The Center for Sales Strategy Blog

Here are the 5 most popular downloaded documents for 2013 so far. Have a great Friday and good luck with your planning for next week.

Some of the most important steps in your sales strategy should include asking the right questions and uncovering a client or prospect's true needs. Only then can you provide customized solutions.

The more senses we employ, the more likely we are to understand and accept the information being communicated. This relates directly to how much use you make of visual and audio aids when selling -- and to what degree you involve the prospect in the sales process.

We are all in search of the ultimate sales strategy weapon we can employ to deal with the challenges of price and product competition. And, at last, we may have actually uncovered it.

How you are viewed can often be determined by when a buyer wants to talk to you.

It’s been said that “price objections melt in the presence of a bright idea.” And there is some truth to that axiom. But selling ideas is hardly a novel approach these days. In fact, your competitors attempt to do that every day.

During a recent workshop, I played the part of the prospect as one seller after another approached me with their list of needs analysis questions. And almost without exception, the sellers' priority seemed to be getting through the list of questions they and their team had prepared, rather than harvesting the information I was hoping to offer.

Package selling is not necessarily for product peddlers only. You CAN sell a package without losing focus on the customer and her unique needs.

So, you have an appointment with a new prospect. That’s good. Is it clear to the prospect what you’ll be talking about, or did you sort of leave a few important details out just to get your foot in the door?  After all, once they spend a little time with you, they’ll be charmed with you, right?