• Create a daily sales checklist. For example, identify the number of accounts you'll approach today. • Set aside a specific amount of time each day when you're focused strictly on selling activity.

Niche Marketing is the key to many successful organizations. From the small company that focuses on their niche, putting all their efforts towards it, to large companies with countless product lines, niche marketing is extremely important.

An essential criteria of being a successful salesperson is the ability to close a sale effectively. The final close happens when you ask the prospect to make a decision. Selling and marketing are actually two separate things completely. Closing is essentially a process rather than one particular action at the conclusion of a presentation.

• Loyalty is the guarantee of your competitive advantage and survival. • A 5 per cent increase in customer retention can be translated into growth of between 25 and 95 per cent in profitability.

Objections are actually a good sign that you're close to the sale. If a prospect is asking you questions and offering up objections, she is at least interested. You must anticipate her objections in order to address them.

• Act responsibly to protect the finances, assets and investments of your customer, they are investing in you • Be honest and trustworthy, especially when it seems uncomfortable to do so • Only make promises that you can keep and then keep them

Got a prospect who is stalling? Got one who placed an order then cancelled the order? There are any number of reasons why prospects stall or cancel but here is the major one. It’s called stress and tension.