"Selling To The Bottom Line" by C.J. Hayden

"It's not enough that people want what you offer - it really has to be something that not only will they spend money to get, but they have to be able to justify that purchase to themselves and to other people. You have to provide exactly what your prospective clients need in order to make a buying decision. And the more concrete you can be about the results the client can expect, the more likely they are to buy."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Stop Discounting" by Dave Stein

"What we're dealing with now is buyers who are more savvy - more focused on getting us to sell our products & services at the lowest possible price. And if we just continue to sell to them the way we did 3, 4, 5, 8, 10 years ago - we're going to wind up either losing a lot of business, or selling business at a much lower price than we might want. And that's going to hit us personally in the pocketbooks in terms of commissions."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Endless Referrals" by Bob Burg

"It's what I call The Golden Rule of Sales: All things being equal, people will do business with, and refer business to, those people they know, like and trust. My suggestion is always that your main job as a salesperson is to simply develop these types of relationships with people where they feel so good about you, they want to help you find new business, they want to be a part of your life, which means they're happy to connect you by way of referral with lots & lots of other people."


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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"The Relationship Edge" by Jerry Acuff

"When you talk to almost any senior sales executive they'll tell you that relationships are crucial to sales success. But when you ask them what specifically do you teach people about how to build relationships, the answer is almost always nothing or not very much. So we came to the conclusion that it would be beneficial if we could actually learn how to build relationships with people that you don't naturally build relationships with."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.

"Honesty Sells" by Colleen Francis

"The general perception of salespeople is not one of honesty. We tend to believe that salespeople are not the most honest people. It's not fair because you may be the most honest salesperson ever - you may have never told a lie in your entire life. Yet, the customer's perception of you is that you're just like every other salesperson. So we're fighting an uphill battle all the time."

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SalesRepRadio is produced by The MarComm Store, leaders in the development of sales training reinforcement programs, custom corporate podcasts, learning incentive programs, robust web design and more. For more information, visit http://www.marcommstore.com/.