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 Features, Benefits and Solutions
A solution is, by definition, the resolution of a problem.
If you don't have a problem, you don't need a solution. Elementary? Sure, but it's amazing how often it's forgotten by salespeople intent on pushing their products. Major sales are lost every day by amateurish attempts to resolve nonexistent problems. Read More..........

Nine Hidden Buyer Questions
Do you need to build a telesales script or a sales presentation? Here is an easy to follow plan to build your script or a presentation; take time to answer the following nine hidden buyer questions. I call them the nine hidden buyer questions because these are the questions your prospective customers may not ask but do need answered to make a positive decision. Read More......

How To Assess Your Sales Intelligence Quota
Answer the following questions. If you answer "No," you could be missing a strategic advantage that you could incorporate in to your sales system to make it more effective. Read More......

What is SPIN Selling
British research psychologist Neal Rackham, whose company, Huthwaite Inc., has taught it to hundreds of corporations worldwide, developed the “SPIN” selling system. At the heart of the system, as it is explained in Rackham's book SPIN Selling, is a precisely defined sequence of four question types that enables the salesperson to move the conversation logically from exploring the customers' needs to designing solutions, or to in Rackham's terms, to uncover Implied Needs and develop them into Explicit Needs that you, the salesperson, can resolve. Read More......

Stay Focused On Your Objectives
People often ask what are the most important keys to achieving successful outcomes. There are many, but the one thing that I see as being the most essential -- and often ignored -- is consistency.  Read More......        

Seven Ways To Improve Your Telemarketing
Whether you're new to telemarketing or are a telemarketing pro, these seven telemarketing tips could give you the boost you need to start your phone sales career off right -- or to become even more successful. Read More......

Building Relationships start when we allow our prospective clients to feel good about themselves and the decisions they have made.  Continuing a relationship starts when they know that we truly care about their lives and feelings. It is our hope at www.salesxcellence.com, that we can help you develop the most important selling skill of all.  The skill we speak of is referred to as the skill of BUILDING RELATIONSHIPS. Read More......

Open-Ended Question
Open-ended questions are one of the sales person’s most vital tools
(if followed up by listening). They help gather information, qualify sales opportunities and establish rapport, trust and credibility. With such core value to the sales process, the professional leaves little to chance when it comes to owning a repertoire of powerful open-ended questions. Read More......

Buyer or Seller – You Need to Learn to Negotiate
Buyers and sellers alike need to sharpen their negotiating skills.
    Each needs a set of strategies to deal with competition and competitive pricing in today’s marketplace. Sales people fall into the trap of the buyer telling them they will have to match their competitor’s price in order to get the business. Moreover, buyers need to ensure that they are negotiating the most competitive price at the quality and service their company demands. Read More......

What is NLP?
NLP was the brainchild of Richard Bandler, a mathematician and John Grinder, a linguist. Their ambition was to design models of how effective people do things and to transfer that knowledge to others. .Read More......

Selling the Benefits – Gaining Product Knowledge Fast 
The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what does your product or service do that will fit well or do a good job for your prospect, how well will your product/service fit your prospects needs..Read More......