SCENARIO: You're calling on a prospect that's been experiencing a series of problems for several years. They've tried several times to fix those problems but have not been successful. Your sales ...

A career in sales can be difficult yet rewarding. Those interested in a sales career have numerous choices regarding the types of products to sell. Likewise, businesses engaged in selling products ...

It’s all about objectives, perspectives and belief. If you get compensated one way or another to persuade people to buy things that you’re not 100% committed to, you’re selling. It’s a job. If you ...

Selling has evolved over time. When I started, selling was a transactional discipline. The feature / benefit presentation was the norm, and salespeople were evaluated based on their pipeline of ...

Lori Greiner is a former Shark Tank panelist now known as the "Queen of QVC" for her show Clever And Unique Creations. In nearly every episode, she talks about products that solve a problem. This ...

Today it is almost impossible to meet a product salesperson in the business-to-business sector. Everyone sells ‘solutions’ in the hope they can charge a premium or perform some miracle that will ...

THE MAJORITY of us have faced challenges finding good salespeople. In my darkest days, I once found myself letting my entire sales staff of seven go because not a single one was covering their draw.

Opinions expressed by Entrepreneur contributors are their own. Transforming your team’s approach to sales requires a shift from just pushing products to creating genuine connections with people. And ...

Some sales approach methods have stayed the same over the centuries because of proven success. Others fall out of general favor, but might still work with certain customers. There are many sales ...

Value-based selling is a sales strategy where the focus is on understanding and reinforcing the various benefits that your product or service can provide to the customer. Unlike price-focused selling, ...