What makes salespeople great? Are they naturals? If top salespeople have an extra "something," what is it?

Asking for the order after an effective sales presentation would seem to be a common-sense concept. Yet many salespeople are reluctant to do so.

The sales world has exhausted an incompatible amount of effort tutoring salespeople on how to get sales and new clients; however, extremely little is ever said about being focused on continuing these relationships.

For many sales professionals the words, "I'm just looking," feel like the worst kind of objection.

Your greeting may be the most important aspect of the entire relationship that unfolds between you and the prospect.

The ego-empathy balance requires paying attention to another’s desires without wholly sacrificing one’s own.

Once we become elevated to the position of trusted advisor, our customers become more open to the ideas, suggestions, and solutions we present.

Previously, we examined two of the four basic personality types: the Director and the Analytical. This issue will discuss the remaining two personality types referred to as the Socializer and the Amiable.

Different personality types have different communication styles and diverse ways of making decisions and achieving results. When connecting with customers, personality styles need to be recognized and carefully regarded if we want to consistently make sales.

Buyers often base their buying decisions on beliefs about emotional circumstances or preconceived conditions rather than logic or sound information. Sometimes closing is about meeting the customer's prophecies, beliefs and expectations.