Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them.

Mistake Number One: Over concern with strategy instead of tactics

Gather a group of salespeople together around a coffee maker and listen to the conversation. After the obligatory complaints about all types of...

Published: January, 1st 2011 by: Dave Kahle

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You want to increase the flow of sales revenue, but you are stymied by prospects' seemingly endless objections. Prospects say they're not interested. They tell you your price is too high, or this isn't the right time. You've heard all the objections. What can you do to get rid of these once and...

Published: January, 1st 2011 by: Charlie Cook

1. Sell an inexpensive product to sell an expensive product. If people like your inexpensive product, they will be persuaded to buy your expensive one.

2. Allow your visitors to decided how much they want to pay for your product. I only recommend it for products that don't sell or ones...

Published: January, 1st 2011 by: Catherine Franz

A few weeks ago I was onsite at a company that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game? sales approach.

After one coaching session, one member of the sales team came up to me and said, "Ari, your approach makes...

Published: January, 1st 2011 by: Ari Galper

Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."

Most managers have felt this way about certain employees at some point in time.

Let's face it, some employees have a very hard time consistently executing tasks...

Published: January, 1st 2011 by: Richard Gorham

Today's manager lives in a world where change has attained Mach speeds. What holds good when you go home may not apply when you return in the morning to work place. Such a tremendous pace of change takes a heavy toll in terms of a dispirited and de energized workforce.

World class...

Published: January, 1st 2011 by: R.G. Srinivasan

Do you invite your prospective customers to ask questions ...or do you try to avoid getting questions from them? You're walking away from a lot of easy sales if you don't encourage prospects to ask questions.

1. Prospects Who Ask Questions Are Usually Ready To Buy

Prospective...

Published: January, 1st 2011 by: Bob Leduc

We've all heard the term KISS at one time or another - "Keep It Simple, Stupid." However, the majority of salespeople violate this basic principle more often than not.

Let me start with some examples of what I'm talking about. At one position I held, I sat next to someone who could...

Published: January, 1st 2011 by: Frank Rumbauskas

Do you have any idea what your customers have experienced from using the products they have purchased from you? Most of the vendors I work with make a sale and move on. They often don?t bother investing much time improving the products they sell to their customers, much less develop ways to...

Published: January, 1st 2011 by: Kevin Wirth

I just finished reading another sales copy ending with the Deadline Marketing!

And it's the sixth I see today saying "If you order by midnight, blah blah blah...."

I'm sure you've seen it. And I'm sure you're getting (if not very) a little bored.

The deadline trick has proven...

Published: January, 1st 2011 by: Jaruda Boonsuwan

You've got yourself 10 seconds to HOOK your prospects or LOSE them!

If you can't make them interested in 10 seconds, there's a good chance you'll lose them forever. So, you'd better shoot it right and "grab" their attention -- fast -- if you don't want them to go to your...

Published: January, 1st 2011 by: Jaruda Boonsuwan