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. 欣然接受異議，並讓它們失去影響力的八個方法
    (members only content)

32. 準備工作 - 銷售中的確定力
    (members only content)

33. 價錢是否為購買時有效的異議？
    (members only content)

Our Webcasts on Communication

1. 價格真的是問題嗎？
   (members only content)

2. 瞭解競爭與比較分析
   (members only content)

3. 價格是有效的異議嗎？
   (members only content)

4. 如何處理配偶或合作夥伴
   (members only content)

5. 「我需要想一下」的異議
   (members only content)

6. 八種消除異議的方法
   (members only content)

Our Videos on Communication

1. 排除異議的八招 - 第一部分 no translation
   (members only content)

2. 排除異議的八招 - 第二部分 no translation
   (members only content)

3. 排除異議的八招 - 第三部分 no translation
   (members only content)

4. 排除異議的八招 - 第四部分 no translation
   (members only content)

5. 排除異議的八招 - 第九部分 no translation
   (members only content)

6. 排除異議的八招 - 第五部分 no translation
   (members only content)

7. 排除異議的八招 - 第六部分 no translation
   (members only content)

8. 排除異議的八招 - 第七部分 no translation
   (members only content)

9. 排除異議的八招 - 第八部分 no translation
   (members only content)

10. 排除異議的八招 - 第十部分 no translation
    (members only content)

11. 排除異議的八招 - 第十一部分 no translation
    (members only content)

12. 建立共識
    (members only content)

13. 如何掌握產業的最新動態
    (members only content)

14. 處理異議
    (members only content)

15. 對你自己的產品有把握
    (members only content)

16. 身為銷售員，持續進步
    (members only content)

17. 對異議表達歡迎
    (members only content)

18. 有效管理您的銷售生產力
    (members only content)

19. 瞭解你公司的產品或服務
    (members only content)

20. 對你的產品或服務有信心
    (members only content)

21. 如何在你的銷售簡報中保持確定性
    (members only content)

22. 使你的客戶在銷售程序上往前進
    (members only content)

23. 如何處理意想不到的問題
    (members only content)

24. 因你的教育而產生的懷疑
    (members only content)

25. 使用按部就班的銷售程序
    (members only content)