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Expert
Adon Rigg
Adon Rigg is CEO of Insightful Selling Solutions and author of the new book, Insightful Selling. Adon helps sales professionals and business owners create value for their customers by impacting their bottom-line results. For a free copy of Adon’s special report, The Secret Language of B2B Selling, visit his site. Ado…
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Adrian Miller
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Alen Mayer
Alen Mayer, Canadian Sales Expert, is fiercely committed to guiding Entrepreneurs and Sales Professionals to improve their sales knowledge and skills so they can achieve extraordinary sales results, close more sales effectively, and learn more to earn more. If you are looking for a prove Sales Expert who will show yo…
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Alvin Day
Alvin Day is a sales coach, personal development expert and management consultant. He has gained experience in every facet of the sales process. He has sold door-to-door, person-to-person, and to billion-dollar corporate clients. He has built displays on store shelves, and shaped corporate strategy in executive board…
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Andrea Sittig-Rolf
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Bill Brooks
Bill Brooks is the founder The Brooks Group, an internationally known sales and business development research, training and consulting firm. He was the author of 14 books including The New Science of Selling and Persuasion: How Smart Companies and Great Salespeople Sell, a 2004 best-seller published by John Wiley & So…
Expert
Bill Cates
Cates is the author of two popular books on referrals. Unlimited Referrals has established Bill as one the foremost expert on how to build a thriving business with referrals. His newest book, Get More Referrals Now, has just been published by McGraw-Hill. Bill is the president of Referral Coach International and the c…
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Bob Janet
Bob Janet uses 40 plus years of front-line marketing / selling, in his Wholesale, Retail, Manufacturing, and Service business, combined with his unique presentation style to help Business Owners, Managers, Sales Professionals and Sales Support Staff increase sales and profits by gaining and retaining profitable custom…
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Bob Lewis
I have been in sales and marketing for 30 years. I have sold, recruited, managed, and trained during this period. I have been successful at all levels of business and love the business and challenge. I have always attempted to do my best and have studied and read up on my profession continually. I have been market…
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Brad Moore
Brad Moore, MBA has been selling and training professionals at all levels for over 17 years, and with all types of organizaitons, from the Fortune 100 to start-ups. While his primary focus has been on skill-building, he has spent considerable time in the area of process improvement, specifically in lead generation and…
Expert
Brian Azar
Brian Azar's Biography and Background Keynote Speaker, Workshop Presenter, Facilitator, Mediator, Author, Executive Coach & Trainer Personal Biography For more than 30 years, Brian Azar's sales training and coaching methods have changed the way people do business. As president of The Sales Catalyst Inc. for the las…
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Carlos Torres
Carlos Omar Torres, professional manager, import/export consultant, leader, coach and speaker brings experience, knowledge and dedication to each client he serves. His focus is to help business owners and professionals at all levels achieve more happiness and success in their business and life. Business Professional:…
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Craig James
Sales Solutions founder Craig James has 20 years' experience in sales and sales management, primarily in technology and software. He's helped dozens of sales people, business owners, and entrepreneurs sharpen their selling skills and close more business, faster. Craig has been published and been quoted in publication…
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Dan Twyman
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Daniel Sitter
Daniel Sitter is the author of both Learning For Profit and Superior Selling Skills Mastery. He has garnered extensive experience in sales, training, marketing and personal development spanning a successful twenty-five year sales career. Fueled by an insatiable hunger for knowledge, solutions and personal development…
Expert
Dave Kurlan
Dave Kurlan is the founder and CEO of Objective Management Group, Inc., the industry leader in sales assessments and sales force evaluations, and the CEO of David Kurlan & Associates, Inc., a consulting firm specializing in sales force development. He possesses 30 plus years of experience in all facets of sales traini…
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David Kirkeby
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Denise Trifiletti
Denise Trifiletti, Founder of WomensCommunity.com ____________________________________________________________________ Visionary • Collaborator • Leader Denise Trifiletti founded WomensCommunity.com to help business women to GROW, personally and professionally, through the Power of Partnerships! After years of corpor…
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Diana Habich
Diana Habich, is the president of DD Lawrence Inc. and the founder of "Tier 2", a unique 12 week sales training program designed to help sales management optimize the talent and revenue potential of second quartile ranked sales associates. She is also the author of Sales by Design - a series of e-books that address co…
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Diane Helbig
Diane Helbig is an internationally recognized business and leadership development coach, author, speaker, and radio show host. As a certified, professional coach, and president of Seize This Day Coaching, Diane helps businesses and organizations operate more constructively and profitably. As a speaker and workshop fa…
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Diane Pinkard
Diane loves to learn and she loves to teach. Best of all, she loves share with happiness and heart! Diane Marie Pinkard earned her Califo ia State Teaching Credential and master’s degree from Califo ia Polytechnic University in San Luis Obispo, Califo ia. Her emphasis of study is in psychology and the social sciences…
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Donald Treinen
Donald E. TreinenIAF – Certified Professional Facilitator™ Currently serves as a principal in Dynamic Destiny Partnerships, LLC (D2P). D2P is a woman-owned corporation and provides a range of services to women in business, to small businesses in general, to other non-business organizations, large and small. D2P also p…
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Dr. Sonia Powers
Dr. Powers delivers what few speakers and trainers can. As a result of her experience as a business owner, as well as a top officer of a national corporation, recipient of a vast number of sales achievement honors, and her Ph.D. in psychology, Dr. Powers brings a fresh and exciting perspective to the science of organi…
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Eduardo Rodriguez
Eduardo M Rodriguez is a leading national business trainer from Pennsylvania. His main area of focus is internet sales and marketing. Eduardo started his sales career in Ephrata, PA selling Ford's. He became very sucessful in a short period of time, after earning over $40k his first year in the business, Eduardo deci…
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Glenn Twiddle
Glenn’s experience has been working with people in many different capacities over the last ten years. His history includes being a Real Estate Agent, Sales Manager, Sales Trainer, Real Estate Principal and Business owner, and Clinical Hypnotherapist. Glenn’s career started as a Salesperson and he quickly became the n…
Expert
Gordon Loeb
Gordon Loeb is the Chief Operating Officer of Loeb Consulting Group (LCG) responsible for Business Development, Marketing and Client and Consultant Relations. Gordon also utilizes his certifications in DiSC® Personality Styles, The Student Leadership Challenge and The Leadership Challenge to help develop student leade…
Expert
Greg Woodley
Greg is a salesman and is very comfortable with the title. During his 23 years of B2B sales he has sold into many industries including paint, plastics, furniture, tanning, agriculture, rubber, construction, adhesives, inks, food, cosmetics, vetinary and cables. And has also negotiated supply contracts to import goods…
Expert
Harlan Goerger
Harlan brings you experience that only 30 plus years of business and sales training can bring you. Having conducted over 300 hands on training and coaching programs with some 10,000 business professionals, he has found what works and what doesn't. His book "The Selling Gap" gives you the experience of these 30 years!…
Expert
Ian Brodie
I help lawyers, consultants, accountants and other professionals to attract more clients and win more new business. I’ve been helping some of the world’s leading organisations rnwith their marketing and sales challenges for over 16 years. More importantly, I’ve “walked the talk” and sold rnmulti-million dollar consu…
Expert
Jacques Werth
Jacques Werth is coauthor of the perennial best selling book “High Probability Selling (HPS),” and developer of the sales process of the same name. The HPS process enables salespeople to spend their time with high probability prospects and to do business on the basis of mutual trust and respect. Werth has written ov…
Expert
Jean Barr
Jean Barr – TOP ACHIEVERS SALES TRAINING BIO Sales Training GURU Jean Barr has worked her sales magic for over 30 years, in top 500 companies on 3 continents. Jean started her company Top Achievers Sales Training 18 months ago with a mission in mind - to change the way companies see their sales staff, and the way tha…
Expert
Jeb Blount
Jeb Blount, CEO of SalesGravy.com, is an author andspeaker who has lived in the sales trenches his entire career. Audiences and meeting planners rave about his energy, enthusiasm, and down-to-earth style. As a sales rep, sales manager, director of sales, and vice president of sales, he won virtually every sales award…
Expert
Jeff Blackwell
Jeff Blackwell is the founder of SALESPRACTICE.COM
Expert
Jeff Gee
Jeff Gee is the consummate salesman. He has spent the last 35 years selling, managing, and studying human communication. In 1983 he was brought to the U.S. from the U.K by a multinational company to improve sales and employee productivity. In 2 years, he increased U.S. sales by 60%. During that process, Jeff realized…
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Jeff Hardesty
Jeff Hardesty Jeff Hardesty is President of JDH Group, Inc. and Developer of the X2 Sales System®. Jeff’s first career encompassed 14-years was as a professional Pilot, where he accumulated over 7500 incident free hours of logged flight time. As the industry evolved to hold more rated Pilots than there were seats av…
Expert
Jennifer Gilbert
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Jill Konrath
Jill Konrath is a recognized sales strategist in the highly competitive business-to-business marketplace. She's the author of the instant sales classic, SNAP Selling. Her first book, Selling to Big Companies, was selected by Fortune magazine as one of 8 "must read" for sellers and an Amazon Top 25 sales book. As a fr…
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Jim Klein
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Jim Meisenheimer
Jim Meisenheimer publishes the Start Selling More Newsletter. The focus is on common sense sales tips and selling strategies based on practical ideas that get you immediate results. You can get more information and sign-up for my FREE Newsletter at http://www.startsellingmore.com Discover the 12 Best Sales Questions…
Expert
Joe Nunziata
Joe Nunziata is an internationally known speaker and bestselling author. He has been delivering his life changing message at events and seminars since 1992. Joe has been working in the areas of personal development and human potential for over 20 years. His unique blend of spirituality, psychology, philosophy and the…
Expert
Jorge Pinkus
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Justin McSharry
For over 15 years, Justin McSharry has worked with organizations in a variety of ways to make an impact. He founded EvoLeadership Academy from his passion for facilitating change in individuals and organizations who are ready to make a bigger impact in their business and with their stakeholders. Justin is a lifelong s…
Expert
Justin Zappulla
Justin Zappulla - Managing Partner Justin Zappulla’s career has been highlighted by remarkable performance in sales, sales management and sales operations. Along the way, he has made a rapid climb from sales to corporate leadership positions and into sales performance consulting roles. Today Justin, Managing Partner…
Expert
Karl Taylor
My name is Karl Taylor and I have worked at Director level in the UK Office cleaning industry for almost thirty years. It wasn't an easy start though. I wasted five years cleaning carpets and windows to make a living and I still hadn't got anything to show for it. I should have been able to win cleaning contracts eas…
Expert
Keith Rosen
Keith Rosen is fanatical about increasing your sales and helping you achieve what matters most to you. That's why almost half of the Fortune 1000 Companies and the top companies in six major industries chose his training and coaching solutions. He is the Executive Sales Coach that top salespeople and managers call fir…
Expert
Kendra Lee
Kendra Lee is a top IT Seller, Prospect Attraction Expert and author of the award winning book “Selling Against the Goal” and president of KLA Group. Specializing in the IT industry, KLA Group works with companies to break in and exceed revenue objectives in the Small and Midmarket Business (SMB) segment. Ms. Lee is a…
Expert
Kerry Martin-Moore
