Kevin Davis

With a few variations, 80 percent of the objections sales people hear are: "It's too expensive." (I can't afford it.) "It's not in the budget." "I don't need it."

To find big problems, which yield big sales with healthy margins, you need to be talking to CEO and Core level managers because these larger problems and longer view issues are their natural habitat.

It's not enough to show that you can meet your customer's needs. You must also have some reasons why your solution is the customer's best choice. To deliver a winning sales presentation, you must do the same. When you implement these 10 tips in your sales presentations, you will win more sales.

This article explains four of the most common reasons why competitive sales opportunities are lost -- and specifically what you can do to win more often. These are the mistakes to avoid if you want to give your competitors fits.

Some sales teams will never be great because their sales managers settle for being good. It's easier than being great.

Negotiating power plays a major role in every type of negotiation, whether it's a labor negotiation, political negotiation, or a buy-sell negotiation. Both the buyer and the seller have power in a negotiation. Power is each side's perception of its strength or weakness in comparison to the other. This perception of power affects the ability of each party to achieve its own goals. The more negotiating power you have in comparison to that of your buyer, the fewer concessions you'll have to make.

Behavior plus activities equals sales results. Or, another way of saying this is that every successful sale is the outcome of a series of behaviors (how something is done) as well as activities (how many times a behavior is performed). This article illustrates accountability for sales managers.