None of these techniques will waste a minute of time

Time is perhaps a salesperson’s most precious commodity. Although a continuous supply of time is available, it cannot be stored for future use, and it cannot be reclaimed if it is wasted. When you realize that life itself consists of time, the value of time becomes...

Ten tips for conquering deadlines, managing time

Everyone starts out each day with the same amount of time – some simply make better use of it than others. Herbert Hoover wrote a book during the time he spent waiting in railroad stations. Noel Coward wrote the song, “I’ll See You Again,” while caught in a traffic...

Coping with rejection a key to success

Whether you are an experienced salesperson or just beginning, the most threatening element in the sales situation is often the looming fear of being rejected. Part of your success clearly depends on your style of selling, but perhaps more important is how you handle...

Closing the sale doesn’t start at the end

Although closing a sale is actually natural and easy, far too many salespeople have adopted such a distorted view of the close that they dread trying, even though the close is their reason for being there. In fact, statistics tell us that in about 60 percent of all...

A positive attitude generates sales success

Closing the sale is a natural conclusion to a carefully prepared and well-conducted presentation to a qualified prospect. However, the most important factor in successfully closing a sale may not be having the lowest price or even the best product. Your attitude is...
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