Lee Salz - Articles

Popularity
78

The Secret to Overcoming the Price Objection
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern. Read
By: Lee Salz | 25/02/2008 | Sales
Popularity
50

Why Prospects Want to "Try" Before "Buy"
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement. Read
By: Lee Salz | 25/02/2008 | Sales
Popularity
55

Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test? Read
By: Lee Salz | 04/02/2008 | Sales
Popularity
93

12 Keys to Tuning Up Your Sales Force
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day. Read
By: Lee Salz | 29/01/2008 | Sales
Popularity
76

5 Keys to Hiring the Right Sales Manager
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. Read
By: Lee Salz | 21/01/2008 | Sales
Popularity
57

5 Keys to Ensuring a Spectacular Sales Training Engagement
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job. Read
By: Lee Salz | 16/01/2008 | Sales