I fell into sales... literally. Ever since, I've enjoyed the opportunity to do Sales: Listen to clients, understand their needs, identify if my solution will work for them, communicate that to them in a value-based solution sell, and then, help them implement it. As part owner of 3:17 Consulting Services, I help sal…
Expert
Kevin Nations
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Kim Duke
Kim Duke is The Sales Diva! She's an unconventional, sassy and savvy sales expert that shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Her extensive sales background was based in the media - 15 years working with two of Canada 's largest te…
Expert
Lawrence Rosenberg
Lawrence Rosenberg is the author of Chase the Championship, The Ultimate Art of War, and Competitive Persuasion. His books and training inspire sales professionals to develop extraordinary expectations and realize record breaking success by empowering them with elite-level skills, process and psychology. Lawrence is…
Expert
Lee Salz
Lee B. Salz is the Founder and CEO of Sales Architects. A leading sales management strategist, Lee specializes in helping companies hire the right sales people, onboard them effectively and efficiently and align their activities with the needs of the business. Using his sales architecture methodology, his clients migr…
Expert
Linda Zumstein
2006 Stevie Award Winner - Best New Product of the Year The 2006 Winner of the Stevie Award for Best New Product of the Year and a two-time Finalist for the Sales Excellence Award for Sales Training Program of the Year, Linda Zumstein has achieved international recognition and acclaim for her cutting-edge online sale…
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Lorna Riley
Named "Consummate Speaker of the Year," Lorna Riley is 25+ year international professional speaker, trainer, published author, and CEO of Chart Learning Solutions & the American Training Association. She is a member of the National Speaker's Association and has earned the Certified Speaking Professional designation, a…
Expert
Lorrie Morgan-Ferrero
Lorrie Morgan-Ferrero founded Red Hot Copy (www.redhotcopy.com) in 1999 in an effort to work anywhere, raise her family, and still make a good living. Her background in jou alism and acting prepared her for the competitive nature of copywriting. Lorrie’s words have sold products in a variety of industries including,…
Expert
Louis Jordan
My staff and I hold Sales Leadership positions within some of America's largest and most successful companies. Over the years we have complained, often, about the lack of good quality web sites available to sales people. In our experience most of them were hosted by someone who never carried a quota or was just tryin…
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Mark Hunter
Mark Hunter, "The Sales Hunter," is a consultative selling expert who helps individuals and companies identify better prospects, close more sales, and profitably build more long-term customer relationships. Since founding his company in 1998, his mission has been to help individuals and companies dramatically improve…
Expert
Marshall Northcott
Since founding Elite Training Systems in 2001, I have partnered with dozens of sales organizations in varying capacities to elevate individual and team performance and increase overall revenue generation and profitability. Through the delivery of public workshops and customized on-site training, I have educated thousa…
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Michael Macedonio
Mike Macedonio is the President and Partner of the Referral Institute. The Referral Institute is a training, coaching, and consulting company specializing in proactive referral systems. Michael and his business partner Dr. Ivan Misner co-authored “Truth or Delusion, Networking in the Real World” which has hit several…
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Michael O'Grady
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Mike Brooks
After 25 years in sales, I can tell you this – the 80/20 rule is still in effect. 80% of the sales and revenue in a company or industry is still made by the Top 20% Producers. Regardless of what product or service you’re selling, you’ll find this to be true. In fact I’ll bet you can name the Top Producers in your comp…
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Mike Monroe
Mike Monroe is a Christian, husband, dad, marketer, and wannabe athlete. In 2000, Mike joined Vector Marketing, where he learned to stick out from the crowd and developed as a professional.
Expert
Nancy Drew
Nancy Drew, founder of Drew & Associates, is a real-world expert on dynamic sales with a passion for sharing her unique, proven methods for igniting business sales and success. Nancy’s custom training programs, seminars and coaching help entrepreneurs around the globe grab hold of their business’s full potential by gi…
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Niall Cassidy
Niall Cassidy earned a degree in Psychology from a top university in the United Kingdom. After graduation, he spends most of his time and effort in mastering the art of persuasion and acquiring the techniques to influence others efficiently. Having read numerous books on the subject and studied under a Licensed Master…
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Niall Devitt
Niall Devitt- Our Training Specialist and Business Mentor Niall Devitt is our senior training consultant, business mentor and facilitator. With over a decade of experience working as senior sales manager and trainer for some of Ireland’s top companies his expertise lies in creating and implementing performance driven…
Expert
Nick Moreno
Nick Moreno, founder of The National Sales Center, is a well-established sales training consultant with more than 30 yearsof experience providing excitement, empowerment and benefit to those he trains. Offering a competitive sales training advantage through education and cutting edge programs, his system, The Progress…
Expert
Nicki Weiss
A Certifiedr Professional Sales Management Coach, Master Trainer, and workshop leader, Nicki Weiss brings 25 years of experience to sales leaders and teams. Her style has been described as "fun", " energetic and challenging", "warm", and "grounded in common sense and focused on results." Since 1992, Nicki has trained…
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O.L. Houston
After graduating from college, O.L. Houston began a sales career within the insurance industry. During an annual sales meeting that involved seminars by noted psychologists, he became fascinated by the role of temperaments in the human decision making process. He began using temperament selling during every presentati…
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Orvel Ray Wilson
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Patrick Morin
Patrick Morin is the president and COO of BrightHammer, LLC, a venture management firm that specializes in strategy with an emphasis on sales and marketing development. BrightHammer works with select start-ups, growth companies, and turnarounds to stabilize operations and ramp up revenue and employee performance. It i…
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Paul McCord
Best-selling author, speaker, sales trainer, and consultant, Paul McCord is an internationally recognized authority on prospecting, referral-selling, and personal marketing. Paul has spent 28 years in sales, sales management, training and consulting with a concentration in the financial services industry. He has sold…
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Peter O'Donoghue
Hi, I'm Peter O'Donoghue and I am a sales expert. I run the succesful sales training company, Sales DNA. We focus on business to business sales training and giving salespeople and business owners the skills and confidence to sell more.
Expert
Philip Gerber
With over 40 years in sales and marketing as well as owning over a dozen companies, Phil Gerber has developed a significant portfolio. He has utilized the principles developed through his experience to make his sales teams the most successful in their respected industry. He has literally “been there and done that”. As…
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Robert Workman
Robert Danger Workman offers a consistent successful track record in sales that has spanned the last four decades and is the author of the best-selling book, Hired Gun: You’re #1 and Somebody Hates it. Robert has published numerous sales training/human development programs and spoken to thousands of sales reps globall…
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Robin Jay
Robin Jay is the producer of the first FUNNY personal development movie, "The KEEPER of the KEYS", starring Jack Canfield, John Gray, and Marci Shimoff, along with 15 experts from around the world. Robin is an award-winning author, filmmaker, motivational speaker, mentor, and publisher. She became frustrated with the…
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Rochelle Togo-Figa
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Roy Chitwood
Roy is President of Max Sacks International, a Seattle-based sales training, marketing, and management consulting firm, that since 1958, has been helping companies such as Cola-Cola, Hewlett-Packard, Alcoa, IBM, Singapore Airlines, Club Med, Bank of America and thousands of others increase sales and profits. Roy is t…
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SAYED SAJJAD HUSSAIN
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Scott Schilling
Scott Schilling is the founder of Schilling Sales and Marketing, Inc.—an organization committed to providing Inspired Answers to Today's Challenges through sales training, consulting, coaching and implementation strategies. Bottom line, Scott helps people like you and organizations like yours grow market penetration,…
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Sench Johansson
I'm about business planning and sales forecasting. I teach starting a business and business planning. I taught starting a business at the University of Oregon for 11 years. I do a SCORE workshop on business planning every quarter; and I am now doing guest teaching with two small business development centers. I am work…
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Shane Gibson
Shane Gibson is an internationally recognized speaker, trainer and entrepreneur who has addressed several thousand people over the past fourteen years in Canada, the US, South Africa and South America. As co-author of "Closing Bigger the Field Guide to Closing Bigger Deals" He combines a diverse background in sales fo…
Expert
Skip Anderson
As a sales trainer and business consultant, I work with companies and individuals who want to maximize their sales effectiveness. My expertise is in the B2C selling sector, which includes home improvement sales training, retail sales training, and training for insurance, real estate, and financial professionals. I am…
Expert
Stephen Craine
Stephen Craine is a successful working sales manager and trainer for a major UK company. He has combined 20 years of sales and sales management experience, with a wide range of training and coaching disciplines. Imagine having sales help that includes NLP, performance coaching, motivation training, and a track record…
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Steve Eungblut
Steve Eungblut is a highly experienced business leader and the managing director of Sterling Chase Associates. Sterling Chase delivers transformational sales training, business development and leadership development solutions for organizations in the UK and around the globe. Prior to Sterling Chase, Steve held a num…
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Sue Anne Errics
Remember that kid who won the bike for selling the most at the school fundraiser? That was me. I’ve always had a gift for selling. But when I attended college in the 70’s, women didn’t go into sales as a career. So I became a teacher. Finally, when one of my girlfriends got a job in sales in the early 80’s, I applie…
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Susan Enns
Susan A. Enns is managing partner of B2B Sales Connections, the specialized job board, free resume listing service and sales training website for business to business sales professionals. She has a proven track record of success, with over 22 years of direct sales, management and executive level business to business e…
Expert
Tim Connor
TIM CONNOR, CSP World renowned speaker, trainer and best selling author. Tim is the President and CEO of Connor Resource Group, Peak Performance Institute and founder and CEO of Professional Sales Association Of America. He has been a full time professional speaker, trainer, coach, consultant and best selling author…
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Tom Hopkins
Tom Hopkins is an authority on the subject of selling. He is known as America's #1 sales trainer. Tom is quick to admit that his early sales career was not successful. In fact, he failed miserably during his first six months of selling. He learned that the secret to high level productivity is combining a desire to sin…
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Tony Alessandra
Dr. Tony Alessandra has a street-wise, college-smart perspective on business, having been raised in the housing projects of NYC to eventually realizing success as a graduate professor of marketing, entrepreneur, business author, and hall-of-fame keynote speaker. He earned a BBA from the Univ. of Notre Dame, an MBA fro…
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Victor Antonio
A poor upbringing from one of the roughest areas of Chicago didn't stop Victor Antonio G. from earning a B.S. Electrical Engineering, anr MBA and building a 20 year career as a top sales executive and manager. He was President of Globalr Sales and Marketing for a $420M company and prior to this he was Vicer President…
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Vincent Peters
A U.S. Air Force veteran and MBA, Vince has spent over thirty five years in the business world in sales and sales management positions for the pharmaceutical, consumer products and publishing industries. The bulk of Vince's experience is in the pharmaceutical industry, where he has held the positions of National Sales…
Expert
Virgil Stanphill
Background and experience include: Consultant, Marketer, Sales Trainer with 25+ years experience in marketing & direct sales. Discover how to use Social Media to create "Sales Funnels" into your business.
