Geoffrey James is the author of several books, hundreds of business articles, and currently writes the popular Sales Machine blog on CBS Interactive’s BNET website.
Use these tactics instead to make the most of your opportunities
Published: 09.01.12 By Geoffrey James
Stay calm, be smart and continue selling while others are giving up.
Published: 07.01.12 By Geoffrey James
Benefits could include cost savings and access to new prospects.
Published: 04.01.12 By Geoffrey James
The "art" of using mobile demonstrations to close business sales and sell more HVAC equipment and systems.
Published: 01.01.12 By Geoffrey James
This 5 step geometric approach results in more closes with the same amount of work.
Published: 11.01.11 By Geoffrey James
Great sales closers set an objective, go into a meeting with the right mindset (to sell), check with the customer to make sure they're relating, reiterate their purpose and most …
Published: 09.01.11 By Geoffrey James
Use language and concepts that resonate with customers so they see your differentiators as value and won't mind paying a higher price.
Published: 08.01.11 By Geoffrey James
These are the five most common blunders that cause teams and companies to fail when it comes to working together to make big-ticket sales, and what you can do to …
Published: 05.01.11 By Geoffrey James
When you’re selling to the customer, don’t try to be the hero who conquers the dragon. Instead, be the wizard who gives the hero a magic sword
Published: 03.01.11 By Geoffrey James
These are the top mistakes made by sales reps and how to correct them.
Published: 12.01.10 By Geoffrey James
Your challenge is to focus time and energy on the prospects who are the most likely to buy. Here is how to do that by pre-qualifying your sales leads before …
Published: 10.01.10 By Geoffrey James
Creating a win-win outcome is only possible if you continually accumulate a counter-balancing “negotiating power” throughout the sales cycle.
Published: 07.01.10 By Geoffrey James