Free Sales Book


This Free Sales Book serves as a guide for the selling process. It is designed specifically for sales professionals selling in the business market. That is, sales people that sell business to business rather than to the private sector.

To receive the Free Sales Book, all you have to do is subscribe to my eZine in the box to your right.

The eZine comes out weekly and will often have a link to a relevant sales article I have noticed. I keep my eyes on various sales gurus to save you having to watch a lot of websites. Occasionally I will offer you one of my products or very rarely offer a product from another sales mentor.

When you fill in the form to your right  you'll be taken to a page where you can download the book.

You'll notice below some questions and comments other visitors to this site have made and some of my sales advise to them. Feel free to read those comments. 





What Other Visitors Have Said

Click below to see contributions from other visitors to this page...

Creating Excitement on a Cold Call and Following Up 
I heard I sound good on the phone (my voice) but I can't seem to get my prospects excited about what I have to say. I am cold calling investors all day, …

Follow-Up 
I am uncomfortable with following up for the sale, I feel like I'm bothering people. What should I do? Answer Hi Angela, that is not an uncommon …

Engage Prospect 
i would like to know how to actively engage your prospects when you are trying to sell a solution but not a product. Comment Hi, you always engage …

Communication and Negotiation 
Hi, I have a good english knowledge, but feel difficult to put in front of the customer when it comes to communication and negotiation. Comment …

Director 
IMportsnce of Sales Competencies in building Relationships Comment: Hi, I'd love to write about sales competencies. In fact I have been considering …

Effectively research a sales lead 
I am in the two way radio industry Some of the company websites do not give the information I require to see a fit Just like some gatekeepers that …

Getting the Decision Maker 
How do I get the decision maker to sit down with me so I can show him how beneficial my product is? Answer Getting to the decision maker depends …

Selling a More Expensive Product 
How to sell against your competitor with much cheaper prices they are offering. Answer Hi Michele, since your competitor's offering is much …

Business to Business Sales 
Closing a sale better is what I would like more information about. Can you send me information on closing a sale. Answer Hi Melissa, I am constantly …

I Want to Be a Good Seller 
how can i be a good seller ? Answer You've taken the first step by WANTING to be. Next step is to focus on helping your prospects. To me it …

Rapport Building 
Rapport Building Answer Hi Floyd, Rapport Building is indeed one of the most critical aspects of selling. Many sales trainers suggest that …

VP Not rated yet
shorten the sales cycle Hi PJ, is it really the best thing to shorten the sales cycle. I ran across this post in one of my LinkedIn groups this …

Objection handling, Negotiation and Rapport Not rated yet
how to build rapport? how to know that their objection is real? negotiation skills questioning techniques to know their needs and intentions. …

Not Closing at Appointments Not rated yet
I am convinced that the secret of my company's client acquisition is their experience with us. While I am getting meetings with many CXOs, I am unable …

Learn to listen to what client wants Not rated yet
how to close a deal sooner and how to communicate with client so they understand you Comment Hi Jackie, this is a major skill for a sales …

Approaching someone else's client Not rated yet
I would like to know what would be the best way to attract or approach someone else's client who has been with that person or company for years without …

Cold calling Not rated yet
I would like to know better and proven practical tips and tricks to make cold calling more succesfull. Comment Hi Carlos, I have commented …

My Selling Voice Not rated yet
How to slow down my speech . Comment Hi Robert, I presume you either know the impact of your voice on building rapport or people have been …

Improve My Sales Techniques. Not rated yet
I have had the same sales techniques for years and although i am rather successful i could be better. I need to relook at my techniques and learn new …

SALES CLOSING Not rated yet
how can achieve an effective sales closing with a client? Comment Hi Richard, like many sales people you believe the closing is the part you …

Selling efectivelly Not rated yet
How to make the client choose me instead of the competitor Comment The assumption in your question of course is that the prospect will do …

Close Sales at a Higher Rate Not rated yet
I would like to know how to close sales at a higher rate. Comment To close sales at a higher rate you need to get past the basics in the interactions …

Manage and Motivate Sales Team Not rated yet
HOW TO MANAGE AND MOTIVATE A SALES TEAM BETTER TO REACH WHOLE NEW LEVELS? Comment I guess the first point is if you want them to reach a whole …

FINDING NEW PROSPECTS Not rated yet
Want to know how to get new prospects as well as how to get referrals from existing clients. Comment Hi, the way to get more clients and more …

Sales Planning Not rated yet
I'd like to know how to plan my days better and the weeks ahead. Im a on the road salesman looking after accounts and at the same time looking for new …

