I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we've all heard somebody in sales who told us that they've been in sales all their life. It all started when they were a kid, selling lemonade from their lemonade... Read More
When sales are down, a salesperson must begin to take stock of why that is happening. Most sales people start by blaming the company's policies. "If you'd only offer better specials," or blame the economy, "If only customers had the money," or they blame their boss, "If only I got... Read More
If you knew a few sure fire ideas that have helped me, you may unleash an avalanche of sales and make more money at your website.Below are the secrets to help you generate sales leads:(1) Utilize holidays to increase your visitors or sales. You could give away free electronic greeting... Read More
Last Friday, I was spending one last day of freedom with a dear friend who was expecting to have her first baby at any minute. We decided to hang out by the pool.On the way there, we stopped to pick up some lunch to eat pool-side. Given the choice of... Read More
What is it with appraisals? In September and October there were no training needs, and then suddenly in November and December everyone in the company has a personal development plan. How did that happen? How come six weeks ago I didn't have any training needs and now I have a... Read More
Facilitating the buying process can be very straightforward and fairly uncomplicated. Yet most professionals have no idea what it takes to guide a potential client through a decision making process. They are completely lost when it comes to effective follow-up and unsure how to best get prospects to take the... Read More
Does your business run on a sales engine or a sales effort? A sales effort is something that has to be done every time you want to make a sale. But, a sales engine is something that, once put into place, can bring you sale after sale without added effort.... Read More
When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation:1. Personality researchers assume that people are predisposed to sales and that there exists an 'ideal' sales personality. From experience alone you will know people of... Read More
You have a choice. You can stand out or blend in with your competitive landscape. Differentiation doesn't come naturally, blending in does. We all want to fit in with the crowd, we want to be like everybody else, and we've been that way since we were kids. As a professional... Read More
Congratulations! You successfully sold one or more of your company's products or services to a business unit, department, or division of a large organization. Now your manager has tasked you with "account management". If you are not already familiar with account management, you are probably asking yourself the following questions:... Read More
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Tired of sending out sales letters that generate anemic response?... Read More
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Yikes - My Feet Hurt!Concrete. Tiles. Cheap carpet. Walking, walking.... Read More
Trade shows are so obvious. You go. You hand out... Read More
In the last article, we looked at three emotions (besides... Read More
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"You don't love your kids if you don't buy my... Read More
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You could just send out your brochure to potential customers... Read More
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How many times have you had a customer say to... Read More
Know where to focus. Not everyone evaluates product solutions with... Read More
Looking for a way to handle rejection?Edward W. Smith, motivational... Read More
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Q & AQ. Sometimes when I'm presenting to clients, I... Read More
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Most salespeople are under the false belief that the lower... Read More
Here's a surefire method to guarantee you achieve the best... Read More
You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More
"Leadership rests not only on outstanding ability. It also rests... Read More
I sit down and look at my notebook. Then, I... Read More
You've got yourself 10 seconds to HOOK your prospects or... Read More
Many of us in sales are taught to believe that... Read More
In studies conducted by Motivational Systems of West Orange, New... Read More
Here's a surefire method to guarantee you achieve the best... Read More
Sales drive revenues, and revenues drive companies. Companies, then, are... Read More
Want to increase sales within your company? It's not as... Read More
It's a rainy afternoon on a typical mid week afternoon... Read More
As a salesperson, your ultimate goal, of course, is to... Read More
Traditionally, salespeople look for something in the office that begs... Read More
I was thinking about the statement:The Small Business Administration tells... Read More
Does this sound familiar? With high expectations, you sent your... Read More
One of the best books I have ever read is... Read More
"Selling worth doing is worth doing badly ? at first!"... Read More
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One of the quickest ways to loose a sale is... Read More
Ideal clients are the ones who are perfect for you.... Read More
Recently I received a prospecting voice mail message from a... Read More
Using cartoons can help brand your marketing and drive home... Read More
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What do we mean by a consultative approach?When you hear... Read More
Do you have any idea what your customers have experienced... Read More
Almost all Internet Marketers have a basic idea of what... Read More
When your company invests in sales training, what is the... Read More
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Follow this story...I went to Best Buy today to get... Read More
Every day is critical when you are in the business... Read More
There is a new trend in the way wood decks... Read More
If you've been in the small business computer consulting industry... Read More
Canned or scripted sales approaches are rarely successful, because one... Read More
Ever lost a sale? Of course you have, we all... Read More
In the 1990's we lived on a farm in Iowa.... Read More
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