Article
Moments Of Magic
In 1981 Jan Carlzon took over as chairman of one of Europe's nmost poorly rated airlines, Scandinavian Airline Systems n(SAS). That year the company reported an $8 million loss, nafter having lost $20 million the previous year. Carlzon nquickly implemented many changes; the most important of ...
Article
Attentiveness
Attentiveness means being aware of what's going on in your environment. It can be as simple as noticing when someone is getting bored, to sensing that now's not the right time to put your ideas across. It's knowing when to act and when not to act. Attentiveness is also the ability to tune into ...
Article
Follow-Up vs Follow-Through
What is your "follow-up reputation" in your business? Is it 'always and promptly'? Or, is it 'usually fairly timely'? Or, could it be 'doubtful it will get done'? The highest performers keep their promises and exceed the expectations of their prospects and clients. Be a bear about this one. It isn't a task to be ...
Article
Stop Losing Your Customer's Trust
It's been said many times that prospects must feel they can trust you before they will buy from you. But what does "trust you" really mean? It's simple. Prospects need to know you and your company will do exactly what you tell them you will do, when you said you will do it. Every time you fulfill a commitment, you build trust. Every time you break a commitment, however, you lose trust. In fact, you do more damage than if you never made the promise in the first place.
Article
Why Will Your Prospect Buy Today
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow? To answer that, you must first define what exactly a prospect is.
Article
Productive Joint Field Work-A Five Step Process
Joint field work is where you and your representative make sales calls together. The sales representatives benefit and learn from your knowledge and experience, yet they are still are not working without a net, so to speak. The problem most sales managers have when doing joint field work is they end up taking over the call completely. Some even forget the sales person is in the room! This does nothing to train or develop the sales representative.
Article
I Don't Have Time To Prospect
“I don’t have time to prospect!” There’s a line that will send your sales manager scrambling to search through their resume database. To survive in sales, finding the time to prospect is not optional! Every sales representative needs a steady stream of new opportunities entering their sales funnel if they expect the right amount of sales flowing out. Most sales people know they need to prospect regularly in order to be successful in the long term. In fact, virtually every sales professional could improve their results if they just did more prospecting.
Article
Do You Know Your Minimum Selling Price
Experience has shown no matter where you set your minimum selling price, a sales representative sooner or later will ask you to lower it. The question is not whether you will be asked permission to discount; the question is when should you say yes.
Article
What You Must Do Immediately When An Employee Leaves Your Company
I have been trying to track down a billing issue with a company for over a month. After sending yet another follow up email to my account manager today, I finally received a response. It started out by saying “So-and-So is no longer with our company…” The first thing that crossed my mind was how long has So-and-So been gone, and more importantly, how long have emails from his customers been going unanswered.
Article
Subliminal Messages Sales Training Can Make Your Sales Skills More Effective
Subliminal messages are a great sales training resource that can be added to your existing sales skills. Subliminal training can effortlessly stimulate your mind and add a new dimension to the way you use your sales training. All you have to do is put on a set of headphones, listen to a sales training CD or MP3 subliminal messaging training track, and your unconscious gets directly targeted subliminal messages. It’s as easy as that. I do not advise that subliminal messaging be used to completely replace effective practical sales training.
Article
Subliminal Messaging That Builds A Successful Sales Mindset That Will Increase Your Sales Results
Subliminal messaging is the effortless way to build a positive sales mindset and make your sales skills more effective. Have you ever seen successful sales people and wondered how they constantly achieve top results. Even when they have only the sales skills that others have, and use the same selling techniques that less successful people do, they still achieve consistent high sales results. The difference between these two types of people is all within their minds, and their beliefs. This is where subliminal messages can help. Successful sales people have drive and ambition.
Article
Positive Thinking Motivation Technique For Self Improvement And Personal Success
Positive thinking gives you the ability to see the positive possibilities in every situation. You can now use this one simple self improvement technique and gain the many benefits in both your personal and professional life that others miss. Imagine being able to stop those negative influences, and especially negative people, that are outside of your control from bringing you down.
Article
A Sales Prospecting Technique That Steals Your Prospects And Customers
Protect yourself and your sales team from this sales prospecting technique that is used to trick you into giving away the details of your best sales prospects and customers. It’s devious, underhand, and a scam that can catch out even the most experienced of sales people. In fact the more motivated and career focused you are the better this sales trick works.
Article
7 Things You Should Not Do On A Resume
Over the years I have seen hundreds, maybe even thousands of resumes and I continue to review resumes every day. Based on this experience, I can state that many applicants do nothing to help themselves gain employment. In fact, in many cases, it did the exact opposite! The amazing thing is that the reasons why their resumes did not help were completely preventable! 7 Things You Should Not Do On a Resume 1. Make your contact information hard to find. Your contact information, including name, address, phone and email, must be front and center on page 1.
Article
Do You Always Have To Lower Your Price?
Are you always asked to lower your price? Does every prospect start to negotiate with you? Most sales people would answer with a very definitive yes! Of course we all face this! The reason is that consumers and buyers are trained to ask for a lower price, no matter what. Think about it. Would you walk into a car dealership and pay the price listed on the windshield? Probably not. Don’t be surprised if you are asked to negotiate to a lower price, expect it. What you can do, however, is change the way you handle it.
Article
Don't Be Your Own Worst Enemy
I participated in a few charity golf tou aments this summer. At each one, I kept hearing the same comments from some of the participants. “I never hit the ball well off the first tee.” and “I won’t make the putt because I am not a good putter.” Interestingly enough, everyone who made those comments was right! They didn’t hit well off the first tee. It wasn’t that they couldn’t hit the ball because they certainly did off the next tee, but why not the first? The reason is they kept telling themselves they wouldn’t.
Article
The Right Place At The Right Time
This is a true story. Over the course of a year, a local branch manager had 7 separate photocopier sales people conduct face to face prospecting calls on her business. However, since the current equipment was on a lease with an expiry date far into the future, it was not the right time in the buying cycle to start the sales process. The branch manager asked each sales rep to call back on the same specified date in the future. Of the 7, only 2 sales reps called back. Only 2! Although this may sound unbelievable, it is more often the rule than the exception.
Article
How To Write An Effective B2B Sales Resume
The purpose of your resume is to move you to the next step in the hiring process. Whether that is the initial interview, or to complete personality, compatibility or skills testing, if your resume moves you forward, it was effective. Over the years, I have seen hundreds, maybe even thousands of B2B sales resumes, the vast majority of which did nothing to help the applicants obtain employment. In fact, in most cases, it did the exact opposite! So why are even the best B2B sales professionals being passed over by their desired employers?
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Do You Set The Right Expectations
Every time a potential customer has contact with you or your company, an expectation has been set as to how the business relationship is going to work. If a website promises 24/7 technical support, it creates an expectation. Or if you promise installation within 24 hours, the customer now expects it. Why? Because you told them to! It’s been said many times that prospects must feel they can trust you before they will buy from you. But what does “trust you” really mean? It’s simple really.
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Tracking Your Sales Activities
Chances are, as a job requirement, you must submit a weekly sales report to your sales manager. Some sales representatives, normally those not at quota, perceive these sales reports as a policing action. “The boss is only checking up on me to ensure that I am doing my prospecting calls.” Believe me when I tell you that your sales manager already knows if you are making your calls or not, regardless of whether or not you are submitting a sales report.
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Control Your Sale's Time Frame
Many sales representatives absolutely dread their monthly sales forecasting meetings with their sales manager. Why? Often, it is because they really don’t know what is the next step to close the sale. More importantly, they also don’t know when that step is going to happen. As such, their forecasting accuracy is less than desired, and that makes for some unpleasant meetings! To eliminate this, as sales professionals, we have to do a better job of controlling the time frame of each potential sale.
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Watch Your Sales Language!
Ever since we were young, we have been taught to watch our language. “Mind your p’s and q’s, and if you don’t have anything nice to say, don’t say anything at all.” A sales person knocked on my door the other day. The experience served as a reminder that professional sales people must also watch their language, their sales language that is. Every time I asked a question, he responded with “don’t worry about it”. The whole experience reminded me that everything we say to a customer can affect their perception of us, and not always in a positive way.
Article
What Is Your Goal?
At the start of every year, we tend to look forward and set both personal and professional goals for the year. Take a moment and think back. Did you reach the goals you set for yourself last year? If not, it’s probably because you did not develop a plan of action to achieve them. When you are in a performance-based career like sales, goal setting is vital to your success. Vital yes, but without a plan of action on how to achieve your objectives, the annual ritual of goal setting is just an exercise in futility. So what are your goals?
Article
What Is Your Headline?
When people read the newspaper, it is very rare they read every line of every article. There are just too many articles and too little time! In reality, people only have enough time to scan the paper, reading only the articles where the headline has caught their interest. Similarly, it is rare for prospects to meet with every sales representative who calls. There are just far too many sales representatives and too little time!
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Where Do You Prospect?
Have you ever been told, “Here’s your business cards, there’s a street. Now go and bang on some doors.”? Or how about, “Here is the phone book, start dialing!” Although these shotgun methods of prospecting may produce results, it really is sheer luck if they do. The chances that you happen to knock on the right door, or dial the right number, at the exact time when a prospect is ready to buy are actually quite slim. Granted, sales is a numbers game, requiring you to make a certain number of calls to find one prospect, but what if you could improve the odds?
Article
To Script Or Not To Script!
Whether it’s a prospecting approach, a fact find, or a presentation, there has always been plenty of disagreement among sales professionals as to whether what will be said should be scripted ahead of time. Those that say that every sales call should be scripted, regardless of its purpose, believe that without a preplanned script, important information will be missed, therefore decreasing the chance of making the sale.
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My Perception Is Your Reality
Prospects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons. For example, why do people buy cotton swabs? Whatever answer came to your mind is the correct answer, but it is only the correct answer for you. Fashion models may see these products as cosmetic applicators, whereas parents may see them as ear cleaners for their children.
