Sales Motivation speaker, trainer and author Victor Antonio gives sales training and motivation tips on how to become a great salesperson.

What are the factors that influence us to say YES? There is no doubt that there is a science behind HOW we are persuaded.

Successful businesses are built by successful people. Poor management of any sales
team will in effect see the result of poor profitability. As the saying goes, attitude
reflects leadership. Nowhere is this more obvious to see than amongst an
organisations sales team.

Getting through to a potential customer requires overcoming increasing obstacles.
There?s the tough environment created by the financial downturn, a legacy of
exploitative sales techniques, and mounting pressure on corporate people?s time.

Do you and the members of your sales team possess the right qualities? Remember,
most can be learned, so perhaps it?s time to start practicing that pitch. According to
Clive Price hunger, sincerity and confidence matters in sales.

The IMM Africa Association of Marketers has been launched - a body that will embrace marketers and organisations across the continent and provide outstanding benefits to a membership base that wishes to align itself with the ideals of a new and dynamic marketing association.

With 2010 looming on the horizon, many a company is not only revising the
service they offer to their customers but evaluating their standards from an
International perspective.

When a country’s economy is challenged, business becomes difficult for most industries – perhaps, most of all for the sales industry, which relies on the economic position of its clients.

You’re on your first date, you must make the initial impression the best one in order to lock in a second date, you employ all the skills you have at your fingertips, and voila! Success.

Since selling became a recognised profession, countless sales training organizations, sales gurus, writers and sales people of all sorts, have attempted to create effective cold calling techniques.

As economies fluctuate strategies need to adapt. This has always been the case,
however some strategic changes need to be radical, and none more so than in the
way suppliers engage with clients and other key stakeholders.

The quality of customer service and user experience is what differentiates
competitors in business today. Those who deal with customers have an
opportunity to extend their influence with a simple technique: the after-sales
call email.

Selling isn?t just about talking any more. Today, thanks to technology and its
rapid and continual development, sales teams need more than just air in their
lungs and a gift of the gab. It is here that technology becomes an enabler of
selling success.

Turn cold calls Into Gold Calls is a book written by internationally acclaimed Training Professional Clive Price and entrepreneur Jean Dean which shows you how to penetrate the defence mechanisms of an overworked busy client in telecommunications.

Do you understand the needs of your client or are you more interested in wowing prospective customers with a flashy presentation? Here are some ground rules to follow before you approach clients and present your products or services.

There are many distractions that could draw a salesperson away from achieving their objectives. Prioritising a daily schedule is therefore critical to managing workload and tasks effectively. A focus needs to be placed on revenue generating activities and keeping it simple.

When a client says no, do you walk away from that relationship never to return or do you make it your mission to win them back? Raelene Rorke says the strong few will take a negative response as an opportunity to improve and fight back.

Do sales stars start a conversation or deliver a sales pitch? This is one of the fundamental questions that every sales person should answer correctly in order to be successful. Clive Price answers a few more.

In a struggling economy, where price hikes are likely to push customers away and advertising budgets are being cut, the most powerful weapon a salesperson or retailer has is the upsell.

What has happened to the art of negotiation? Sales people no longer understand the concept of selling and have instead become caught up in a world that has gone marketing mad. Sales trainer Marc Andrew talks about the need to satisfy clients through negotiation.

Inexperienced negotiators either adopt a "no compromise’ attitude or bend over backwards to please demanding clients, to the detriment of the organisation. Finding the right balance as a negotiator is a skill that every business professional should possess.

Listening to customers and understanding their needs is an important part of selling, 'unless you know exactly what they need you can never give advice or sell a product successfully' says Sandra Swanepoel who shares more of her top tips on how to become a proficient sales consultant.

You cannot expect to win the respect of your clients and maximize your influence without demonstrating thought leadership. Take the sales quiz and listen to Colleen Francis as she explains the principles behind thought leadership in sales.