Make a better sale

This morning we had a 10:00am meeting with the prospect to present our proposal.  The meeting started 20 minutes late since the conference room was occupied.   This gave us sometime to...

“It pays to be nice to the people”

  I received a rude shock when I visited my customer’s Director of Procurement for pursuing my order.  He said your quote did not make the finals.  I asked why ?  And...

The Top 10 Sales Training Companies in 2010

  One of the few great generals in history who never lost a battle was the Russian general Alexander Suvorov, who explained the roots of his success with his memorable motto: "Train...

Building a Powerful Sales Persona

    China is the most populous country and so is the profession of selling.  Fortunately with few, selling happens consciously and with others, it happens unconsciously.  But everyone of us is a...

How to get into your customers mindset

You are visiting a prospect for the first time.  When you enter his office you notice his family photograph taken in your home town.  What do you do? You don’t bring up...

Why sales people fail to reach their target?

Many sales professionals spend large share of their time on wrong prospects and wonder why they consistently miss their sales targets. In Steven Covey’s words they have been “CLIMBING THE LADDER LEANING ON...

Powerful TIPS to handle SALES OBJECTIONS

  Sales objections are a litmus test whether you are prepared or unprepared for selling.  Objections in sales language is commonly known as HOT POTATO.  Your prospects hands you a HOT POTATO...

The Games Sales People Play

   Rainbow has seven color acronym VIBGYOR – Violet, Indigo; Blue, Green; Yellow; Orange and Red.  Similarly Sales profession is also filled with diverse colours of experiences.  My sales experience has many...

11 Steps to Creating the First Impression

 “First impression is the best impression.” “First impression is the last impression.” First impression is “THE IMPRESSION,”  then why don’t people work on creating the best version in the first meet?  The answer...

How to Become a Sales Expert

  Selling is perceived to be the toughest profession.  But on the flip side each one of us is a salesperson.    Every day we sell; we sell ideas and we sell products. Salesperson...