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| 10 Thing Sales People Need to Know About C-Level Decision Makers |
February 27, 2011 |
| Selling to high-level decision makers is challenging at the best of times. However, it can be easier if you understand a few business principles. |
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| How to Master a 30 Minute Sales Meeting |
February 21, 2011 |
| You get a call from a new prospect who wants to meet with you and discuss your solution. He gives you a 30 minute time-slot four days from now. |
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| Dealing with the Dreaded Price Objection |
March 23, 2010 |
| In today’s commodity-driven world it is easy to fall prey to discounting your product or service in an effort to capture the sale. However, there is a ... |
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| Sales Lessons Learned From Selling in a Recession |
February 02, 2010 |
| Yet, another well-established person experienced a decline of more than fifty percent in their sales. |
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| How to Achieve Your Sales Targets in 2010 |
January 05, 2010 |
| I’m sure by now that you have established your sales targets for next year. If you haven’t I suggest that you get cracking and do it now. Time is slip ... |
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| Why Your March Sales Suck |
December 14, 2009 |
| It’s a very common problem that far too many sales people encounter. They forget that the action they take—or fail to take—today, will affect their re ... |
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| 3 Sales Lessons I Learned from a Raccoon |
November 23, 2009 |
| From the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ... |
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| Why Sales People Hate Cold Calling |
November 23, 2009 |
| Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead ... |
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| If At First You Don’t Succeed |
October 05, 2009 |
| I suspect that you have heard the expression "If at first you don’t succeed try, try again." This adage was created many decades ago and it remains tr ... |
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| Pick at the Scab |
September 08, 2009 |
| Sales professionals usually ask a few questions in order to gain a better understanding of their prospect’s situation. However, most of them don’t pro ... |
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| Cost versus Worth |
September 08, 2009 |
| Far too often, sales people feel uncomfortable talking about the price of their offering fearing that their prospect will put the brakes on the buying ... |
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| Running Effective Sales Meetings |
June 26, 2009 |
| Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sale ... |
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| How to Lose a Prospect’s Attention Quickly and Easily |
June 26, 2009 |
| When you make contact with a new prospect—either by telephone or in a face-to-face meeting—you have an extremely short window of time to connect with ... |
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| Don’t Be a Communist Salesperson |
May 11, 2009 |
| Unfortunately, many sales reps take the same approach and treat all of their customers equally. They spend about the same amount of time with each cus ... |
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| The Rules of Selling |
April 15, 2009 |
| We live in a quick-fix society so it’s no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, ... |
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| Sales Strategies for a Tough Economy |
February 18, 2009 |
| Selling in a difficult economy requires a different approach than during a robust one. Let’s look at what you need to do to actively compete and keep ... |
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| What Customers Hate About You |
November 03, 2008 |
| Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven. |
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| Handling the Cold Potato |
September 02, 2008 |
| Do you have prospects that seem to give you the run-around? They expressed interest in your product or service when you first contacted them but now t ... |
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| Think Before You Speak |
July 11, 2008 |
| You are talking to a customer and after you present your product, service or solution, she asks, “What discount can I get?” or “What can you do about ... |
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| Are Routines Holding You Back? |
June 30, 2008 |
| What routines are preventing you from increasing your sales? |
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| Take Out the Trash |
May 19, 2008 |
| Head trash is a collection of limiting thoughts or ideas that prevent you from taking specific action that will help you generate better results. |
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