When I train new account managers I have a module that is based on “closing the sale”. One part of closing the sale is learning when to shut up and let your best weapon work for you… silence. Up here in the true north I have had the experience of working with many different account managers during the past. There are some that stick out in my mind because they had the technical knowledge, th...

No Fear It’s How You Handle It Author’s note: After interviewing and working with hundreds of salespeople, and people considering the field of sales, they say their #1 fear is the fear of rejection. They’ve told me this is either the reason they never got into sales to begin with, or why they wanted to get out of it at the first opportunity. This article on the subject focuses on this proble...

Step One: Building a customer profile is a key step. You need to devote some of your time and energy on potential customers that would best suite your line of business. Ask yourself what is the difference between your best and your worst performing customers. What are their demographics and what organizations are they part of? Perhaps by knowing a little more information about your potential cust...