Sales - Selling Articles

My name is Paul Johnson of Shortcuts to Results LLC.  I've put together here a collection of my articles on sales & selling to help your sales team members improve sales performance.  My hope is that if you benefit from my articles, you'll consider hiring me to provide training or speaking at an upcoming sales meeting.

Below are the article titles with a brief abstract below. Click on the title to link to the full article.

How to Sell Value Instead of Price

1,141 words. Abstract: Often sellers think they're selling value when they're not. Some clues are confused and frustrated buyers who attack price. Use this simple three-step process to sell value when the prospect wants to buy price.

The PowerPoint Dozen Dare

970 words. Abstract: Long PowerPoint presentations are sabotaging your sales. Learn an approach that will enable you to sell anything in twelve slides, or less.

Leads, Prospects, and the Huge Gap Between

426 words.  Abstract: What is a lead, and what is a prospect? Avoid confusing leads with prospects, and you'll make more sales. Get marketing and sales using the same language to improve teamwork and results. Definitions of leads and prospects you can use.

Think Twice Before Selling ROI

519 words. Abstract:  Lots has been written about using return on investment calculations as a sales aid, but a common flaw can push your buyers straight into the arms of your competition. Learn the secret that will enable you to avoid sabotaging sales with ordinary ROI presentations.

Relationship Selling and Bank Robbers

552 words. Abstract: Salespeople are often eager to meet prospects and build relationships. Unfortunately, they often ignore the same fundamental law that bank robbers do.

Six Key Elements for a Reference Letter

837 words. Abstract: All reference letters are not created equal. The ones full of gushy fluff are a waste of good letterhead. However, a good testimonial letter can offset any risk in the value proposition, increase customer loyalty, and get you more referrals. Make sure six key elements are in the letters you harvest from your own customers, and watch your selling success take off.

Drop Discounts and Earn Top Dollar

1,025 Words. Abstract:  Another name for discount is pure profit. Employ these four techniques to reduce discounting pressure and wring every dollar you deserve out of your next sale.

Make the Sale with Just One Word

664 words. Abstract: One word -- the right word -- is all you may need to make the sale. Use the word that will make your prospects say, "I've gotta have that!"