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Why “Always Be Closing” Is Not The Only ABC In Sales…


Years ago, I was working with a salesman who considered himself to be one of the best in his business. If he ever failed, he said that it was the prospects that the company gave him that caused the problem, not him. If profits from his accounts were down, it was the customer’s fault for wanting something for nothing. It…

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The 5 Keys To Building Quality Salesmanship

There’s no hard and fast rule for being the best in sales. Natural ability plays a part, but the way you develop your communication skills, your competencies and knowledge of uncovering opportunities will take you further in your career. There are processes you can go through to develop your sales talent but, in my experience, there are five keys to…

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8 Traits That Will Transform You From Salesperson To Trusted Consultant

Most salespeople we see on our courses like to consider themselves as consultants rather than salespeople. They tend to think that salespeople get tarred with the same brush and like to think they can rise above this label and be viewed as a consultant because it sounds better to prospects and looks better on their business card. But when we…

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5 Keys To Becoming Your Customer’s Trusted Partner

If you’re in any kind of sales position, you really want to make buying and using your products easy and profitable. That’s the real reason why people buy them in the first place; to make their lives or their businesses run smoother. Unless you’re selling transactional, one-off items that will never be repeat buys, you want to build up some…

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6 Buyer Tactics That Will Slash Your Margins

We often talk about the selling skills required to deal with today’s complex and competitive market place. Those skills normally revolve around the abilities of salespeople to achieve specific sales objectives and deal with objections or negotiate a better deal. However, we seldom look from the perspective of the training that buyers receive and the tactics that they may use…

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The Sales System That GUARANTEES Quality Customer Responses

We’ve always been told that questions are the holy grail of the salesperson’s quest to achieve results, as they uncover valuable nuggets of information that may be hidden in a customer’s mental vault. When we ask salespeople how they prepare their question bank for a sales meeting, it’s fairly obvious that this isn’t something that comes naturally. We’re not talking…

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Watch This Short Video To Fire You Up For EVERY Sales Meeting

I’ll admit it. I’m a sucker for motivation. Whatever I can get to drive me forward and help me achieve my goals is like gold dust, as it overcomes all the negativity that we often experience. Sometimes, we come across a piece of literature or a video or CD that stops us in our tracks and helps us achieve. I…

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5 Steps To Nail Your Sales Job Interview

This is a guest blog written by Stephanie Earle from Simply Sales Jobs Job interviews are often a nerve-wracking prospect, especially if it’s a job you’d really love! Don’t be daunted by the prospect, as a salesperson you’re in the perfect position to smash it – just treat your interview as a sales pitch.   1. Do Your Research  You…

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3 Quick Tips On Building Long Term Client Relationships

attract convert retain customers

Whenever we discuss salespeople’s skill-sets and the development of such, we always get round to the power of building relationships and the long-term benefits of maintaining and sustaining the connections with clients. The value of doing so has been covered many times, and it is always advantageous to revisit the reasons why these long-term networks can improve profitability and productivity…

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If You Don’t Invest In Yourself, Then Why Should Your Customers?

I was talking to a client of ours last week and he mentioned something that made me stop, think and agree with him. He said that he is getting tired of salespeople trying to sell to him without doing the necessary research on his business to identify where potential needs may be. He’s also tired of having to cover information…

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