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ARTArticle***Hiring Super Sales People And Sales ManagersHiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it. S/he either quit, got fired or worse yet, s/he is still with ...Hiring successful sales people and sales managers requires a scientific process, not a resume and interview ritual. You’ve probably been fooled many times from a great impression at the interview, and then the person didn’t cut it.ARTArticle***How To Create A Killer Elevator Pitch... In 60 Seconds or LessBeing able to succinctly describe your business is an essential networking skill for two important reasons.
First, the person you’re talking to can quickly and easily understand if they, or someone they know, is a potential customer of yours.
Second, knowing specifically how to ...ARTArticle***How to Write Your 5-Minute Marketing PlanEvery business needs a plan – any plan – that will guide and inform their marketing activities. And yet, as essential as a marketing plan is, many business owners and entrepreneurs don't use one; most claim being "too busy" with the running of their business as the primary ...ARTArticle***If You Want More Sales, Then You Need Advanced Sales PeopleOrders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you. I hear every ...Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, that competitor out sold you.ARTArticle***Increase Retail Sales By Being AttentiveI was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about being reprimanded or something. After seeing ...I was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about being reprimanded or something.ARTArticle***It’s 11 PM. Do You Know Where You Are?This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?”
My question is all about you and who’s watching out for you? See, we are usually watching out for our children, spouses, parents, etc and not ...This was the opening of the 11 O’clock News in Western New York for years while I lived there. Only it asked, “Do you know where your children are?”ARTArticle***More Market Share Is Two Questions AwayThe other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area.
“Hi,” “Hi” they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there anything you need right now?” asked Linda. “No, we’re fine”, he ...The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area.ARTArticle***Networking Works Part II – The Message That Makes Networking WorkYour words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ...Your words and actions are critical for successful networking - not because you’re trying to trick anyone, but because you need your contact to understand what exactly you want from him or her. Without this understanding you’re liable to get random information and this can hurt you in many ways.ARTArticle***Presentation Tactics to Make Your C-Level Audience Buy into YouYour presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control. So what you say and ...Your presentation makes your proposal come to life. It must instill a feeling of confidence about your company as it relates to the project you’re bidding. It also must be memorable. The last presenter has an advantage, but many times whoappears last is out of your control.ARTArticle***Retail Sales: Acknowledge Potential Customers in Retail SellingWal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome. Even the old K-Mart use to announces “Welcome K-Mart shoppers.” Unfortunately, after the Greeter or the welcome message, you get lost in the sea of people and merchandise ...Wal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome.ARTArticle***Sales Management -- Selling and Business Development in the 21st CenturyThe marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st century, selling and business development ...The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient.ARTArticle***Sales Management in This Recession - Improve Your Sales Team’s PerformanceWe limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night. This article can help you or your people overcome self limiting sales beliefs and develop more business faster.
Back to the two ladies I talked ...We limit ourselves when it comes to selling and business development. Here is another story from my networking association meeting the other night. This article can help you or your people overcome self limiting sales beliefs and develop more business faster.ARTArticle***Sales Management Training: Differentiating Your Business during This RecessionIt’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales. ...It’s amazing to me that most sales people, mangers and corporate officers believe they know what their prospects and clients are thinking and wanting. On the surface and/or in general terms they may be correct sometimes. However, it’s not the vague generalities that win sales.ARTArticle***Sales Management: Avoid Motivational Bankruptcy, 6 Tips for Exciting Your Sales TeamThe president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said.
This is a very common complaint in any area of business. However, it is usually the managers who unconsciously demotivate their ...The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said.ARTArticle***Sales Management: More, Better, Faster Requires ChangeI’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster. However this is the classic ...I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and faster.ARTArticle***Sales Manager Training, Proposals: Strategies for Writing ProposalsThe proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation. So some thought should go into what you’re going to say, how you’re going to say ...The proposal document is an expensive, time-consuming, yet necessary document. Therefore it better hit the right buttons with the client so it takes you to the shortlist or gets you invited to do a presentation.ARTArticle***Sales Training: 8 Steps To Close Sales Quickly"Start with the end in mind," as Steven Covey of 7 Habits of Highly Effective People says. So let's start with booking the order and work towards where the selling process starts.