More Sales  Not rated yet
I want more sales, but how ? Comment Hi, as a previous boss of mine used to say, "sales is not rocket science" It all starts with your attitude. …

Handling Objections Better Not rated yet
To be able to handle objections better. Thanks Comment Hi Hugo, I have a few articles on this site about how to handle objections, I'll put …

Closing a sale Not rated yet
Closing a sale better is what I would like more information about. Can you send me information on closing a sale. Comment Hi Jonathan, closing …

Engaging your Prospects Not rated yet
engaging prospects better uncovering the prospects pain better Comment Engaging your prospect was mentioned in the old AIDA = Attention Interest …

Words that sell Not rated yet
general words that help to increase sales and how to use these words in the marketing copy Comment I do not profess to be an excellent marketer, …

Handling Objections Effectively Not rated yet
What is the most effective way to handle objections in Insurance sales? Comment Hi, handling objections effectively is a required skill in sales. …

Anxiety During a Sale Not rated yet
Control anxiety during a sale Comment Hi Tina, anxiety is usually caused by thinking about something undesirable that is going to happen in …

Leads, Objections and One Shot Deals Not rated yet
Learn how to generate more leads, overcome objections better and close bigger deals with one contact Comment Hi Gulliver, how to generate more …

Finding the Buyer Not rated yet
I would like to know how better ask for the buying person at a business. Comment Hi, interesting that you are wanting to find the buying person. …

How to work in a large organisation as a salesperson Not rated yet
How to convince the customer to decide when they plan. To better understand when I lose sales. Be a prefered partner for the customer. Comment …

Sales and Product Specific Language Not rated yet
How to coach sales people in product specific language. Comment Hi Zelda, you see I don't think it's so much about product specific language as …

Shy Salesperson Not rated yet
Sometimes I feel shy when talking to more than one person Comment How do you do that ? You are quite OK in front of one person but SOMETIMES when …

Selling a More Expensive Product Not rated yet
I would like to know how to sell high end technical products that are superior and costly as compared to the competitors in the market. How to effectively …

Sales of industrial chemicals  Not rated yet
Sales basics and techniques for industrial chemicals Comment Hey, selling specialty industrial chemicals, that's what I did for over 20 years ! …

Selling skills Not rated yet
It will improve my communication skill and sell more Comment Hi, to improve your selling skills the simplest advice I can give is to ask yourself …

Motivate Sales Organization  Not rated yet
How to motivate partners sales organization? Comment Not sure what you mean by "partners sales orgsanization" ? However, to motivate sales people …

Prospecting and Getting your Foot in the Door Not rated yet
How to find new prospects that are in need of your service and more importantly, how to get an opportunity to speak with them. How do I get past their …

Prospecting and Getting your Foot in the Door Not rated yet
How to find new prospects that are in need of your service and more importantly, how to get an opportunity to speak with them. How do I get past their …

Poor Sales Service and Credibility Not rated yet
How to protect my credibility with tha account if my compant having a very poor level of service Answer Hi Saeed, that's a real problem, I don't …

Overcoming Desensitization Not rated yet
It seems we are in an "oversold" world - there's a million sales messages pitching a million do-nothing products bombarding prospects every day through …

BUILD a SALES TEAM Not rated yet
building an effective, responsible, & productive sales team Comment Hi, I can do no better than to quote someone I know, Patrick Merlevede has …

MARKET DEVELOPMENTS MANAGER Not rated yet
HOW TO HANDLE CUSTOMERS IN THE MARKET AND HAVE MY GOODS BOUGHT Comment Hi Charles, interesting how you pose your question. HANDLE - I don't like …

Prospecting Not rated yet
how to prospect Comment Hi Mishra, I'm not sure I am the most qualified to answer tis questions for you. In my day I mostly did cold calling. …

Sales Close & Decision Process Not rated yet
I would like to learn and know how to close better, as well as to get customers more involved in the decision making process. Comments Hi Gwen, …

A Strong Sales Team Not rated yet
How to develop a strong sales team? Comment Hi Sudhir, a strong sales team is one that takes initiative and doesn't need you to be following …

Will They Buy Not rated yet
how to know the client will buy or not? Comment Hi Sary, that's the 6 million dollar questions, isn't it. I think deep down we really know those …

Communication Skill  Not rated yet
I have a good Communication skill with my Customer , but the Things that i want to improve it . hope you can help me in this regard. Comment …

Selling to Big Companies Not rated yet
how do one gain entrance to marketing to big organizations Comment Hi Kunle, to get the attention of busy people at big companies you need to …

