The top 5% of all sales professionals seems to have most of the following qualities, traits, styles and attitudes. I've included the traditional/old selling skill in parenthesis. Obviously, these Top 10 Secrets go the next step beyond the traditional way of describing them. ... full article

Do you ever feel as though you have to put on your armor when you're negotiating with a prospect or client? Have you ever wished you could find a way to negotiate that was strong and firm -- yet creative and consultative at the same time? Would you like to be able to state what you want … and still be seen as a partner? If so, read on. The negotiation phase really can be a time to build a relationship and speak honestly and directly with the other party. Even if with a one-time negotiation, you don't need to use tricky "lines" or similar tricks to get what you want. Most people are willing to be flexible during negotiations ..if they believe the other party perceives them as knowledgeable, honest and able to make a deal. ... full article

Ask any real estate salesperson, "At what point in the selling process does the 'Close' take place?" Eight out of ten will answer, "at the End". To be fair, they are not totally incorrect but they are, nevertheless, more wrong than right proving in principle and in practice, Pareto's Law: Twenty percent of the real estate sales force make eighty percent of the sales and profitability. The questions that should then be asked are, "Why it is so many professional sellers have it wrong?" and, "What is right?" ... full article