1. How Do You Get the Order?
Get all the powerful people - especially the most powerful person - to commit to your offering. This is the person with the ability to say yes and it happens. Don't be fooled by those who can say no. Anyone can get you eliminated.ARTArticle***Selling At The C-Level - The 5 Elements: Part IV- CredibilityEveryone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.
So this five part series is intended to help you easily and ...Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.ARTArticle***Selling at the Executive Level - The 5 Elements: Part V- PerformanceEveryone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.
So this five part series is intended to help you ...Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives.ARTArticle***Surviving The Sales Stretch...www.SalesisSimple.com
The Stretch [stretch] verb def - an unbroken period of time in which you are going to accomplish something.
Remember your favorite "Come from behind, when all the chips are down, able to gain victory anyway" movie? I.e. Rocky, Remember The Titans, Gladiator or The ...ARTArticle***The Best Market Strategy for This RecessionIt is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down.
I was at an association networking event the other night and as was talking with some people a ...It is amazing to me what people believe they should do when business slows down. Hopefully this story will help you or your people develop more business faster during this business melt down.ARTArticle***The Most Important Selling TipWhenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy. What they really want to know is if I have an easy button or a ...Whenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy.ARTArticle***The Proactive Recessionary Birds will Catch the Economic Recovery WormsOpportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by?
The world is changing, and that’s scary. But like all change, it brings opportunities, making right now an exciting time to get in on the ground floor of ...Opportunities are on their way. Will you recognize them? Will you be ready for them or will you jump on them as the parade passes by?ARTArticle***The Two Most Neglected Selling ElementsThere are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales.
The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how well you or your sales people ...There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales.rARTArticle***Turn Prospecting Rejection into Future Sales OpportunitiesProspecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity. Oh, there are those that attest to their tenacity in ...Prospecting rejection hurts. Some targets are gentler with their rejection than others, but the message is the same – “NO”. Once rejected, you'll be annoying if you keep pushing which could burn a future opportunity.ARTArticle***Want Better Sales Results from Your Sales Staff? Stop the Pain! Check the Sales Process… by Rod McKinniswww.SalesisSimple.com
While listening to news radio the other day, a Sales Guru serving as a guest of a talk show was asked to offer his advice given the current economic environment. He stated he has some VERY valuable advice for business owners to assist them through the crises - the show ...ARTArticle***Why 83% of Sales Teams Fail and What to Do About ItAs a Sales Management Training consultant I’ve seen companies make some costly mistakes in regard to sales. How do I know? In 1998 as a pioneer for converting a reactive customer service team of a Fortune 500 conglomerate to proactive sales force, I made similar mistakes. Mistakes ranging ...ARTArticle10 New Year's Resolutions For a More Ethical, Ecological, Profitable, and Successful BusinessIn this age of business scandals, it's crucial to remember that businesses based on ethics and quality actually work better. With that in mind, here are ten easy resolutions to inspire your business to achieve a very profitable 2008.
1) I will base every aspect of my business on honesty, integrity, and quality.
2) I will make sure every employee, from janitor to CEO, is trained to view every interaction with a customer as a key step in the marketing process, and to always give the customer respect and attention.ARTArticle10 New Year's Resolutions For A More Ethical, Ecological, Profitable, And Successful BusinessIn this age of business scandals, it's crucial to remember that businesses based on ethics and quality actually work better. With that in mind, here are ten easy resolutions to inspire your business to achieve a very profitable 2008.
1) I will base every aspect of my business on honesty, integrity, and quality.
2) I will make sure every employee, from janitor to CEO, is trained to view every interaction with a customer as a key step in the marketing process, and to always give the customer respect and attention.ARTArticle10 Ways to Sell Your Home FasterWhen a house sells there are many variables involved. Sometimes it can be a slow and painful process. Why add to the process by making very easily correctable mistakes. Here are some basic things you can do that won’t cost you very much money. Taking these measures won’t turn your one story ranch into the Taj Mahal, but it can speed up the time it takes it to sell