Expert Tips On How To Handle Sales Rejection, Emotionally Sales is hard --not necessarily because of the job itself but because of what you have to go through if you want to be any good at it.  Over years of having sold my consulting services and IT solutions to scores of decision makers in various parts of the country, my skin got thicker.  I grew, did mistakes and I got kicked about.  I often felt stupid.  I learned, however, that the sales profession has a funny way of teaching you lessons --it humiliates you before it makes you better. How is that?  I'm thankful I'm able to share it with...


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Phone sales mastery is not just a list of strategies to trick someone into buying your products and solutions. Unless you are able to connect and dig to the deeper need that your market is lacking, whatever you offer them will fall short and what you will say to them will be “NOISE”. Join, Ramon Vela, CEO of StreetSmartVAR and Jevon Perra, President of the Perra Consulting Group as we discuss how salespeople can become phone masters that naturally hear and connect to their prospects and become conduits that deliver solutions to problems. From origination to close, the phone sales master...


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I have always been a believer in the power of networking and the resilient strength in the human fabric.  It's just that my efforts to network with people efficiently has always been riddled with stumbling blocks -- lack of knowledge, geographic constraints, gatekeepers, etc.  Linkedin appeared and changed all that for me; I can bet it did (or will do) for you too.  Linkedin echoes the sentiments of Thomas L. Friedman -- in his book "The World Is Flat" - as far as networking and reaching out to people is concerned; Linkedin nailed it for professional networking. Linkedin, however, isn't just...


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How to Deal With Gatekeepers Talk about 'gatekeepers', sales-stoppers, and almost all sales people or entrepreneurs who ever had to do cold-calling would have a frustrated expression on their faces loaded with experiences they wouldn't want to have again.  The very thought of approaching the decision maker through the 'gatekeepers' - people who find themselves in between the decision makers and yourselves - gives many people the jitters.  That's precisely the reason why I thought of sharing a few tips with you to help you to break this barrier down and deal with gatekeepers effectively: Don't...


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How to Make More Sales by Asking the Right Questions Would you like to connect to your customers, would you like to relate to them, help them and make a difference for them?  Consultative selling or question based selling allows you to do just that, especially in this rapidly expanding telecommunication world. According to the book Secrets of Question Based Selling, How the Most Powerful Tool in Business Can Double Your Sales Results by Thomas A. Freese. "...asking questions is the best way to peak interest, discover insights, elicit information, engage and feel the pulse of the customer and get to the decision...


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I believe that the uncertainties of the past two you years have made your prospects very uncomfortable. They have been plagued by fear and doubt and are looking for someone they can trust to help them solve their problems. But how can they trust a salesperson if they feel that all a salesperson wants is another sale? How do you get through this barrier? How do you penetrate their shields? You must use a little human nature SALES TIP Ask yourself, what would make you trust a salesperson? What would make you want to buy a product or a service? What kind of behaviors and phrases make you relax...


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I recently got a call from a salesperson and since I love to see salespeople in action I took the call. However, I quickly realized that this was going to be more of an education for my readers of The StreetSmartVAR than an effective sales call for the caller. Here’s how it went. This person had sent some previous emails so I was somewhat familiar with what they wanted to offer but they made some serious sales mistakes over the phone. All of which, I warn my clients about. Here are the two main ones (more...)


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The first ten seconds of your first call with someone will determine the rest of your relationship with your client. Those ten seconds determine whether you will ultimately succeed or fail. You may get a subsequent appointment, but if you fail to capitalize on those ten seconds then you are going to face harsh negotiation and the psychological chess games. So use those precious ten seconds to show your prospect (more...)


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