Sales Tips and Coaching from the Front Line

These sales tips and coaching in strategy, tactics and tools will help sales people of all descriptions manage their process. For an easy to read compilation of the best advice and ideas get a copy of our Principles of Professional Selling tutorial.

So You Think You Can Sell, Do You?

There’s no shortage of advice for small business owners, especially for starting up or growing their business. But advice to learn how to sell is rarely mentioned. Surprising really because the mistake 95% of small business owners make is thinking they’re able to sell their services, when they don’t know what they’re doing. Why is [...]

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Change The Point of Competition to Control The Sale

Sales Coach

Do you position competition for your prospects, as part of your sales strategy? If so how do you that, and does it work for you? Do you focus on major differentiators or those minor points the others won’t think relevant? In the good old days we were always told not to say anything bad about [...]

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My Stupid Boss and His Idiot Manager

Sales Coach

My sales manager is definitely stupid and his boss must be an idiot for employing him. How many times have you heard a salesman complain like this about his/her management? How many times have you thought, or said this yourself. More than once, I’ll wager. Sales guys can seem born complainers. Nothing is ever right. [...]

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Is the New Role for Sales Back to the Future

Sales Coach

Is there a new role for sales executives, now the bean counters have done their worst – re-engineering, automating and outsourcing most of what we used to do? Can sales representatives find new ways of creating value for customers and employers, now now eMarketing and eCommerce use web pages to find, attract and convert prospects [...]

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How To Be Successful in Sales – Without Being Great

Sales Coach

Do good customers buy from bad sales people? How come there are so many really bad sales people making money in this world when the professional guys are finding life hard? If you’re the CEO and wondering why that difficult, unsociable, lazy, good for nothing rep makes more money than you do? Or if you’re [...]

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The Sales Secret You Shouldn’t Need

Sales Coach

The Sales Secret -how many times have you read about this special tip which will turn your life around, transforming you into the top producer? I’ve read too many, much to my annoyance. In fact when the need to get really angry about something comes over me that’s where I go, to read what some [...]

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Are Your Customers Smart or Dumb

Sales Coach

Image via Wikipedia Do you have smart customers or dumb customers, and what does the answer say about your business. I assume my customers are smart and work hard at making them smarter, because that way they’ll understand what I’m saying about their wants and how those will be met by my offer. It’s true [...]

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Talk About Money Early and Price Late

Sales Coach

Image via Wikipedia Price, Cost and Money Price is usually the first question asked by the prospect, and needs to be the last answered by the sales rep. The sales guy should sell on cost and close on price. If that doesn’t sound like a customer friendly strategy I’ll understand. Refusing to answer customer questions [...]

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Engaged Customers Lead the Deal

Sales Coach

The customer in buying mode will tell us how to sell the deal. Once s/he’s decided who to buy from it’s really a question of following her lead. In the third of the three emotional states the prospect coaches us. Our challenge is making sure we don’t mess up, losing the deal and the prospect [...]

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