Duane Sparks

Most salespeople think of "stalls" and "objections" as synonyms. Wrong. Stalls and objections are both things you may hear after you have asked for commitment, but an objection is a specific reason not to buy. In a stall—"I need to think about it"—the

"Your price is too high." "We're loyal to our current supplier." "I prefer your competitor's product." Classic objections such as those are very hard to overcome when they pop up near the end of your sales call after you have presented your company and

Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?

If he had a long enough lever and a place to put the fulcrum, the Greek mathematician Archimedes said, he could move the world. "Leverage questions" offer that kind of power to salespeople. These are open-ended questions designed to uncover the hot-butt

Have you ever had a customer that seemed to reject nearly everything that you were presenting? We all have. Research on the customer's buying decisions has revealed that a customer's resistance may not be caused by what you present. It could be the seq

Blessed with the "gift of gab" are you? That's nice. But true sales professionals know that before they start gabbing to customers about their product features or anything else, they need to listen to what the customer has to say - and demonstrate that