Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops, I frequently discuss the importance of not making assumptions about a person before, during, or after the sales process. Participants frequently nod and tell me that they NEVER make assumptions. One person (Doug Maquire, www.MaquireMarketing.com) sent me this story of... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've worked with tens of thousands of salespeople. Certain negative tendencies -- mistakes that salespeople make -- keep surfacing. Here are my top five. See to what degree you (or your sales force) may be guilty of them.Mistake Number One: Over... Read More

Why Salespeople Fail

Since 1990 I have focused on the three primary barriers which affect the performance of salespeople:-1. Low confidence and self image2. A low sense of personal responsibility for their performance, and3. A low acceptance level of the need to practise selling skillsIn all top performers, and in sales team this... Read More

Unleash Your Inner Sales Superstar & Win More Business Right Now!

It's a rainy afternoon on a typical mid week afternoon and the telesales team isn't firing on all cylinders. Cedric really isn't pulling his weight at all. He's been pushing papers around his desk for most of the afternoon and is having a miserable time. His sales figures are below... Read More

You Dont Need Health Insurance!

Seems almost every situation in our lives is centered on communication. Good or bad, the way we express our thoughts, wants, and needs to each other determines how we live, love, and learn together.As a guy who is a regular on the seminar circuit, does a live radio show, an... Read More

Better Listening Skills = More Sales

Today's business environment is intrinsically tied together by ongoing information exchanges between two people. This personal communication is most often facilitated by the spoken word. Understanding this information, as it flows within a dialogue between two people is fundamental to improving one's selling effectiveness.One of the most significant business information... Read More

Curiosity and How It Effects Your Business Proposition

The first 15 seconds of your approach are the most important seconds of your entire sales presentation. You must instill curiosity in the mind of your prospect. It is a form of interest. As people, we are curious by nature. Curiosity wants to be informed. This state of mind is... Read More

Success Secrets Of A Famous Vacuum Salesperson

I have to admit, I have an 'addiction'.Sometimes this addiction keeps me up to 3 am, sometimes it causes me to work 7 days a week.Many times this addiction is healthy, but I will confess that sometimes it's not.No, my addiction isn't drugs or alcohol, it's something much more powerful.... Read More

Nine Competencies of the Complete Sales Professional

Have you ever tried to explain to someone what you actually do as part of the sales profession? I'm talking about what you do, not what your company does or what your value proposition is, but what YOU do day in and day out as a sales professional?To be a... Read More

8 Sales Lead Generation Methods

I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads. In order to generate sales leads, you need three things: A written profile of your target prospect, A list of suspects containing potential prospects, A... Read More

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In Sales, Words Just Don?t Compute

In studies conducted by Motivational Systems of West Orange, New... Read More

Dont Close Your Eyes Or Let Deaf Ears Fall Upon You

To listen to your customer is important, and to hear... Read More

The 12 Dumbest Things Salespeople Do

We all make mistakes and some salespeople seem to make... Read More

Sales Tips from Sales Masters

Dogs are great teachers of how to sell easier and... Read More

You Dont Love Your Kids if You Dont . . .

"You don't love your kids if you don't buy my... Read More

10 Blockbuster Ways To Ignite Your Sales

1. Sign-up to win web site awards. When you win,... Read More

Closing The Sale

So -- you've just gotten off of the phone with... Read More

Survival On The Road! A Resource For The On The Road Sales Professional

It makes no difference if you are a Saleswomen, a... Read More

How Do You Use Your Sales Commissions?

What do you do when you have a big sales... Read More

A Revolutionary NEW Dimension in Sales

A Revolutionary 'NEW' Dimension In Sales: Make many more closings... Read More

9 TIPS: Dont Sell Me - Persuade Me

We all have something in our past we believe someone... Read More

Five Tips To Increase Your Sales

1. You could end your ad copy with a discounted... Read More

Just Ask

For the 'big three' automobile sales consultants, the 'employee discount... Read More

Elearning Is Dead - Long Live Blended Learning!

There is little doubt that eLearning has not achieved the... Read More

Get Tough

You deal with rejections, frustrations, disappointment, and possibly disrespect on... Read More

Bite Your Tongue

Most people don't realize how powerful a negotiating tool silence... Read More

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that... Read More

Spend More Time Selling

On average a sales person spends less than two hours... Read More

How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!

Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More

Acquired Expertise: Attitude and Confidence

"I recommend the 5.8 GHz Digital Phone, because it suits... Read More

Sell Yourself - Sell Anything!

Each of us sells every single day. We are all... Read More

How To Write A Killer Sales Letter

I sit down and look at my notebook. Then, I... Read More

The Five Most Common Mistakes Salespeople Make

Over the decades that I've been involved in sales, I've... Read More

The Truth About Sale Success!

Bill Brooks of The Brooks Group wrote an article several... Read More

Start Your Sales Engine!

Does your business run on a sales engine or a... Read More

Training for Trade Shows - 5 FAQs

Trade shows are so obvious. You go. You hand out... Read More

Make More Sales By Airing Your Dirty Laundry

There's an old saying, "Don't air your dirty laundry".If you're... Read More

Boost Buyer Confidence By Assuming The Sale

I saw something in town the other day that just... Read More

Got Sales Objections? Wheres Your Value?

A sales manager who reads this newsletter regularly suggested the... Read More

Selling - Always Go for Top Money

If you've ever flown economy class on an international flight... Read More

If You Respect Them, They Will Buy -- Closing the Sale

We've all had the unfortunate experience of being convinced by... Read More

Finding the Need is Only Part of the Sale

Many of us in sales are taught to believe that... Read More

Method to the Madness of Training Seminars

I arrive with about 350 other guys. We smile at... Read More