When your sales meeting starts, do not go straight into selling mode. People buy from people, so your first priority is to create some basic human contact. Start (or extend) your relationship with some basic rapport building.

If you don’t get objections to your sales pitch either you got it just right, or they aren’t interested. Objections are usually a good thing. So, it pays to become adept at handling objections.

If you want long-term success in anything, you need a strategy. And this is never more so than with sales.

The sales process starts with prospecting. This is how we find potential future customers – or ‘prospects’.

You have prospects, but it would be foolish to dive in and try to sell to them immediately. You need to prepare, and this is where the three pre-sales activities come in.

In this video I share an armful of great tips to boost your sales effectiveness.

A powerful sales attitude for any salesperson consists of five components. Let’s see what they are.

People buy for emotional reasons. They may justify their purchase on things like cost, convenience, performance, or sustainability. But, deep down, it’s all about how these things make them feel. Let’s look at the emotions that make...