A referral doesn't always mean a closed sale
Author:
Ivan Misner
When one of your business relationships passes you a referral, don't assume that the prospect is ready to hear a presentation on your product or service.
Making the first five minutes count
Author:
Phil Lee
People buy emotionally, and the emotional impact you have on people has less to do with what you say, and more to do with how you say it. Successful sales people are able to establish trust and rapport quickly with a wide range of people.
Are you really losing potential clients on price?
Author:
Rob Hartnett
There are many reasons why a client will choose not to buy from you: perceived product performance, poor past track record, credibility issues, an inability to create the right solution, timing or any combination of these.