By Jim Ewan Objections! A word that strikes terror into the salesperson’s heart! But should it? Let’s examine the facts. First, there are probably no more than half a dozen objections to whatever your sales proposition may be. That being the case; learn the answers! Obviously the objections you encounter

By Mike Yates In Part 1 we identified that one of the key areas to help you become outstanding in sales is the ability to ask outstanding questions.  To be more specific:  how you develop your meetings with prospective clients.  Do you rehearse your meetings in advance? Do you practice

By Mike Yates As you may be aware, one of the keys to success in sales is to build trust with your prospects and clients. The best way of building trust is by listening to people talk about their problems and their needs. The only sure fire way to do

By Mike Yates I was reading an article recently about Tiger Woods who many people consider to be at the top of his game.  A remarkable fact about him, however, is that he has a coach (he has always had one).  He is taking constructive feedback from a golfer and

By Mike Yates We all know that if a client refers us to one of his associates or friends, we have a much higher probability of making a sale and doing business with that referral than if we had no introduction. In fact, it is up to 10 times easier

By Mike Yates Embrace the objections of your prospects and customersRight now and over the next few weeks, consider the regular objections you get from prospects as a positive step as well as an inevitable way to generate increased business.  Objections confirm a certain level of desire for your product