Dave Donelson

The Perks of a Career in Sales

There are many attractive aspects of a career in sales, but the one that most excited me was the freedom the career offered. When it came to time spent in the office, I could choose when I came and went. I was able to set goals for myself and reach those ... Read >

The Value of Face-to-Face Calls

As a salesperson, there is one important activity that should always be considered when managing your time: making calls. Remember that the more calls you make, the more sales you make. Woody Allen had it right when he said that “80 percent of success is ... Read >

Alleviate Stress With a Long-Term Sales Plan

If you’re looking to prioritize your long-term tasks, try making an annual plan. The plan should consist of large blocks of time designated for activities with accounts that have the greatest revenue potential. Around those blocks, you can schedule short-... Read >

How to Research Before You Negotiate

We've all been told that knowledge is power. Though trite, this statement is true for many walks of life, and sales is no exception. When you are negotiating with a prospect, the process will run much more smoothly if each party involved comes with knowle... Read >

Don't Pass Up a Prospect

Most salespeople have disqualified a prospect based on assumptions many times in their career. It’s easy to do—you just jump to a conclusion based on suppositions without doing any research on them. If a prospect doesn’t use products like the one that you... Read >

Asking For Attention: How to Keep Your Prospect Interested

One factor essential to the completion of sales communication is holding the prospect’s attention throughout the pitch. That’s harder than it sounds, as anyone who has done any public speaking can attest. Holding the listener’s attention is one of the har... Read >

Keeping Your Close Short, Sweet, and Simple

Ever prepared your sales presentation only to find that crossing the finish line is the most difficult part? I’m talking about your closing, and choosing an effective closing technique can be difficult. I would recommend my personal favorite technique, w... Read >

Use Your Words...and Ears

Contrary to popular belief, speaking ability isn’t everything when it comes to sales presentations. When I serve as a consultant, I never talk solely about the salesperson’s speaking skills. I always discuss their ability to effectively communicate. Com... Read >

Dropping the Jargon: Learn to Speak Your Prospect's Language

When communicating with a prospect, you have to remember to choose your language wisely. Though your specialized vocabulary may emphasize the knowledge you have of your industry or your company’s products and services, its terms may not be understandable ... Read >

Preparing to Leave a Prospect a Voice Mail

Prospects can be very difficult to reach. Sometimes, even when you leave a clear voice mail, they don’t get back to you. In this case, always call again—and soon! Unless you know of a specific reason not to (if the prospect’s on vacation, for example), y... Read >

Satisfying Customers Who Want Lower Prices

Even when figuring out what’s going on inside your customer’s head seems impossible, you can count on the fact that one desire is occupying much of their mind: the want for a lower price. Almost all customers have it, but the reasons for this want vary. ... Read >

How to Practice Demand Stage Selling

Isn’t it strange how the best salespeople seem to have the ability to know what’s going on in their customers’ minds? It’s like they know just what their customers are going to say before they say it. They can predict which ideas a customer will likely re... Read >

Creativity and Persistence Will Win Over Your Hard-to-Get Prospect

Sometimes making an appointment with a prospect can be an incredibly difficult task. You might feel like you’ve tried everything to get Mr. Big’s attention, yet he still won't return your calls or pencil you into his schedule. Don't give up! Persistence i... Read >

Cold Calls Beat Drop-Ins: Patience In Selling Is Key

You’ve researched your prospect’s needs, estimated his potential spending, and written a proposal that’s worthy of a Pulitzer Prize. It’s time to make the sale! Right about here is where most new salespeople (and plenty of experienced ones, too), make ... Read >

Proposing Solutions: Create Strong Customer Relationships With Ideas That Sell

If you’re trying to build a lasting relationship with a prospect, consider creative selling. This process, which is simply selling ideas for solutions, not just products, will help you create a super-strong bond with any customer. When they discover that... Read >