Marc Wayshak

Solve their problem instead of simply selling them something.

When you're working toward a massive sale, you can afford to invest time and money in a more personalized approach.

Identify the decision maker, and start there.

Loosen up, crack a couple of jokes and make your sales calls a pleasant chat.

It's less about you and more about them.

Say yes to face-to-face meetings with the power players.

The most valuable referral is an introduction.

From handshake to stance to tone of voice, your physical alignment with the client's presentation helps you close the deal.

Brevity, solutions, stories, but above all listening, will see you closing more, larger deals.

Establish yourself as an expert, and consumers will follow.

Getting sidetracked may actually help you.

Think like your prospect, be personal, track everything.

Focus on money-making tasks only.

Your success depends on closing bigger, better deals. Put your time and energy into prospects with the power to make large investments and introduce you to others who can do the same.

Improve your sales strategies with these simple tips.

Reach your goals faster.

It's time to change your approach.

When trying to close a deal, it's not all about you.

It seems counterintuitive, but you'll close more deals if you stop pitching. Ask questions, listen and get to know what your prospective client really needs.

Being talkative and persuasive are often treated as must-have skills for salespeople, but in fact, you don't even need them anymore.

Add obvious value. Personalize. And include a hook. Those steps will increase your likelihood of a response.

First you have to get clear with yourself, then you turn your focus upon a customer or prospect to discover what they need and whether you can help.

Think it through from the POV of your prospects. Visualizing how much of it they are actually going to view tells your exactly where to focus your efforts. Fire off some boilerplate with just a name change? Game over.

To start a sales relationship off right, you have to offer value out of the gate, but just as important is attempting to understand a prospect's challenges. Without these essential exchanges, you're just pitching into the wind.

Gatekeepers can only say no. Try these techniques for gaining access to their bosses who can say yes.

Asking genuine and caring questions is the number one way to build trust with anyone, including prospects.

Transform sales by implementing small changes.

Use the "swim move" to transform your technique and crush your goals.

Adapting an entrepreneurial mindset can transform your sales approach.

Leverage your strategic thinking and established relationships to adjust your sales approach.