Great salespeople know that customers buy value, not just price. However, many salespeople have trouble differentiating price from value.

In part one, we discussed how pressure selling intensifies the customer’s resistance to buy. Here are some selling philosophies and behaviors that can backfire on a salesperson.

How many people out there like salespeople? Not that many, I have observed. I guess it is safe to say that we have an image problem.

Stalls are by far the most difficult yet reoccurring element in finalizing a sale. Unfortunately, very few salespeople know how to handle these exasperating stalls and customers know it!

One of the most popular situations sales reps run into is not really an objection, but a stall.

When used properly, product knowledge builds trust.

How can long-term procrastinators get moving? Here are some intervention techniques to help you break the ‘do-it-later’ mindset.

Objections are merely signs of uncertainty, and the customer needs more information for a reason to buy.

Getting out of a sales slump is mentally, physically and economically exhausting.

Sometime back I wrote an article that considered the pros and cons of checking samples out.