Our Articles on Communication

1. The Question Every Salesperson Wishes They Asked Sooner
   (members only content)

   Why the First Minutes of Your Presentation Matter More Than You Think

2. The 80/20 Rule, is it Sales Fact or Fiction?
   (members only content)

   The 80/20 Rule in Sales: Fact, Fiction… or a Management Problem?

3. Qualify Like a Pro (So You Stop Chasing “Maybe Someday” Prospects)
   (members only content)

4. The Power of Demonstration
   (members only content)

   Why Showing Beats Telling in Sales

5. Continuous Improvement: Keeping Your Sales Skills Sharp
   (members only content)

   Keep Your Sales Skills Sharp: Commit to Continuous Improvement

6. The Scale of Confidence
   (members only content)

   The Scale of Confidence Why Some Salespeople Soar and Others Stall

7. The Real Reason Most Sales Training Fails
   (members only content)

   Why Traditional Sales Training Keeps Falling Short

8. The Most Powerful Tool in Sales—And Nobody Teaches It
   (members only content)

   Always Be Surveying: The Secret Weapon Behind Sales Confidence

9. The Difference Between Closers and Panickers
   (members only content)

   When Panic Turns Salespeople Into Maniacs

   We’ve all lived this nightmare.

10. The Ripple Effect
    (members only content)

    Have you ever had one of those mornings where you wake up thinking, “Does anything I do actually make a difference?”

11. The Art of Making the Case
    (members only content)

    Sales in General: Tips, Tools, and the Art of Making the Case

12. How Your First Contact Determines Your Ability to Qualify a Prospect
    (members only content)

    How Your First Contact Determines Your Ability to Qualify a Prospect

13. Motivating Your Sales Team
    (members only content)

    How do you create a motivated sales team in spite of the economy?

14. Is Price a Valid Objection to Buying?
    (members only content)

    According to the media, price may be an issue.

15. What Does it Mean to “Qualify” your Sales Prospect?
    (members only content)

    What Does it Mean to “Qualify” your Sales Prospect?

16. Sales People Talk Too Much Part 1: Communication
    (members only content)

    Sales People Talk Too Much Part 1 – Communication

17. Contact Tips and Tools
    (members only content)

    Contact Tips and Tools

18. The 7 Sales Steps Closers Never Skip
    (members only content)

    The 7 Sales Steps Closers Never Skip

19. Certainty and the Sales Process
    (members only content)

    It, of course, takes certainty to bring a prospect through to a close—and that certainty is rooted in the discipline of the sales process. Certainty of the sales process is quite important. In fact, there has never been an instance in which I analyzed a lost sale, that I didn’t discover that the salesperson had skipped one or more steps of the sales process.

20. Discovering and Developing REAL Buyer Interest - OLD
    (members only content)

    A vital part of sales certainty is the skill of discovering and developing real buyer interest. How is this done?

    The first major step is getting the prospect to talk. It’s a bit of a balance—you don’t want the prospect to go on and on and on, but you do need to make it safe for them to talk and get them going.

21. Preparation—The Certainty in Sales - OLD
    (members only content)

     A very basic element in certainty is preparation, which is what provides you certainty in the first place.   Before you make the first contact in a sale, you must prepare by researching your prospect and finding out everything you can about them. You then further prepare by drilling your approach. These are the actions of any sales professional.

22. Selling with Certainty: Handling Objections - OLD
    (members only content)

    One of the benefits of certainty, and one way you can spot it is the overcoming of objections. 
    
    By the time most products or services have been around for very long, the common objections encountered in selling them have usually been encountered enough times that a list of them is provided to salespeople. The handlings to these objections can be drilled with other salespeople so they can be learned, and this can certainly help.

23. Why Certainty Starts Long Before the First Contact
    (members only content)

    A very basic element of certainty is preparation, and preparation is what creates certainty in the first place.

    Think of certainty like a spotlight. When you prepare, it’s bright and steady. When you don’t… well, you’re stumbling around in the dark hoping you don’t bump into the furniture.

24. Certainty Turns Objections Into Opportunities
    (members only content)

    One of the surest signs of true certainty in sales is your ability to handle objections with confidence. Anyone can recite a script. But a salesperson selling with certainty can take an objection, turn it over, examine it, and resolve it, right in front of the prospect.

25. The Missing Skill Behind Every Easy Close
    (members only content)

    As we continue our series on control, we arrive at one of the most overlooked truths in sales:
    you’ll never reach a true win-win close without control.

26. How Ordinary People Become Extraordinary Salespeople
    (members only content)

    Great Salespeople Are Not Born — They’re Trained

27. Great Salespeople Aren’t Born. They Drill.
    (members only content)

    Confidence in Sales Is Built, Not Borrowed.

28. The One Time You Shouldn’t Trust Your Gut in Sales
    (members only content)

    Never Assume: It’s the Fastest Way to Lose a Sale

29. The Sale That Never Had a Chance
    (members only content)

    Competence Is the Completion of the Process

30. Outthinking the Competition: A Simple Strategy That Works
    (members only content)

    Competence and Competition: Don’t Overthink It

31. Eight Ways to Welcome Objections and Eliminate Their Power
    (members only content)

32. Preparation—The Certainty in Sales - OLD
    (members only content)

33. Is Price a Valid Objection to Buying? - OLD
    (members only content)

Our Webcasts on Communication

1. Is Price Really the Issue?
   (members only content)

2. Understanding the Competition and the Comparative Analysis
   (members only content)

3. Is Price a Valid Objection?
   (members only content)

4. How to Handle the Spouse or Partner
   (members only content)

5. The "I need to think about it" Objection
   (members only content)

6. Eight Ways to Eliminate Objections
   (members only content)

Our Videos on Communication

1. Eight Ways to Eliminate Objections - Part I
   (members only content)

2. Eight Ways to Eliminate Objections - Part II
   (members only content)

3. Eight Ways to Eliminate Objections - Part III
   (members only content)

4. Eight Ways to Eliminate Objections - Part IV
   (members only content)

5. Eight Ways to Eliminate Objections - Part IX
   (members only content)

6. Eight Ways to Eliminate Objections - Part V
   (members only content)

7. Eight Ways to Eliminate Objections - Part VI
   (members only content)

8. Eight Ways to Eliminate Objections - Part VII
   (members only content)

9. Eight Ways to Eliminate Objections - Part VIII
   (members only content)

10. Eight Ways to Eliminate Objections - Part X
    (members only content)

11. Eight Ways to Eliminate Objections - Part XI
    (members only content)

12. Establishing Agreement
    (members only content)

13. How to Stay Up to Date in Your Industry
    (members only content)

14. Handling Objections
    (members only content)

15. Being Certain About Your Own Product
    (members only content)

16. Improving Abilities As a Salesperson
    (members only content)

17. Welcoming Objections
    (members only content)

18. Effectively Managing Your Sales Productivity
    (members only content)

19. Knowing Your Company's Product or Service
    (members only content)

20. Confidence in Your Product or Service
    (members only content)

21. How to Maintain Certainty in your Sales Presentation
    (members only content)

22. Moving the Customer Through the Sales Process
    (members only content)

23. How to Handle Unexpected Questions
    (members only content)

24. Having Doubts Because of Your Education
    (members only content)

25. The Use of a Step by Step Sales Process
    (members only content)