Difficult Negotiators Not rated yet
How to deal with difficult negotiators. Comment Yes, I guess it's part of sales, isn't it ? Not really the place for me to give a course in …

ByPass Resistance Not rated yet
How to bypass resistance without detection? Comment Hi Sharin, I'm not sure your comment is the right kind of thinking to help you generate more …

How to be a sales Not rated yet
I would like to know how to sell , how can i get through the customer , and i can be a good sales woman as i never well anything before in my live... …

Buying Signals Not rated yet
I would like to know more of how to recognize the buying signals? Reply Hi Rebeccah, buying signals can be a number of things. It can be the …

Agreement Frame Not rated yet
Greg, Just have to say, best sales advice I've ever read. I've read a ton, but yours is the best. Thank you for it!! Jim Comment Thanks Jim. …

ask the right questions Not rated yet
If any sales person can ask right questions, (s)he is sure to get more business in his/her kitty. Answer: Yes, agree with that. One caveat, they …

Sales Management Not rated yet
I would like to have in-depth knowledge about sales techniques and systems and to be able to train my sales team on them. Answer Plenty of ways …

Interesting Not rated yet
Very informative and interesting

Planning for Sales Not rated yet
planning Answer Hi, you haven't really given me enough detail to make comments. So let me just say this. Spend more time planning. Whether …

Sales Coaching for Sales Manager Not rated yet
Coaching Answer Hi Susan, you are right to be interested in sales coaching. First thing though is that I see you are a sales manager. Your people …

Director of Sales Not rated yet
Provide an environment to promote continual positive motivation for the salespeople. Answer Hi, remember I am a salesman not a manager but here's …

Best Sales Closing Skills Not rated yet
i'd like to know what the best closing skills would be in sales Answer OK, closing is the aim but really only the icing on the cake. That is to …

Sales Excuses Not rated yet
How to answer to excuses and make see the benefits of my approach? Answer Hi Ana, interesting terminology. How do you know they are excuses ? Without …

Quickly Closing Sales Not rated yet
closing sells quickly Answer Hi Kenneth, closing quickly can only happen if you build a relationship first, that is to say build credibility / …

Prospecting Not rated yet
Prospect for new car buyers with out the internet. Answer Hi Henry, I've never been a car sales person so please take what I say with a grain …

Objection handling Not rated yet
I would like to be able to handle objections better, so that i can turn more objections into sales Answer Wouldn't we all. First thing is to make …

Sales Process Not rated yet
sales process Answer Hi Ibrahim, brief questions, hope you elaborate more during your sales meetings ? Sales Process: 1) Be prepared = know your: …

keeping positive Not rated yet
keep positive when faced with a constant stream of rejections when cold calling Answer Hi Christine, in terms of keeping positive in the face …

Selling Club Memberships Not rated yet
I would like to know how to recruit members in large numbers into our social club without making cold-calls. Answer Hi Debra, what benefits would …

Selling to More People Not rated yet
being able to effectively recognize the variety of buyers, my varying mood states and what strategies, methods of communication and techniques I can utilize …

Build Rapport Not rated yet
Build a rapport. Answer Hi, yes building rapport is a valuable thing to do. Some tend to underplay how important that is. In SPIN Selling they …

All About Sales Not rated yet
Everything about sales. Answer Hi Mr D, if you want to know EVERYTHING about sales it will take more than a lifetime. Learning the basics …

Sales rep Not rated yet
Close the deal Answer Hi Marc, yes, we all want to close the deal. Trouble is that is confusing the ends with the means. Closing techniques …

Reduce Cost of sale....... Not rated yet
I am an enterprise software sales executive. Typically, we develop detailed POC's and SOW's for all our complex sales, which adds a large capital cost …

Telephone Sales Not rated yet
How to answer objection questions fast and to close sales and be smooth to where i pull them into our product. Answer Hi Dane, if you want to be …

Selling to someone who has other alternatives Not rated yet
I'll like to know how to sell to someone who can do without my product i.e he/she has other alternatives that compete favorably with my product Answer …

Secret to Selling Not rated yet
There is one general secret in sales techniques that is always working? Answer Hi MMM, if there is one secret to selling I'd have to say it is …

Self confidence Not rated yet
I would like to know is it possible to be an outsider and to become an excellent seller afterwards in practicing sales techniques, even i i is not in your …

After Market Sales Not rated yet
How to better differentiate my product from competitors Answer Hi, since you say "better differentiate" my mind read is that you already do …

Insurance Sales Not rated yet
Cold calling; Persuasion at closing. Answer Hi Rita, Cold calling needs to be about courtesy and discovery and establishing rapport rather than …

