"The Solution Trap" by Ron LaVine

"What I've found is that sales reps are very well educated on their product or service, or what I like to call solution. And the tendency is to want to talk about that, and all the wonderful things that it does, as opposed to finding out which aspects of their product or service are needed by the prospect. It's a 'scatter-shot ' approach versus taking the time to ask questions up front."

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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/.

"Sales Pitfalls To Avoid" by Tim Connor

"You talk too much! I think that a lot of salespeople default back to giving information because that's safer and it's easier, rather than asking questions, when maybe the answer to the question might eliminate them as a prospect. I don't care whether you're selling Lear Jets or plastic bowls, the bottom line is that people buy for their own reasons, not yours."

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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/.

"Earning Customer Respect" by Chris Lytle

"One of the quickest ways to earn respect with your customers is to avoid the ten things that buyers dislike. Buyers dislike a lot of things: failure to listen; failure to make and keep appointments; lack of creativity. But the number one thing buyers dislike about sellers is lack of preparation. And the second thing is lack of interest or purpose."

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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/.

"Powerful Meeting Preparation" by Andrew Sobel

"People tend to make two fundamental mistakes in their client meetings. First of all, they radically underprepare. And secondly, because of that, we're too focused on our message, on our outcomes, on our facts & figures, on meeting our sales goals. And that comes across very strongly. Clients can smell that a mile away. So, the meeting really has to begin hours, days, or even weeks before."

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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/.

"Sell How You Want To Buy" by Todd Natenberg

"The biggest thing to do is to sell how you want to buy. Just think about your own buying habits. Think about the used car salesman who you don't like. Well, if you don't like him and you think he's playing games with you, then don't do that yourself. Think about the last time you did buy a car - you probably did like the salesperson, it was probably a great experience. Just look at what influences you, and then translate that to when you're on the other side of the coin."

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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/.