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How to Stop Sexual Discrimination Against Women At Job Interviews
Sexual discrimination against women still exists in job recruitment and promotion interviews. It can happen in job interviews when an employer is conce ed that a female applicant may want time off work on mate ity leave or parental care. So if you’re a woman going to a job interview what can you do to stop any discrimination and give yourself a better chance of gaining the job. While open sexual discrimination is no longer allowed, it can still happen in a covert way and it can never be fully prevented by legislation alone.
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Elevator Pitch Techniques To Close More Sales
An Elevator Pitch is a technique that you can use in sales meetings, prospecting, and telesales and appointment making calls. The sales technique makes your first contact with a buyer more effective and will help you close more sales. An elevator sales pitch will help you introduce yourself to potential customers with a conversation that hooks the buyer into your sales pitch. You can make a short, concise, sales introduction that grabs the prospect’s attention and moves them towards closing the sale.
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How To Choose A Sales Training Program
Whether you are a corporate sales executive needing to increase company revenues, a sales manager wanting to improve your team’s results, or a sales professional looking to invest in your own self improvement, you need to evaluate any sales or sales management training course properly before buying it. All courses are not created equal and a high price tag does not necessarily guarantee results. Do You Really Need Sales Training? The first decision you need to make in choosing a sales training program is whether you even need sales training in the first place.
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How To Become An Expert On Any Subject
Let's get right into our topic, shall we? To be successful, a good salesperson needs to build rapport with their customers and prospects. If you're selling to business people, and you want to gain rock solid credibility with them, nothing builds trust faster than displaying an intimate ...
Article
How To Identify The Essentials Of Writing A Sales Letter
Once you decide to write a powerful, money-making sales letter, an important thing to realize is that there are two structures you're building simultaneously. One which is seen – the physical structure. The other which is unseen - the “invisible” (psychological) structure. The physical ...
Article
Conducting Effective Workshops
Conducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Article
Dealing With Difficult Customers/Physicians
Dealing with difficult customers is a never-ending challenge that we must constantly face in the business world. While there will always be difficult customers, and we can never completely avid them, there are some things that we can do to make our jobs easier. Let’s take a look at what goes ...
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Marketing And Promoting The Training Department
One of the most important activities of the training department is, the promotion and marketing of its products. So many times we get wrapped up in training people, developing new training programs, and testing, etc, that we lose sight of the big picture. We need to look back and define our ...
Article
Conducting Effective Training Workshops
Conducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Article
Marketing And Promoting The Training Department
One of the most important activities of the training department is, the promotion and marketing of its products. So many times we get wrapped up in training people, developing new training programs, and testing, etc, that we lose sight of the big picture. We need to look back and define our ...
Article
How To Identify The Essentials of Writing A Sales Letter
Once you decide to write a powerful, money-making sales letter, an important thing to realize is that there are two structures you're building simultaneously. One which is seen – the physical structure. The other which is unseen - the “invisible” (psychological) structure. The ...
Article
Sales Letter Training- The World's Greatest Copywriters #1 Secret
OK, let's get get right to it: The "#1 Secret" of ALL great copywriters is they never try andnre-invent the wheel. nnn(In a moment I'll give you a tip on how you can take advantage of something they ALL do.)nnn--------------------------------------------------------- Again, they never try ...
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Why Copywriters Make Better Lovers
Well let's see now. Since my wife has been married to this freelance copywriter for just over 27 years, I think it's a safe bet to say she'd vouch for (most) everything I'm about to share with you, on why copywriters make better lovers. With all the work we do, there's nothing wrong with ...
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3 Easy Steps to Writing Persuasive Sales Letters
Quick - name a product or service that doesn't rely on persuasion in some shape or form, to move people to action and sell more goods? Stumped? I can't think of one either. Which is why I know you'll benefit from the simplentips I'm about to share with you. Persuasion, like any other skill, ...
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A Slick Way to Position Yourself And Outsell Your Competition
Business in America – isn't it great? It's also challenging. So challenging, in fact, that you can never let up. Take it easy and rest on your laurels and you're “toast”, as they say. Well here's a great way to place yourself in the lead position, at least for awhile. ...
Article
#1 Secret of The World's Greatest Copywriters
OK, let's get get right to it: The "#1 Secret" of ALL great copywriters is they never try andnre-invent the wheel. nnn(In a moment I'll give you a tip on how you can take advantage of something they ALL do.) Again, they never try and re-invent the wheel. Do you believe that? The "great ...
Article
Can The Right Headline Really Make You Rich?
Copywriters have advocated for years how critically important headlines are to the success of any advertisement or sales letter. Because they are. To prove it they often quote copywriting legends such as John Caples, who pointed out “If the headline of an advertisement is poor, the best ...
Article
7 Step Plan For Internet Success When Starting From Scratch
Here's what I'd do, in order, if I wanted to start an internet business, and I was starting out completely from scratch. I would: 1. Focus like a laser beam on ONE niche at a time - and not advance to another until I was either successful in that niche, or, learned enough about it to know ...
Article
Conducting Effective Workshops
Conducting effective workshops is one of the constant challenges facing all trainers. We will try to look at the most effective ways to conduct workshops, ways that will make the workshops not only valuable for the attendees, but valuable and rewarding for trainers too. In order to conduct ...
Article
Dealing With Key Healthcare Players
Today’s healthcare industry is coping with the effects of change. While global pharmaceutical companies have been dealing with governmental controls for years, U.S. – based companies are seeing the process accelerate from a gradual shift to an abrupt, ove ight reversal. Today’s marketplace ...
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Handling Sales Objections To Price And The Real Reasons We Get Them
Sales objections can be the obstacle stopping you achieving sales career success. So imagine what you could achieve if you understood why we get them, and how to handle sales objections successfully. I’m not going to tell you what to say when a potential buyer hits you with an objection. Smart rebuttals and rehearsed replies don’t work because they don’t get to the buyer’s beliefs that support and help form the sales objections. Think of this as a sales martial arts approach.
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The Feel Felt Found Sales Objections Technique
A sales objections technique that‘s really effective for retail and showroom sales. Feel Felt Found and has been used and proven successful for direct sales to the public. It works on those sales objections that are formed by customer’s feelings. Used by many small businesses, and people ...
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***How to Handle an Angry Client
Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening. Either the ...Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening.
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Appointment Setting Cold Calling Scripts to Grow Your Small Business Sales
Appointment setting cold calling scripts will help you to make sales appointments that will benefit your small business by using a sales appointment process as a base for your call. If you are making sales appointments for your business now and getting it wrong, it’s costing you time and money, ...
Article
How Do I know if Sales Training is Right for Me?
"This sales training will increase your sales." How often have you heard that when looking for sales training? Whether it’s a book, a CD, DVD, or a live course by a well known sales trainer, how do you know if it will work for you. If you’re investing money into improving your sales skills, or ...
Article
Being Aware of Unique Cultural Needs
If you do business with people from cultural groups different than your own, you would be wise to invest some time understanding their cultures as well as their needs in terms of your products and services. You may not necessarily be doing business with people in another country, but with those ...
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***Getting People to Buy
What do people want when they come into your place of business or contact you? What makes them choose your product over someone else’s? The specific answer to those questions can only come from your satisfied clients. However, I can address the general answers to help you get started on acquiring satisfied clients in the first place.
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Defining Success
At the age of six, Corinne Archer* started putting in long hours training in her sport. Long before she entered her teens, she had fixed her mind on a single goal: to win an Olympic gold medal. From then on, she crushed everything out of her life that didn't contribute to her goal. Every ...
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Spirituality Conflicts With My Career As A Salesman
Spirituality, religious beliefs, and a sales career can oppose each other and cause internal conflict. One of the people I recently coached had a clash of beliefs when he moved from a customer service job to a role in direct sales. His beliefs about using selling techniques to influence others ...
Article
Free Sales Training on Appointment Setting
This free sales training is focused on how to ask for the buyer’s agreement to a sales appointment. A lot of sales training, on how to make sales appointments, focuses on the opening lines of the cold calling script. They use cold calling tips on grabbing the prospect’s attention and getting ...
Article
Interview Tips on Job Interview Preparation from a Working Sales and Recruitment Manager
These interview tips on how to prepare for sales job interviews can be the difference between success and failure. These job interview preparation tips come to you from an experienced sales manager with over two decades of sales recruitment experience. They will help you to prepare the evidence and examples of your experience and skills to match the job you are applying for.
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Motivation Techniques and Sales Team Training on How to Motivate Employees Using Free Web Resources
Motivation techniques are often omitted from sales team training. Practical sales skills training is easier to present, and doesn’t require the same research and preparation time. Many sales managers and small business sales directors just don’t have the time to focus on how to motivate employees. Motivating sales people requires regular blasts of effective training, belief changing viewpoints, and support and ideas on goal setting. All this takes time and more urgent tasks pile up on a mangers desk and take priority.
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Integrating Motivation with Training
People learn faster and better in training sessions that are motivational. We would like to cover some skills that trainers can use to make their classroom sessions more motivational. We will look at the principal sources of training related-motivation. We will also review specific techniques in the classroom that will enhance the motivation of participants both in the classroom and back on the job. We need to ask the question, what causes participants to be motivated to learn new skills during training, and to use those skills after training?
Article
Money Making Scams and Mind Games, Used By Sales People to Close a Sale
Money making scams, unethical selling techniques and mind games, are still used by some large and small business sales teams. These short term gain techniques are really bad business practice and can bring down not just a business but a whole market place. I’ve listed below some of the common scams sales people use when persuading customers to buy from them. Look at the reputation some industries are now trying to claw their way back from. Holiday clubs and time share, estate agents and realtors, double glazing and direct sales for home improvements.
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Use Consultative Selling Techniques to Combat Economic Uncertainty
With the public and commercial sectors of Western markets dealing with an on-going lack of assurance, cuts in investments, and strong competition, a lot of B2B sales people are now working in conditions more demanding than ever before. These demanding circumstances have made the sales cycle much more problematic and time-consuming for salespeople. Buying decisions are either being commoditised and purchased on selling price, or they are being dealt with as strategic decisions and being made at a more senior level, irrespective of the industry or size of business.
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Develop Consultative Selling Skills to Get Hired!
The coming year should be very interesting. Economic forecasts hint that the quantity of job opportunities and scope for career progression is going to reach an all time low. Nevertheless an effective array of sales techniques are always going to be extremely valuable to employers and, although times are difficult, you're still going to be able to receive a high level of income so long as you get the job that is right for you! But what job is "right" and which sales techniques do you need to aready have or acquire?
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How Do You Know When It's Time To Search For New Employment?