Sales Questions Not rated yet
I would like to know how to phrase sales questions so that i can get to understand my clients better. Answer Hi Dennis, one mark in your favour …

Sales Rep Needs Help Not rated yet
closing sales Answer Hi Adel, please do not make the mistake of thinking it's all about closing. Closing is the outcome but it is brought about …

Ian Not rated yet
How do I get to talk to the decision makers? Answer Hi Bob, very good question. I guess the first step is to know who the decision makers are. …

Sales and Values Not rated yet
Value Elicitation!!! (meta tracking as well but understanding the values has to be the biggest!! Answer Not sure there is a question here? Values …

Really listening the customer Not rated yet
In my opinion my challenge is to listen the customer so that I catch also the small words, clues, etc that are even more important than the clear stated …

personal selling Not rated yet
personal skills persuasion confidence Answer Hi Osama, you can have confidence today. Learn your products well (their benefits) and use a …

Questions to ask to get specific answers for sales Not rated yet
How do you approach potential customers to answer your questions so they can work out that they need your product. Answer Hi John, interesting …

Developing Professional Selling Skills Not rated yet
Professional Selling Skills Development mma.khan@jkcement.com Answer Hi MMAKHAN, your answer is in the question really. You use the word …

Sales Presentations Not rated yet
I would like to make better sales presentations. Answer Hi Bernard-Alain, presentations worry be a little. Sales is less about making a glitzy …

Sales Close and Cold Calling Not rated yet
How to close a sale and also cold calling methods Answer Hi Rohan, OK Lets start with Cold Calling. There are some that say you do not need …

Open questions and Selling Not rated yet
I'd like to know how to fire open questions to understand people's problem and situations, so that they can merge their minds towards solutions I may have …

Copywriter Not rated yet
How to use the powers of persuasion to supercharge my sales copy! Answer Sorry Bryan, I'm not a copywriter. I much prefer to be in front of a …

Negotiation Skills Not rated yet
I would like to learn all the skills of effective negotiation. Secondly, i would like to learn more about why people buy and how to handle objections …

Closing Techniques Not rated yet
I really want to know about Closing techniques. Answer Hi Peter, many sales people think the answer is in better closing techniques. It rarely …

Serious Buyers v Time Wasters Not rated yet
I need to improve my ability of sorting the serious from the time wasters. i.e. get the prospect to take action quicker or weed the prospect out. …

Effective Selling Process Not rated yet
I would like to know how to improve the entire sales process. Answer Hi Anant, there are many things that one can do to sell more effectively. …

Skeptical Buyers Not rated yet
Motivate skeptical and unwilling buyers Answer Hi Mark, skeptical buyers think "i don't believe you" or "it wont work for me" (even though it …

Sales Closing with Fluidity Not rated yet
I would like to learn how to close with more fluidity! Answer Hi James, interesting way you put your question. So, your current close is …

Question Based Selling Not rated yet
Secrets of Question Based Selling Answer Hi Carter, the secret of question based selling is to actually ASK the questions. So many sales people …

Improve Sales Not rated yet
i would like to improve my sales. i want to know how this is acquired. Answer Hi, improving your sales results is like eating an elephant, you …

A better Closer Not rated yet
I would like to be a better closer. Answer Hi, well, we would all like to be better closers since that would mean more sales. I'll have to …

Build trust & confidence while Selling Not rated yet
I want to be able to talk confidently & I want the ability to gather information Answer Hi, building trust starts with building sales rapport …

Change Conversations to Sell Not rated yet
I would like to know how to change my own comversational patterns, how do you always remebmer to speak slowly, with passion etc? Answer Hi Danne, …

Sales Motivation Without Carrots & Sticks Not rated yet
I would like to find out if there is a way could be via psychological to motivate telesales or telemarketing people. Answer Hi Thiaga, the ONLY …

Training People to Sell Not rated yet
would like to know how to train my people to become better sales persons Answer Hi Yvonne, basically your people have to have the right attitude …

Retaining my Customers Not rated yet
I am a retention representative for a call center. I am really having difficulty in overcoming some of my customers objections. I seem to "get stuck" after …

Getting My Foot in the Door Not rated yet
I am looking to start with a company that does electronic payment processing. I have appointments and meetings I will attend, but I also have the opportunity …

Sales Communication Not rated yet
How to understand different types of customers and win them. Answer Hi Chris, the way to understand people is to PAY ATTENTION. When you …

Sales with Poor Company Image Not rated yet
How to increase sales against a poor company image in the market. Answer Tough question Tip. Is the poor image a fair one ? Or did it come about …

