Sales Tips Archive

  • Handling Sales Objections: It’s Easy as 1-2-3

    Learn to Bridge, Pivot and Advance to Keep the Sales Process Going By Kelly Wirges Objections are a delicate part of the sales process. It’s vital that salespersons not attempt to “overcome” objections on the spot, and instead address them carefully and professionally. I advise salespersons to continue through the sales process when objections arise, carefully [...]

    Read More.

  • T.A.R.G.E.T. Your Sales Message to Grow Results

    By Ryan Dorhn The key to your success in the world of sales is increasing the number of meetings you are granted by prospective clients. Developing an effective prospecting process can be the difference between life and death in your sales career. For me, the goal of prospecting is not to sell anything; I am just [...]

    Read More.

  • Roundtable: Tales From The Sales Floor

    From Remodels to Amped Displays, Five Distributors Describe Their Revved-Up Sales Efforts By Diane Stirling And what happens on the sales floor can be fully contingent on the kind of greeting received, the availability of the sought-after merchandise, the conditions of the showroom floor, the expertise of the salespeople who serve, the competitiveness of pricing and an [...]

    Read More.

  • Wisdom, Wit, & Kindred Spirits

    Finding Peers and Reassurance Provides Value By Diane Stirling Family businesses are the mechanisms by which much of the world’s societies are organized. They’re how people around the globe have created the means to financially support the family unit for more than a millennium. Families have operated all types of businesses, including shipbuilding, innkeeping and wine-, paper- [...]

    Read More.

  • Three Seconds to Impact

    Year after year, advancements in technology bring new creative challenges to the forefront of web design. As internet users become accustomed to technological changes, we need to anticipate their needs and develop innovative designs to stay ahead of the competition. There are four elements to building a website in 2015 that you cannot ignore: You must [...]

    Read More.

  • Sales Skills vs. Technical Skills

    Does a salesperson need welding skills in order to successfully sell welding equipment?

    Read More.

  • Position Your Sales Team For Growth

    A lot of what goes into successful selling is fulfilling a customer’s needs. Distributor salespeople are always looking for ways to increase their sales. They’d sure like to ink that next big gas contract, sell a ton of filler metals or outfit a customer with a few dozen new high-tech power sources, but these opportunities don’t [...]

    Read More.

  • The Sales Professional

    The profession of selling is a high calling. There is so much to know and so much skill required in the profession of selling. Here are ten requirements to become a master in this profession. By Don Buttrey.

    Read More.

  • Ten Steps To Better Pricing

    Pricing is one of the most powerful—yet underutilized— strategies available to businesses. These ten pricing tips can reap higher profits, generate growth and better serve customers by providing options. By Rafi Mohammed, Ph.D.

    Read More.

  • Thriving No Matter What

    The FISH! Philosophy can help you and your organization, just as it does for City Mill. No matter the size of your organization, this philosophy will give you an edge over your competition and help you thrive not just for a few quarters, but also for decades to come. By Harry Paul.

    Read More.