There comes a time when many of us evaluate the past and look forward to a better future. For some, that means the question arises as to whether they should make a career change and start looking for a new postion. Should you move to greener pastures with a new employer? After all, we spend far too many hours at work not to be happy in what we do. On the other hand, changing positions is risky as you really don’t know what you would be getting into. The devil you know is better than the devil you don’t, as they say..
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Sales Professionalism
The challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve. I must tell you, though, that the highest paid professional ... The challenge with too many salespeople is that they decide at first to 'try' selling for awhile. They don't commit 100% to it as a career because they are afraid of being wholly responsible for the level of income they achieve.
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Success is a choice
Success is a Choice Achieving sustained success is not all that complicated, unless we choose to make it so. Success is truly a choice. For many, the benefits of success are illusive. These people struggle, search and try year after year to create a life filled with financial security, ...
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Are you selling at the right level?
Are you selling at the right level? One of the common mistakes salespeople make is they fail to recognize at what level they should be selling their products or services. There are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling ...
Article
Can you handle a few tough questions?
Can you handle a few tough questions? If I could ask you ten questions, the correct answers to which would ensure your growth, increased sales, and profits this year would you take the time to ask them of yourself? Your answers to some of these questions could have a tremendous impact on your ...
Article
Disciplines of Champions
To live a successful life, one of your major goals must be to honestly evaluate yourself and continually strive to become the person you would really like to be. If you want to be a champion in sales, the qualities and characteristics you must develop to do so, will also make you a champion in ...To live a successful life, one of your major goals must be to honestly evaluate yourself and continually strive to become the person you would really like to be. If you want to be a champion in sales, the qualities and characteristics you must develop to do so, will also make you a champion in life.
Article
Ten Characteristics of a Great Manager
Being a good manager is like putting a jigsaw puzzle together. The first time you try to fit the pieces together, it takes a while to get everything to fit smoothly. The second time you attempt to make the pieces fit, you are a little more familiar with the pattern. Each time after that, it becomes more and more natural to easily match everything together and have it all turn out right. The pieces of the puzzle a manager has to put together are: 1. advertising 2. recruiting 3. holding productive meetings 4. motivating a person who is in an emotional or financial slump
Article
Understanding Questions
Champion sales professionals know that the best mode of operation is to ask questions and to listen to the answers. Although nearly all children ask questions, somewhere along the road of life, we stop asking - or, we ask fewer questions. Some of us even get to the point in life where we feel stupid asking questions. I’m a firm believe that the only stupid question there can possibly be is the one that’s never asked.
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Eliminate Demotivators from Your Life
If you’re one of the millions of people who never seem to get what they really want in life, the reason may be a few simple attitudes you have acquired that I call ‘demotivators.?In my experience training thousands of professional salespeople, I’ve found four common demotivators that we must ...r
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***How to Set and Achieve Your Goals
Here are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life. 1. Your ... Here are five conditions that must be worked into your goals. All are essential. Hitting four out of five is no good ?leave one condition out of a goal, and that goal won’t be reached. Put all five conditions into a goal, and you’ve got one that will become a reality in your life.
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Procrastination - A True Enemy To Your Sales Success
Happy New Year! We are only a few weeks into the New Year and already the gyms are less full than they were the first week of January and many have already cheated on their diets. Similarly, sales people are already missing their daily sales activity targets, so they are no closer to earning their annual income bonuses this year than they were last year. Why is it we all start the New Year off with such high hopes, only to let them fall by the way side a short time later? In a word, procrastination!r
Article
Why Most Sales and Sales Management Training Courses Fail
If you have invested in sales or sales management training, you probably have not been satisfied with the results. In many cases, after spending tens of thousands of dollars on sales training programs, there was no positive change in behavior or no measurable improvement in sales results. Why Most Sales Training Programs Are A Waste of Money
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Closing from a Distance
In the past, most companies have divided territories by geographical area. Today, many salespeople specialize in particular products or services and concentrate on clients who have needs that match the products. So, companies are more likely to claim as your territory any client who has a need for your specialty. That means your client base may well be anywhere in the world. If that’s the case with you, you’ll do very little face-to-face selling and a whole lot of remote closing.
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The Value of Good Customer Service
One of the biggest challenges facing any business is keeping in balance. In many businesses, more emphasis is put on getting new business than serving existing clients. Next to sales functions, customer service functions are vital to overall success and must be given appropriate emphasis. Poor customer service will cost a company as much business as will having a poor sales person in the field. Both can damage a company’s reputation and potential for future growth.
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***QUALIFICATION
Have you ever spent an hour or more preparing and giving an eloquent demonstration to a prospect, only to learn, that they couldn't use the features, couldn't afford it, or are not authorized to make the final decision? You may be a great closer, but it doesn't matter how many closes you know, if you're not closing a qualified prospect.
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***Seven Steps to Getting Referrals
The easiest lead to close is a referred lead. Unfortunately, not many mortgage brokers have mastered the art form that the process entails. I’ve developed a simple, seven-step process to obtaining referrals that will give you so much more success in developing your referral business that you will make it an automatic part of every selling situation.
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***Closing through the buyer's eyes
Several years ago, I attended a banquet for top salespeople. Before I gave my talk, the speaker introduced someone in the audience and said, "This man earned twice the national average in sales last year ..." The speaker's manner suggested that it was quite an achievement. But, it has been done by many, so everyone craned their necks and looked at the man in puzzlement.
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FAB Selling is Dead and Sales People Need to Work Smarter
With both the public and commercial sectors facing an ongoing lack of confidence and cut-backs in spending budgets, and competition becoming more aggressive every day, sales people are operating in an environment that is more challenging than ever before. As a result of these exte al pressures, senior decision-making executives are making the sales process much more difficult and time-consuming for B2B sales professionals.
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A Diversified Prospecting Approach Works Best
As President of the Sales Professionals of Ottawa, I was lucky enough to moderate a panel discussion entitled “How To Hunt In Today’s Jungle”. Each panelist discussed the “how to’s” of lead generation in their field of expertise; telesales, social media, internet research, and print advertising. The discussion was lively, yet in the end, the consensus was clear. To generate leads, a diversified prospecting approach is what works best!
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Your Sales Team's Attitude heightens Their Altitude
One of the greatest gifts my sales mentor ever gave me was the belief in myself that I could be successful. I can still hear John’s Scottish accent ringing in my ear saying, “Once you have done it once, no one can tell you that you can’t do it again!” As he coached our sales team to greater and greater heights, I realized that John always made a conscious effort to keep us motivated as part of his daily routine. Later when I managed my own sale team, I also made attitude coaching a part of my daily routine, and my sales teams flourished as a result.
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Just Making More Calls Doesn't Guarantee Sales Success
Do you find that there are just not enough hours in a day? Are you working long hours, making call after call, but you still don’t sell enough to even come close to reaching quota? If you answered yes to these questions, you may be one of the many sales representatives who mistakenly believe that being busy is the same as being effective. You can be successful in sales and not have to work 24 hours a day. It may be an old cliché, but you just need to learn to work smarter, not harder.
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The Selling Year Is Almost Over!
When you look at the calendar at this time of the year, you start to realize that the selling year is almost over. In fact, when you take out the holidays, there are only about 45 selling days left in the year. That is not a lot of time left for your team to qualify for their annual sales incentive contest, and not a lot of time for you to secure your annual bonus! Are your sales representatives on track? Are you?
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Life Skills for Children – Why You Should Start a Family Business With Your Kids
Teaching life skills to your children can be fun, give them great lessons for life, and give your family some real quality time together.
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Yes, You Can Manifest What You Really Want!
As I think about the incredible workshop I just led, I realize that I manifested this! I had wanted to lead my very own workshop for several years. I wrote a vision of what the workshop would look like and read it daily. When I walked on stage on the first day at the beautiful hotel where the workshop was held and looked out at the amazing people in the audience, this was exactly what I had envisioned. Several years ago I had no idea what it was to manifest. I didn’t understand that by focusing on what you want, you could attract the things you want into your life.
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It’s Time to Share YOUR Story
I’m leading a teleseries to an amazing group of entrepreneurs and coaches who are learning how to powerfully speak to groups. One of the topics that have made the biggest impact is teaching them how to share their personal story with the audience. And, as I thought about this topic, I realized that sharing your personal story is not only for when you speak to groups, it has the same powerful impact when you’re meeting with a prospect or a client.
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5 Steps to Attracting More Sales Beyond Your Wildest Dreams
As entrepreneurs and business owners, we all have dreams of closing sales beyond our wildest dreams, signing up lots of clients, and making more money than we ever thought possible. Unfortunately, it doesn’t always happen as quickly as we’d like it to. Many entrepreneurs and business owners come to me frustrated with their lack of sales, hoping to learn specific sales skills to turn around their businesses.
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6 Strategies to Increase Your Sales NOW
Now is the time to become a "smart" entrepreneur about your business by doing more not less. What I mean by "doing more" is increasing your sales and marketing efforts. Instead of pulling back as many entrepreneurs are currently doing, beat out your competitors by finding new ways to stay visible. An economic slowdown can be a problem for your business if you allow it to be.
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7 Key Steps to Closing Every Sale
When a client tells me they’re not bringing in the sales they want, one of the first questions I ask is “Are you asking for the business?” Their response is either “No, I don’t know what to say” or “What if I ask and they’re not interested”? Well, if you don’t ask, you’ll never know where you stand with your prospect. The close is a crucial moment of decision in the sales process when the prospect decides whether to enter into a business relationship with you or not.
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Are You Getting What You're Worth?
It’s not uncommon as an entrepreneur to get stopped when it comes to charging what you’re worth. There’s always a time during the meeting with the prospect that the prospect will ask you “How much are your fees?” For many entrepreneurs, this is where you freeze. You may have thoughts like “What if I charge too much, will I lose them?” Or, “I better lower my fee so they’ll hire me.” And, then they hire you.
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Are You Choosing to Survive or Thrive During These Times?
Even with everything we've been hearing about the economy, people are still spending money. I stood in line to buy my chai latte at Starbucks...people were buying expensive coffee! I stood in line at the supermarket waiting to buy my groceries...people's carriages were filled to the top with food!
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Up Your Sales with a Simple Strategy
Do you have a sales strategy plan for growing your business and bringing in more sales? The dictionary’s definition of a “strategy” is a plan of action intended to accomplish a specific goal; a method of making, doing, or accomplishing something. Your sales strategy plan is a very clear statement of what your business has to do for you to achieve your sales goals. The wonderful thing about having a plan is it gives you a sense of control over the direction of change in your life. Now, the type of pla I’m talking about is a plan for growing your sales and clients.
