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1). Will You Pass the Flinch Test? By : Lee Salz
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
Article Related to: sales, sales management, sales consulting, sales training, sales best practices, pricing, objections

2). Why Prospects Want to "Try" Before "Buy" By : Lee Salz
In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.
Article Related to: sales, sales management, sales consulting, sales training, sales best practices, trials, pilots

3). The Most Underutilized Strategic Advantage By : Lee Salz
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
Article Related to: sales, sales management, sales consulting, sales training, references, clients, sales best practices

4). Sales Candidate Attributes: Desired or Required By : Lee Salz
Companies spend tons of money trying to attract sales talent through job boards, yet they impair that campaign with what they put in their ad.
Article Related to: sales, sales management, sales consulting, sales training, recruiting, sales best practices, hiring

5). The Second Dimension of Screening Sales Talent By : Lee Salz
Companies, when they interview, focus their attention on learning about the candidate. However, equal importance should be placed on the candidate interviewing them so that both sides can make a solid decision on the relationship.
Article Related to: recruiting, hiring, sales management, sales best practices, onboarding, interviewing, screening

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