Selling into the Healthcare Market Not rated yet
I would like to penetrate the healthcare market with a more positive approach, in terms of customer needs in Larger sales Answer Hi Terence, …

Building Rapport with the Customer Not rated yet
i would like to know the skills needs to be acquired to build rapport with customers and not just techniques because they will eventually be recognized …

Selling Cars Not rated yet
closing a sale, presentation, and sell cars Answer OK. I could tell you my thoughts. It's about helping the customer, being curious, knowing …

Skills for the Seller Not rated yet
i want to be good seller help me Answer Hi Mahmoud, the desire you have to be good at it will be a big help for you. Because, like any other …

Professional Selling Not rated yet
I would like to know about professional selling. How it is done. And different techniques in selling a professional skill. Answer Hi Simeneh, …

How to Persuade Not rated yet
i would like to persuade and gain trust. Answer Hi Shikhar, you need to get the in the right order first. That is to say the first thing …

Sales Follow-up Not rated yet
If I could find or develop an easy to implement and consistently be able to accomplish follow-up system, my sales would grow at least 30% ...or more. …

Value, Sales and Buying Not rated yet
I would like to know how to tie-in value elicitation with buying strategy in the sales process. Answer Hi Robert, not many words but a big question. …

Call Preparation Not rated yet
Two items: 1) How to convince Sales Professionals of the importance of preparation for each Sales Conversation had with a Lead, Prospect and/or Opportunity …

The Art of Marketing Not rated yet
market my services more proffersionally and successfully Answer Hi Marvin, marketing is not my specialty. For marketing your professional services …

Selling in New Car Dealership Not rated yet
I've just started at a dealership selling new and used cars, at the moment it's just a closed book, even though my boss promised to send me for training. …

Selling Techniques Not rated yet
I will like to improve my sales techniques to better present myself as a sales person Answer Hi Alfred, candid advice, first try and be a person. …

Open Ended Questions Not rated yet
HOW TO START GOOD OPEN ENDED QUESTIONS Answer The following answer may not be what you expected. The tendency to ask closed questions is, I …

SALES DURING A RECESSION Not rated yet
Hi How can i improve sales during recession time. Answer Hi Sudhir, the first trick to improving sales during a recession is to believe …

Convince Unwilling Buyer Not rated yet
Learning how to convince unwilling buyer to buy. Answer Interesting, depends on what you mean by unwilling ? I am totally against selling anybody …

Motivating Telesales People  Not rated yet
Keen to find out more about how to motivate telesales people. Answer Hi Maureen, not sure if I'm the best person to answer this question ? …

Improve Sales Not rated yet
how to improve sales and develop market Answer Hi Tanveer, how to improve sales will depend on where you are at in terms of your development as …

Get in front of more prospects Not rated yet
I would like to know how to get in front of more prospects Hi Edward, getting in front of more prospects can be about being organised so you see …

Sales Closing Techniques Not rated yet
closing techniques Answer Hi Akram, I'm not big on closing techniques. I think it's more about establishing trust in the beginning and building …

Selling when your company is not liked Not rated yet
How do I deal with my company's negative associations? (not a well liked company) Answer This can be done but it takes a lot of courage and integrity. …

Sales Prospecting Not rated yet
prospecting,identifying clients Answer Hi Sarita, I have to say up-front that much of my prospecting was easy in my sales career. I mostly sold …

Make More Sales Not rated yet
how to make sales verbally and through written proposals Answer There are many comments I could make in relation to your question. But let me just …

Close Sales Better Not rated yet
Close sales better Answer If you want to close sales better focus on helping your prospects and building better relationships. Both of these …

NLP in Selling Not rated yet
Elicit Meta strategies Answer Hi Daniel, not many people who read this would know what meta strategies are ? Sounds like you have done some training …

Sales Communication Not rated yet
How to communicated with my costumers better close more sales Answer YOU are absolutely correct. If you communicate with your customers better …

Sales Account Manager Not rated yet
How to sell my self Sales Achievement All types of sales reports Answer Wow, three question in one. Sell yourself ? Build rapport with them …

Different to Other Salespeople Not rated yet
What is the best way to distinguish myself from other sales people. Answer The best way is to care about your prospect / customer. Zig Ziglar …

Sales Trainer Not rated yet
I need to know how to train consultants to notice upselling opportunities within existing clients and then close. Answer Interesting, one of the …

Can't Close the Deal Not rated yet
I can make appointments and seem to have fruitful discussions with people but no one buys ? I'd like to close more sales. Answer Hi Bill, …