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Tell Me about Your Weakness
One of the most difficult questions in job interviews is: tell me about your weakness. Most people find it a very uncomfortable question to answer, because it may affect their image in front of their potential employers. After all, no employer wants to hire a worker who is careless, lazy, unqualified, and so on. Unfortunately, it is one of the most popular questions in job interviews, especially in large firms. So, it is unlikely that you can avoid them. What shall you do when you are asked to “tell me about your weakness?”
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Negotiation Techniques - Don't let the number 1 reason for failure get you!
Negotiation Techniques - How to Win by Not Negotiating Against Yourself Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a negotiation is yourself.
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Guarantee Your New Year's Resolutions by Turning Them Into Goals.
Every year at exactly this time, the articles and news stories begin building on the topic of "New Year's Resolutions". Whether it's a news reporter on the scene of a New Year's Eve party or someone warning us not to fall into the typical New Year's Resolution trap, it doesn't matter who is writing the story; these are all reminders to think about the things we want to achieve and how to make them happen. Sadly though, many people who make New Year's Resolutions won't achieve them. Why not? They aren't thinking about their resolutions as goals.
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The "Lunch Bucket" Sales Person
First, what is lunch bucket mentality? Usually this phrase is referenced with football players and their approach to the game. “Rough, tough, lunch bucket group of guys”, is how the sportscasters and critics describe the best of the best players. They’ll do what ever it takes to win, a “real ...
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Basic Sales Tips for Selling to Customers in Their Home
In the in-home services industry I’ve found quite a few contractors that don’t do the basics when it comes to sales. Here are some tips when selling to homeowners: Ask the right questions When ever possible (especially on the smaller jobs) give the estimate while you are in the home for the ...
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The Power of Persistence
The first quarter of the year is now history. If you’ve set goals at the start of the New Year, by this time, you should have your resources in place and a plan of action underway. You may even have gained momentum on the tasks and projects necessary to achieve your goals. Maybe you've had to ...
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Break a Few Eggs
I’ve listened and read much over the years about keeping your thoughts and statements positive. Thoughts like, “Why does this always happen to me?”, “What else am I suppose to do?”, and “I only have so many hours in a day “; these can be restraining and inhibit productivity toward your goals. ...
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Business Blogging: The Lessons of 100+ Posts
I recently passed the 100 post mark on my blog. To say that I have learnt a lot in between would be an understatement. To say that I have lots more to learn, would require an even bigger understatement. It has been an enjoyable, frustrating and fascinating experience. I have gained readers; I ...
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The Key to Faith, Purpose, & Inner Peace
I will never forget my first call with Molly Lord. When I made the decision to produce a unique self-help film, I began looking for experts who were willing to share their personal stories of transformation. It was important that each expert share something that had affected them profoundly. I knew such stories would be more engaging than the trite sound bites we often hear in self-help or spiritual films. I wanted the stories to pertain to one of seven keys, and my goal was to share stories that would help to illustrate the importance of each of these keys, one of which is the Key of Faith.
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Build Rapport The Easy Way
Here I will be looking at how to effectively rapport build with a new prospect. I will also be looking at some traditional rapport building techniques and why they might in fact be damaging your overall sales approach. I am not going to be dealing with body language and subconcious ...
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Keeping A Hard Copy Record Of Your Sales
We recently recruited a senior salesperson for a top company in the construction industry. Needless to say, there was a lot of interest in the role and it carried a great salary and fantastic benefits package. Eventually two outstanding candidates were short-listed, however it was proving ...
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Presenting To A Group
Presenting to a group can potentially be a daunting experience even for the most confident of sellers. It is easy for these nerves to contribute to basic mistakes so a little preparation and a few simple guidelines are key to success. Preparatio You will have a chance to prepare, and this is ...
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The Sales Professional: Three Principles To Selling
When you start think about the sales process, there are three basic principles you must learn and adopt before you will become successful. The first is to be organized. You need to have information on all your clients with all their information. Your schedule for that day should be tied to a map ...
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Six Easy, Yet Powerful, Steps To Breaking Through the Fee Barrier
Donna is the owner of a home décor business, who came to me seeking help in closing the sale. She had recently lost a sale due to her fear in presenting her fees. Donna had met with the prospect several times, uncovered their needs, answered questions, handled objections, presented a proposal, ...
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Stop Sabotaging Yourself And Get Into Action!
Whenever we step into something new or take on something we’ve never done before, it’s not uncommon to experience fear. It could be the fear of failure, fear of rejection, or fear of success. The fear can manifest itself in different ways that we’re not always aware of. Some signs of hidden fear ...
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Turning Follow-Up Into Sales?
One of the most effective ways in getting more business is following up with the prospect. Sadly, 80% of sales opportunities are missed because people do not follow up consistently. Studies have shown that most prospects, who do not buy short-term, usually make a purchase within 12 months. When ...
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Speak Like A Pro And Make Money Doing It
One of the fastest ways to attract clients is to become known as the expert by speaking to groups. Yet, most people would rather be pushed from an airplane than get up in front of a group and speak. No one was ever born a natural speaker. When you watch dynamic speakers, it may seem as if they ...
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The 5 Secrets of Winning Emails
Years ago voicemail was all the rage. There was no e-mail, so people tended to honor and even return their voicemail messages. It was a good time... But that's history now. Email has changed everything, and people now hit the delete button on their voicemail messages the instant they hear ...
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The 5 Secrets Of Motivating Your Sales Team
Motivation seems to be one of the toughest areas to get a handle on. Many managers tell me that some of their reps are already motivated and don't need their help in that area (usually the Top 20%), but that the majority seem to need constant motivating, mentoring, counseling, or out right ...
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The 5-Step Method Of Handling Objections
I get so many requests asking me how to handle objections, that I thought I’d go ahead and give you the secret method that I reveal in my in-person trainings – the definite way you should handle and deal with all objections. This is a Top 20% favorite and it works because you are not ...
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The Five Secrets To Effective Time Management
I don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ...
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The “Instant Close” Technique
When I was on vacation in Hawaii, I met a salesperson for Starwood properties. She was selling ownership units (used to be known as timeshares) for one of the more beautiful properties on Maui -- the Westin, Kaanapali Beach, Maui. She told me a little about the great value of the properties, ...
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The Key To Building Value
You hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
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It's Time to Blow Your Ho
I recently met with my client, Jenny, who left her corporate job to start her own business two years ago. Her business has quickly grown, she had built up a clientele of loyal customers and she was ready to go after bigger accounts. Yet, there was something in the way that was ...
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3 Simple Steps to Using Email as a Sales Tool.
E-mailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option, so the ability to craft ...
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Break Out of Your Comfort Zone and Break Through in Your Business!
Do you have some great ideas to grow your business, but when it comes time to taking action, you suddenly come up with all the reasons and excuses not to do it? Do you find yourself lit up with a new idea that you can’t wait to implement? But, then your fears come up and you decide you’re not ...
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Restoring Integrity in Everyday Life
Integrity starts from within. If we are to have integrity in every day life, we must first master it within our minds. Each and every day, we wake up and begin the day long process of running thoughts, conversations and questions in our minds. In total, it’s been estimated that we have 65,000 ...
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A Basic View on the Law of Attraction
I have been educating myself on the law of attraction. Here’s a pretty basic view on this big subject. We as humans are made up of energy, much like the rest of the universe. There are invisible frequencies of energy which attract each other through thoughts, feelings and meditation. ...
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The Psychology Behind our Mood and Reactions
Have you ever started off a day feeling great, then…WHAM…out of no where, you find yourself in a foul mood? You wonder, “What happened to put me in this mood?” You try to point out the last person, place or thing you contacted. But there’s much more to it than that. There is a term used ...
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21 Ways to Gain and Maintain New Customers in a Slow Economy
In this struggling economy, you can’t listen to the radio, watch television, or read a newspaper without getting bombarded with stories about money woes. In these financial times, we have to challenge the idea of a recession. I believe that a recession can be viewed as more of a perception ...
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Better Go Buy a Saddle
A short time ago, I was listening to co-workers discuss the current state of our economy, how it will effect people’s purchase decisions and the conce that our product and service prices are too high. The discussion reminded me of an old adage: If one person tells you, “You are a horse”, ...
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The Seven Steps Needed to Make Your Next Sale
There are five buying decisions all prospects make before they purchase a product or service. Central in their decision making process is the question: "What will it do for me?" A salesperson should imagine this question emblazoned across the forehead of every prospect because it is this ...
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To Understand Your Client, Know Their Buying Motives
As a salesperson you might think that people buy your product or service because of the reasons you give them. On the contrary, people buy not because of your reasons, not your company's reasons but for their very own reasons. These reasons may not seem sensible, logical or even intelligent to ...
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Objection Handling Techniques
The ability to effectively handle objections is without doubt the single biggest factor in getting prospects to buy. An objection is first and foremost an indication that at some level the prospect has or is considering buying and should be welcomed by the salesperson. An objection is a ...
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Presenting to a Group
Presenting to a group can be a daunting prospect can it is easy to be intimated when having to do it. These nerves can cause us to make basic mistakes when presenting. I’m sure that you had had the misfortune to sit in on some quite terrible presentations over the years and hopefully also had an ...
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Closing and the Circle of Fear
We always try to talk to or interview individual sales people before we deliver in house sales training. As part of this discussion the salesperson is asked about the areas of their selling that they feel they need help with. At this stage we must have talked to nearly one thousand salespeople ...
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Managing a Prospect with Unrealistic Expectations
Earlier this year we looked at some techniques for dealing with objections (Objection Handling Technique 2007-04-20 ) As part of that article I mentioned that unrealistic expectations on behalf of the prospect can sometimes be misunderstood and treated as objections by the sales person. So ...
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Dealing With A Sales Slump
We all know about the deadly grip of selling slumps: you have a series of bad days and missed sa1es; you aren’t coming close to your potential; and you can’t stop worrying about it. In this issue of Sa1esWise we are going to explore the slump cycle and what you can do to interrupt it. What is a ...
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Who's Playing On Your Team?
Have you ever had a project where you succeeded? Sure you have. So have I. Mine include starting a business, growing my business, staying fit, having a family, and buying a house. n Have you ever had a project where you didn’t succeed? Yes, I have, too. Mine include not developing a solid ...
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Ten Deadly Sales Sins
10: Driving all Day Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate from this plan where there is a very good reason such as ...
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5 Questions To Ask During the Close
5 Questions To Ask During the Closenby Mike Brooks, Mr. Inside Sales I get a lot of ezine topic requests each week, and many of them are requests for different questioning techniques to use during the qualification stage. As many of you know, I've written many feature articles over the years ...
