Reaching Goals in Direct Sales

From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.So the question comes to mind.....are you making the right... Read More

How Business Coaches Avoid the Yearly Training Feeding Frenzy

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

How to Achieve Sales Goals by Focusing on Activities

When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates... Read More

7 Ways to Cut Loose from Old Sales Thinking

Sooner or later, we all backslide into old ways of thinking about selling that lead us down the wrong path with potential clients.A few weeks ago, I had a phone conversation with Julie, who has been struggling with the old-style selling methods that her manager insists are the only way... Read More

Make Your Referrals Count

Just because we receive a referral, it doesn't mean that the sale is ours and the deal is closed even before we make contact.For all you know, the person being referred to you may have also been referred to someone else, so don't take your referrals for granted.Treat your referral... Read More

Seven Keys To Closing More Sales During The Second Half Of 2006

It's not too early to start planning for the sales results you want at the end of 2005. Here are seven things you can do to make sure you're in the Winner's Circle at your Next National Sales Meeting.1. Develop a system for everything. There's a fundamental reason why companies... Read More

Sales Success ? The 5 Steps

It's a common question we come across everyday: why is business getting more difficult now? Well, it all starts with your company's sales competencies. The strange thing is that many companies spend lots of money and time training its people how to sell their products but not how to sell.Avoid... Read More

Do You Fold Like A Taco?

Have you ever eaten a soft taco? The shell isn't hard - it is soft - and folds over really easily. They are delicious! In business, however, I see too many people fold like a taco when they are negotiating with a customer.It's not pretty.The customer may not even be... Read More

Increase Sales - Overcoming Barriers

Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan."Most managers have felt this way about certain employees at some point in time.Let's face it, some employees have a very hard time consistently executing tasks that "should" be... Read More

Three Secret Keys to Persuasion Magic

Just a few critical distinctions can supercharge your communication skills:1 Appeal To Peoples´ ValuesValues are the criteria by which people make sense of all the information they must process before making a decision. In simple terms, your values consist of what is most important to you.When you ask someone: what... Read More

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Showing 1 - 10 of 354 Articles
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The Most Underused and Powerful Method of Lead Generation

Are you worried about whom you'll sell today so you... Read More

10 Amazing Ways To Jump Start Your Sales

1. Find a strategic business partner. Look for ones that... Read More

Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!

Education plus Motivation is a powerful formula. But how do... Read More

Failed Salespeople Share Similar Traits

We are each responsible for our own success - or... Read More

How To Go Perpendicular In Your Sales Territory

First and foremost are you thinking Strategically? "Do you have... Read More

Practice Building: Create a Powerful and Targeted Call to Action for Your Prospects

A "Call To Action" is an invitation for your prospective... Read More

Marketing Vs. Sales

Marketing and sales co-exist and work in tandem beautifully if... Read More

10 Great Ways To Generate More Sales

1. Negotiate with e-zine publishers to get free or discounted... Read More

Sales Prospects Avoiding You?

This issue's topic on sales prospects comes in response to... Read More

Busting Your Assumptions: Effective Probing Techniques for Sales Professionals

Do you find yourself making these kinds of assumptions?- "I... Read More

Invite Questions to Boost Your Sales

Do you invite your prospective customers to ask questions ...or... Read More

The Golden Week of Selling

Have you ever heard of the Golden Hour? I live... Read More

Grrr! Why Arent I Making SALES?!

Selling online can be very difficult, more difficult than in... Read More

3 Ways To Overcome Pricing Challenges

How many times have you had a customer say to... Read More

Successful Sales Strategies: Winning the Close Ones

The "Three Cs" in building customer relationships are a key... Read More

How to Sound Just Like a Salesperson

Prospect - "So now that I've told you what we... Read More

Top 5 Characteristics of Great Salespeople

I am a big believer that great salespeople generally realize... Read More

Order Takers vs. Sales Professionals

As business owners we all know that in a ideal... Read More

Sharpening Your Sales Skills

Making a living in sales can be very rewarding, however,... Read More

Sales and the Law of Attraction

I'm about to challenge your belief system, or at least... Read More

Increase Profits from Your Existing Customers

An area many businesses fail to recognise as a way... Read More

Method to the Madness of Training Seminars

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

Attitude Insurance

Everyone knows the importance of having a positive attitude, especially... Read More

Boost Buyer Confidence By Assuming The Sale

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

Turning Sales Techniques Into Sales Success!

The goal of all sales training is not just to... Read More

The Choice between Yes and Yes: A Psychological Revelation

Three year old Kara was throwing a tantrum. She didn't... Read More

5 Specific Questions Your Sales Letters Must Answer To Achieve The Best Results

Here's a surefire method to guarantee you achieve the best... Read More

Assumptions ? The Hidden Sales Killer

Assumptions can kill a sale. In my sales training workshops,... Read More

Woo the Buyers Limbic Mind or All Your Sales Efforts are Wasted

If you've driven yourself crazy trying to figure out why... Read More

Peak Performance

One of the best books I have ever read is... Read More

Its All in the Questions

Contrary to many of the books on how to be... Read More

Keep Sales Simple

For those of us working in the exciting world of... Read More

Sell Yourself - Sell Anything!

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