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Appealing to multiple decision-makers: 3 quick tips

by November 19, 2013 Comments (0)

Salespeople can increase the chances of closing a sale by involving more than one decision-maker in the process.

Closing when multiple decision makers are involved

by February 20, 2013 Comments (0)

Salespeople have been told for years to find the decision maker, present the product or service, and try to close the sale. The fewer people involved, the smoother the closing process will run, according to conventional wisdom.

5 presentation lessons from the master — Steve Jobs

by November 23, 2011 Comments (0)

The late Apple co-founder will be remembered for a number of things, including his ability to attract and captivate audiences and the media. An analysis shows he used the same formula — one that anyone else can employ.

6 mistakes that kill presentations

by October 18, 2010 Comments (0)

Make these mistakes with prospective customers, and you’ll probably lose them.

5 unbreakable rules of persuasive sales presentations

by July 1, 2010 Comments (0)

The first meeting with a prospect may be do-or-die time for salespeople. Phone conversations, e-mails and letters can all be effective tools of persuasion. But face-to-face presentations are the heavy artillery of persuasion.

Do your salespeople forget these fundamentals?

by March 8, 2010 Comments (0)

 At the beginning of every football season, the great Green Bay Packers football coach, Vince Lombardi, would gather his players into a conference room. Walking into the room, he would hold up a ball and say “Gentlemen, this is a football.” There was a good reason for his approach.