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3 Problem-Solving Steps for Sales Managers
My sons are lovely human beings. They're helpful, funny, big-hearted, and cute. They are also extraordinarily challenging, each in his own way. Which is why I continuously seek out resources and information to help me deal with them, and to attempt to stay sane in the process. Last week I went ...
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Don’t Answer Objections, Isolate Them!
Don’t Answer Objections, Isolate Them! By Mike Brooks, Mr. Inside Sales Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps ask me how they ...
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How do the Top Sales People View their World
Why does selling appear to be so much easier for some salespeople? It seems that they have a knack of identifying which doors to open and then knowing just what to do or say to convince the prospect as to the value of their offering. They are often described as “lucky” or “always been in the ...
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10 Guerilla Small Talk Techniques
I recently read about a study of MBAs 10 years after they graduated. Researchers at Stanford School of Business found that Grade Point averages had no bearing on their success. Surprisingly, a major deciding factor was their ability to converse with others. The skill of connecting in short, ...
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Speak Your Way to Success
Salespeople often overlook one of the most effective and quick ways to both establish themselves as experts in their field and generate a pipeline of quality prospects. While most salespeople who sell directly to consumers are all too familiar with cold calling, purchasing leads, sending ...
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Ten Top Tips for Dealing with Gatekeepers
Tip Number One: Mix up your approach There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single ...
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Projecting an Expert Image
Virtually every salesperson with any experience what so ever proclaims him or herself to be an expert in their field. Their business card, their fliers, their door hangers (if they use them), their cold calling spiel, their brochures, and everything else they have tries to communicate this ...
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5 Secrets to Exercising Authority
If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose ...
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The Five Secrets to Effective Time Management
I don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ...
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The Five Elements of a Qualified Lead
People ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect. Know these five things and chances are real good you're going to close this prospect. Leave ...
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Recognizing Your Biggest Competitor
If you were asked to name your biggest competitor, whom would you name? A specific company? Maybe a specific salesperson? Possibly, you view your biggest competitor as a product instead of a company or salesperson? Competition is all around. It may seem that competitors lurk around every ...
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Lessons From The Real Estate Market
Over the past few years, mortgage money has been cheap, mortgage companies have been willing to lend money to virtually anyone who could draw breath long enough to close on the home, and the oversight by regulatory agencies has been minimal at best. Consumers saw home values steadily ...
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Tips For Dealing With Gatekeepers
Tip Number One: Mix up your approach n There are many conflicting opinions out there on the subject of how best to deal with gatekeepers. Even the foremost sales trainers rarely agree on how best to approach the subject. This suggests there are many effective techniques but there is no single ...
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How To Grab Interest In 5 Seconds
I hear over and over again how important the first few seconds of a phone call are to make a connection and grab interest, and my question to you is -- are you still opening your calls with the standard, “How are you today?" If so, then you've just turned off about half of your ...
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The Five Secrets To Effective Time Management
I don't know about you, but 24 hours in a day isn't enough. And 8 - 9 hours for work just barely covers the paperwork, order follow-up, client calls, e-mails that need answering, voicemail messages, etc. "You mean you want me to prospect and find closing time, too? What, are you ...
Article
5 Secrets To Exercising Authority
If you are a sales manager or business owner, then you probably know and understand that fine line between being a leader and exercising authority, and trying to fit in as part of the team and wanting people to like you. Managers struggle with this all the time, and many would be leaders lose ...
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Change Your Self Talk – Change Your Results
First of all, did you know that you are talking to yourself all day long? (You’re thinking, “Do I talk to myself? What does he mean, talk to myself? I don’t talk to myself!”) Psychologists estimate that you are talking to yourself at a rate of 1,200 to 1,500 words a minute (in contrast, when we ...
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How To Hire Successful Sales Reps
Many business owners and sales managers ask me if I have a proven system or a way to identify and hire top sales reps. They have tried everything, they tell me. They check references, review similar work experiences, talk to ex co-workers, hold multiple job interviews, and sometimes they even ...
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The Key To Building Value
You hear it all the time -- if your price is higher than your competition you're told to “build value." You’re instructed to stress the quality, the warranty, the features, etc. But your prospects have heard all that before, haven’t they? Want a better way? Let’s face it -- prospects will ...
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Why Goals Work - And How To Work Them
You've read many books and articles on why having specific goals is so important. Goals help keep you focused, keep you motivated, reinforce progress, etc. And I'm sure you're all familiar with the rules of goal setting -- make them specific, write them down, put a timeline on them, keep them ...
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Don’t Answer Objections, Isolate Them!
Most sales reps hate getting objections. Their hearts sink into their stomachs, their palms start to sweat, and they start wondering how they're going to pay the rent. Sound familiar? When sales reps ask me how they should handle objections, they are often surprised by my answer. I tell them ...
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The One Secret Of Effective Goals
You've read many books and articles on why having specific goals is so important. Goals help keep you focused, keep you motivated, reinforce progress, etc. And I'm sure you're all familiar with the rules of goal setting -- make them specific, write them down, put a timeline on them, keep them ...
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The 5 Secrets Of Great Vacations
At a company I’ve consulted with over the last nine months, there is a manager, Brad, who would never think of taking a full week away from the office. "Much too much to do, and I don't really need it anyway." He tells me. “When was the last time you did take off on a real vacation?" I ...
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How To Listen Like A Detective
I once heard an interview with a police detective that directly relates to sales. The detective was talking about various interrogation techniques, and he said something that I thought was brilliant and totally applies to the importance of listening while selling over the phone. The detective ...
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Grab The Prospect’s Attention In 60 Seconds
As a sales professional or business owner, you’re always selling yourself or your product. Whether you’re attending a networking event or trade show, you only have a few seconds to introduce yourself and grab the prospect’s attention. Do you remember how you introduced yourself to a prospect at ...
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You Can't Scream Loud Enough
I can’t help but be reminded of Edvard Munch’s painting, The Scream, every time I speak with a salesperson or professional who is complaining about the ineffectiveness of their marketing. In the painting, Munch places a man on a bridge, hands to mouth, screaming as loudly as he can. Behind ...
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Tracking, Why bother?..Because It Pays Well!
n“Truth or Delusion? Unlike cold-calling, the referral process is difficult to measure. Delusion! “We know this because we’ve designed a networking scorecard for tracking referrals and the business that results from them. On this card you record the nature and source of each referral, how you ...
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Are You Living Your Life Purpose?
More and more people are letting go of the belief that it’s impossible to make money and also do what you love. Working with passion is more than just making money; it’s about being fulfilled by your work. I used to think the key to fulfillment was all about making money. I was always focusing ...
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Give Yourself A Break…Cuz You’re The Boss!
I’m the first to say that it’s important to invest in yourself to grow your business. As a solo business owner, I’m always interested in learning new ways to grow my business and help my clients. I know that by learning the latest products and cutting edge information, I have more to offer my ...
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Effective Managers Stand Up And Go First
I recently conducted an ad hoc survey in which I asked a number of salespeople what they thought about the managers in their company. While many said they like their immediate manager, and other managers in the firm, they reported that, in general, all managers are too busy doing other things ...
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The Rollercoaster Can Reward You
Is your stomach still moving? The market opened yesterday with the Dow dropping over 400 points as everyone in the world worried about the economy. Let’s set the record straight. The economy is in trouble for a number of reasons and the only way you are going to fix your economy is to ...
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Easier Ways To Bigger Sales
Most salespeople don’t grow up wanting to be salespeople. They grow up thinking that they’re going to become doctors, lawyers, or businessmen and women that leave the “unpleasant” task of selling to someone else. Well guess what, that unpleasant task is now the way you make your living and ...
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Referral Bank Account
Have you ever heard of the emotional bank account? Yes, it’s discussed in the book “7 Habits of Highly Effective People” by Stephen Covey. Essentially what Stephen Covey demonstrates is that you must make deposits into your personal and professional relationships before you can start making ...
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5 Easy Steps To Sell More Without Selling
Imagine selling your product or service without selling! Typically when we think of selling, the image of the proverbial used car salesperson, the one who pushed you into buying something you really didn’t want or need because the sales pitch was so “slick,” comes to mind. Well, I have some good ...
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Build A Powerful Referral Network And They Will Come
As solo business owners, we sometimes feel like “Lone Rangers” on our own, trying to figure out ways to bring in more clients. A business owner’s survival and growth depends largely on bringing in new clients. Who wants to be alone on the range, single-handedly trying to figure out how to bring ...
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7 Enlightened Ways To Sell Without Selling
Most people love to buy stuff, but they don't like being sold. Many of my clients love what they do, but they really detest selling it. How can we reconcile these two points of view? What if you could learn to "sell" without actually selling? Then, you wouldn't have an unpleasant feeling inside, and your potential clients wouldn't avoid talking to you. The good news is: it's not only possible to sell without selling; it's preferable. Here are 7 enlightened ways to "sell" without selling. 1.
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High Performance Sales Starts With Confidence
Jim Miller, an entertainment industry sales rep, burst into the room. He couldn’t contain himself, "I pitched a client today and actually walked out with a signed deal for $50,000! I couldn’t believe the confidence and the way that it works." Confidence is a curious thing. We know it when we see it or hear it. We recognize it when our sales teams have it or when we, as sales people, have lost it. Whether we're a sales professional, sales manager or CEO, we are desperate to get it and retain it. We can even separate it out from arrogance — the precursor to death rattle for anyone in sales.r
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A Scrapbook of Cold Calls
There are moments in our lives that, because of some emotional connection, we remember more than others. For most of us these include our wedding day, graduation or the birth of a child. For me, mixed in with all of these monumental events, is a cold-call message left on my voicemail when we still had the apartment company. Sounds odd, right?
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Friendship drives 50% of all sales and business relationships
If you need more sales you don't necessarily need better sales techniques, you need more friends. Just refer to what Bob Burg calls "The Golden Rule of Networking": "All things being equal, people will do business with, and refer business to, those people they know, like and trust." I find it odd when people say that they won't do business with their friends. I don't get it. I work with a lot of sales people and business owners and it appears to me that their goals are pretty similar: • Help people • Develop fulfilling relationships • Have fun and enjoy the process
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Calling All Speakers - Stop Being Boring!
As a speaker, I present more than 50 times a year in a variety of venues and to a wide range of audience sizes. Whenever I'm attending events, whether it is an annual conference, sales training event or luncheon group, I'm always excited to hear other speakers. But to be honest, I'm often disappointed. Those of you who know me well may be shocked to hear this admission because normally I'm an extremely supportive person!
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Better Hiring: You Get What You Ask For
Matt got what he wanted. Mostly. After a shaky start in sales, he invested in training, leaned on his work ethic and honed his execution. It paid off with an eye-popping 543 percent increase in sales. He was now the sales manager and part of his new job was hiring new reps to do what he had done. But it wasn't going well. He made a couple of hiring errors that cost him time and revenue. The candidates were not living up to their billing — not what he wanted. During his call, he lamented, "I wish I knew a better way to do it. How do you do it?"
