Sales Success: 6 Simple Steps

These rules may sound basic, but even seasoned sales pros sometimes need a refresher. Make sure you've mastered the process.

Cold Calling Script: Make a Call That Works

While there are other (and usually more effective) ways to generate sales leads, many companies still depend upon cold calling. I've covered cold calls before, but here's a great cold-calling script from one of the world's top experts on cold-calling, Keith Rosen, author of The Complete Idiot's Guide to Cold-Calling.

5 Tricks to Boost Your Sales Energy

Why is energy so critical for success? Great football coach and motivator Vince Lombardi once said, "Fatigue makes cowards of us all."  We need a reservoir of energy to keep us at our best all the time. When we get burnt out and physically exhausted, our confidence begins to weaken--and that is the beginning of the end for real sales success.

If there's one thing that's been abundantly clear over the years, it's this: Confidence is crucial for sales success. And remember, you're the leader and confidence is contagious.

How to Sell: Value, Benefits, or Features?

Most businesspeople (including many who sell for a living) define "value" as "the most product for the least amount of money."  Wrong, wrong, wrong!
While that's how the term "value" is used in supermarket ads, it's not what "value" means when you're selling in the business world.

7 Most Powerful Sales Tools

The world is inundated with sales tools: worksheets, playbooks, sales scripts, software, brochures, and so forth. But all of those sales tools put together are insignificant if you don't have the intellectual and emotional tools that truly create success.

Here are seven sales "tools" you need to develop: