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
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
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
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
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
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
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
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
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
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 studies conducted by Motivational Systems of West Orange, New... Read More
To listen to your customer is important, and to hear... Read More
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Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More
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Each of us sells every single day. We are all... Read More
I sit down and look at my notebook. Then, I... Read More
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Bill Brooks of The Brooks Group wrote an article several... Read More
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Trade shows are so obvious. You go. You hand out... Read More
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I saw something in town the other day that just... Read More
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If you've ever flown economy class on an international flight... Read More
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In this article, I would like to talk about the... Read More
I'm not a fan of "The Donald" and I had... Read More
Mark has an attitude! Mark had worked in an operational... Read More
What to do when you win or lose.You have given... Read More
One of the best projects to undertake as an online... Read More
Emotion and reason mix very well together to make excellent... Read More
A few weeks ago I was onsite at a company... Read More
Each of us sells every single day. We are all... Read More
There's more to what he does than meets the eyeWith... Read More
We've all heard the term KISS at one time or... Read More
When Thomas Edison's light bulb finally burned for 45 straight... Read More
Who's talking to your customers? Is it your competition? Why... Read More
One of the best books I have ever read is... Read More
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Too many sales letters are shaped into paper airplanes and... Read More
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I am a big believer that great salespeople generally realize... Read More
Step 1: Get Ready - Create a foundation you can... Read More
Assumptions can kill a sale. In my sales training workshops,... Read More
Cold calling may now be outdated. People have become defensive... Read More
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I had my first official sales training by a man... Read More
Q & AQ. Sometimes when I'm presenting to clients, I... Read More
Here's a surefire method to guarantee you achieve the best... Read More
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I'm about to challenge your belief system, or at least... Read More
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When I researched the field of using personality inventories to... Read More
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