations grab your listener—or send them into a coma?  Are they filled with charts, data, facts and figures—or do they show your prospect why they should invest in your product?  Do they make your listener yearn for relief from the agony of the presentation–or light up their eyes with interest and enthusiasm?   
How […]

Confused Sales Prospects Do Not Buy
By Wendy Weiss  
I received a voice mail from a sales representative:
‘The purpose of my call today is to introduce myself and take a moment to briefly describe for you two core-based technologies; laser Internet on-line office and an Internet broadcasting technology.  I don’t know whether or not if any […]

Trust, Prospects, and Communication
by Paul McCord 
What are you doing with those prospects that are in your database that aren’t readyto purchase yet?  Are you in the process of establishing trust and good will—or are you demonstrating that you aren’t trustworthy or that you really don’t have anything of value to offer? 
Whether you’ve considered it or […]

Over the past few weeks, I’ve introduced several of the internationally recognized sales trainers available to the users of Sales Careers Online.  These men and women are offering their insight, experience, and skills free of charge to give Sales Careers Online users top notch tele-seminars and in-depth interviews on various subjects, to answer in detail […]

There are two main types of communication that take place in selling situations: conflict and cooperation.  Which type of communication you’re using will have a profound impact on whether or not you get the sale.
Conflict takes place as the result of the vast majority of sales processes and especially as the result of those taught […]

What are the three keys to generating leads in today’s economy? Where should companies and individuals focus their time to keep a constant flow of qualified leads in their sales pipeline? How do you win new customers, accelerate growth and improve your return on investment through targeted prospects?

How To Get the Salary You Want:
Twelve Negotiation Tactics That Work
by Ed Brodow
Many of us dislike negotiating because we are afraid of being taken advantage of, especially when we believe that we are in a weak position. Salary negotiations provide a classic example. Has the fear of rejection — of losing the job or antagonizing […]

WHY SALES FAIL
by Sharon Drew Morgen
(Note: this is an excerpt from my new book-in-progress – Why Sales Fail, or, I’d close more sales if it weren’t for the buyer)

   Are your sales cycles longer than necessary?  
   Are you losing business to the competition when you shouldn’t be?  
   Are you having trouble differentiating yourself?  
   Are […]

6.  Not defining what a good referral is:  As basic is it is, few salespeople let their client know what a good referral is.  Instead, they assume the client understands what a good referral is.  Bad assumption.Although you know what a good referral for you is, your client doesn’t.  They need direction.  While you are […]

Are you a leader or a follower? If you are not a natural leader, can you learn to lead? Even more basic, what is leadership? Furthermore, is there more than one type of leadership?
No matter what your job description, the size of the organization you work for, or what you do for […]