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Your Binary Code: The Power of Focus
The sales meeting started off with a question. It was a trick question, really. Its genesis came from listening to a call from one of our bilingual reps. “What is the most-used language on the planet?” I asked the group. They confidently shouted their responses: “Spanish!” “Chinese!” “English!” Good guesses, but wrong. Strictly speaking.
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The Competitive Landscape
“If you know your [competitors] and know yourself, you will not be imperiled in a hundred [engagements].” That was Sun Tzu, a Chinese General and author of the oft quote, “The Art of War”. There are lots of “intelligences” being trumpeted on various best seller lists, academic halls, and the business press. Social Intelligencer Emotional Intelligencer Business Intelligence
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Sales Prep: Before You Start Your Engines
There was a moderate crush of people, but it wasn’t the fans; it was the pit crews. Watkins Glen soon enough would be filled with 50,000 cheering NASCAR aficionados for the afte oon race. The crews were there now. They moved quickly and with purpose to their team’s designated position on the track to begin prepping for the race. They were loose, confident and all business. Over the next hour or two, the empty stage that was pit road transformed itself into what most of us have seen on television: a mobile shop of equipment, parts and gear.
Article
Stand Up
Stand upr PATRICK MORIN It was just after Christmas. I was cold calling in the office with my coworker, Rob. It wasn’t going well for either of us, but I was in a good mood anyway because I loved what I was doing. I turned to Rob and said, “Don’t we have the best jobs in the world?” He put down the receiver after a particularly strong rejection and looked over at me with a “You’re out of your mind” look on his face. “Are you kidding?!”
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How to Measure The Accuracy of a Sales Forecast
If you are a CEO or a VP of Sales, it is extremely important for you to know how to measure the accuracy of your sales and demand forecasts. The forecast processes most often used by companies today, as a fact, results in higher inventories, longer customer order lead times, and good customer delivery performance. However, not all salespeople are successful in measuring the accuracy of a sales forecast. In this article we will discuss how to assess the accuracy of your forecast, how to compare forecasts, calculate and show mean absolute error and how to calculate MAPE.
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Can you answer the seemingly easy sales question - Why should I use you?
Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of why I should place my house on the market with them yet they could not even sell themselves. One Agent even delighted in telling me:
Article
How to Sell the Benefits of What You Sell - How Would You Answer - Why Should I Use You?
Last year I was in the process of selling my House and had invited a number of Estate Agents around to show me why they should be get my business. The process was an eye opener and one that left me totally unimpressed with some of the Agents I met. They were there to sell me on the benefits of why I should place my house on the market with them yet they could not even sell themselves. One Agent even delighted in telling me: "Oh no, I'm not a salesman.
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Sales Training For Service Businesses - Why Should I Use You? - Part 1 of 3
It's not always about sales training. The most common mistake I see with Services marketing is the 'it's all about me syndrome'. All of a company's letters, web site, and networking interactions are all about the company and what you can do. Without being too brutal here, most people do not care! They are not too interested in knowing what you HAVE, DO, or KNOW. They want to know what is in for the them. In the simplest scenario they have a problem and they are looking for a solution. The company that can clearly articulate -r
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Sales Training For Service Businesses - Why Should I Use You? - Part 2 of 3
In part 1, I demonstrated it's not all about sales training. Sometimes sales can be increased by developing your companies uniqueness. Believe me, I know how hard this process is and for some companies they believe they can never find uniqueness. To those I ask "If you can't articulate why you are special, unique and different, then why would I choose you yet alone pay you a premium?"
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Sales Training For Service Businesses - Why Should I Use You? - Part 3 of 3
In my previous two articles, available on this site, I looked at how you as a service business can articulate your USP. So how can you pull this all together? If you can develop an angle on your uniqueness and as to why someone should be speaking with you then it should be the focal point of all of your communications, marketing and relationship building. One way of doing this is to develop a Strap Line.This operates by taking complex ideas or concepts down to a simple, easily communicable message. A sales strap line must accomplish 4 things:
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Negotiation Techniques - How to Win by Not Negotiating Against Yourself
Negotiation and Negotiating Skills are some of the most sought after sales training courses. People seek out negotiation tips, negotiating strategies and scour the web for processes to win against the 'other' person in a negotiation. It may come as a surprise to you but your own worst enemy in a negotiation is yourself. Some people seem to spend hours seeking out the magic words that will help them win in any negotiation yet fail to look to see what they or their employees are doing wrong.
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Selling in a Recession Part 1 - Confidence and Escapism
We are faced with uncertain times and many people are fearing the worse about their ability to sell their products and services in his recession. It may not be easy but there are some proven ways that, if you work smart, will guide you in the right direction.
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Sales Training Tip - Most Sales Come Down to Price - Right?
It's all about price!! Wrong. Wrong. Wrong. Wrong. And did I say - Wrong! If your attitude and mindset about your products and services before you start the day is: "Well it's a commodity marketplace and everyone buys on price" Then you have lost all chance of making any valuable sale before the day has even started. If you are the company owner or senior sales manager then this is nothing short of criminal. This is the attitude that you feed back to your staff and employees.
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Sales Training Tip - Most Sales Come Down to Price - Right?
I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said: "Everything else is Fine but I always have trouble closing" Now this is a statement or questio I hear quite a lot. It can be caused because of a number of reasons but I thought we would start at the beginning and asked:
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Do You Always Have Trouble Closing Sales?
I was at an event recently and one of the scheduled speakers failed to turn up. Never being short of something to say or a desire to help other business owners I volunteered to do a 10 minute 'open floor.' When asked what the most pressing sales challenges in the room were, One of the other attendees put his hand up and said: "Everything else is Fine but I always have trouble closing" Now this is a statement or questio I hear quite a lot.
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Sales Training - How is Your Cold Calling Attitude?
The way You approach cold calling will have a big impact on the success You have. If you're constantly saying to yourself "They won't be in" "They will be in a meeting" "They will have just come back from lunch" "They won't want to talk to me" "They are probably happy with their existing supplier" "Their project won't be ready yet" "They probably already have what I am selling" "No one works on a Friday afte oon" "No one will be in at that time of the morning"
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Cold Calling - Do You Want More Confidence in Your Ability to Sell?
One of the single biggest areas that delegates on my sales training want to cover when we look at cold calling and appointment setting is CONFIDENCE. When we set goals at the beginning of the day almost everyone wants to walk out of the door more confident in their ability to make cold calls. The challenge very often though is that when I ask some of the following questions I get blank looks: Do you truly believe in the value of your product or service? How well do you know businesses of your target clients?r
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One Change in Your Sales Offer Can Make You 30% More Profit Instantly
Using Behavioural economics To Increase Sales In the course of my reading around the subject of sales, I always look to find new and innovative ideas to make a difference to my clients. One of the most fascinating areas that has emerged in the last few years is that of behavioural economics. One of the leading lights of this new science is Dan Ariely and his fascinating book, predictably irrational.
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How Well Do You Know the Consumers of Tomorrow?
The sales world is changing and you should be aware of the impact of the changing tastes of consumers and how it can effect your business. Do you know what makes a millennial tick? The Millennials: Other wise known as the Generation Y, the Echo Boomers and the Net Generation, they are born after 1982 and there are estimated to be around 75 million of them with a buying power of $1 trillion. They are tech savvy, social networkers who are diverse, ambitious and wireless savvy. Millennials are one of the hottest target markets for 2009 and beyond.
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Sales Tips - How to Use Framing in the Sales Process
Master sales people are adept at using a strategy called framing to communicate with prospective clients. Framing ensures their sales messages 'cut through the clutter' and distinguishes them as the credible sales resource for their product or service. Framing is not a difficult skill and it is one that you can master too. Here are the main ways you can immediately apply framing to increase your sales performance:
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The Sales Motivation Secrets You Must Know!
It does not matter if you are salesperson of the year or if you are in the first week of your sales career, you will definitely come across a period of time where you will encounter a steady stream of 'No Thanks' During these challenging times it is very easy, despite the salespersons amazing talent and potential, to lose confidence and worst of all, the motivation to get back out there and start selling again. In these trying times it seems far easier to take refuge in the office where it seems secure and more of a safe haven than to get back out there selling again.
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How to Keep That Sales Seminar Motivation, Forever!
Many sales people, from those with experience to newcomers to the industry, go to sales seminars hoping to learn the tricks to get rid of the many struggles associated with selling.
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Laugh Your Way to Closing the Sale
Everyone can probably remember a cartoon or television show that makes them laugh every time they think about it. And every time we think about it, it makes us laugh again and we tell all of our friends that they have go to watch it as soon as they get a chance. This kind of Humour, you will be pleased to know, can be applied to many types of marketing. You do have to be careful though, there is definitely a time and a place to incorporate humour in your marketing activities
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Closing the Sale, It's Easier Than You Think
Are you having trouble closing leads? If so you are amongst the many sales people who find this most important part of the sales process to be a big problem This really is one of the most tricky things that salespeople face. It is so important that you learn how to deal with your prospects when it come to closing the sale so bearing this in mind here are five tips to help you along the way 1. Be sure to show your prospect that you are on their side, show them that you really do care about their needs and how you can help them.
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The Minute That Makes a Great Salesperson
What can you say about a minute? That is what can you say about a minute other than it being 60 seconds. Well, what you decide to do with that minute can have a profound effect on your sales career. If you want to be successful, which I'm sure you do, then you must realise that every minute matters. It is a common trait amongst all successful sales people that even though they have extremely busy schedules, more so than most in fact, they always seem to make time for that little extra that make such a big difference in their lives.
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The Curse of the Cold Caller
The people who make the decisions in any company, large or small, hate cold callers with a passion and they consider them to be one of the biggest time wasters that they know of. They will often refuse to take your calls because they assume that you will just be wasting their time. End of, they won't even discuss their reasons with you.
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Don't Stall the Sales Process
There are many points where it is possible for a sale to stall but the main three are as follows 1.After you have made the initial presentation, 2.The initial proposal 3.When the contract has gone to the legal department for verification. As the last point is really not a matter for the salesperson to worry about we will take a look at the first two points mentioned, i.e. the initial presentation and the initial proposal. So lets begin with how we can prevent a potential deal slowing down to a point where everyone seems to lose interest.
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Cold Calling Tips and Tricks
In an ideal world you would be getting a steady stream of enquiries all day long from people who were interested in the product or service you are selling. Unfortunately this just does not happen and you have to go out and find your sales prospects, and if you like it or not one of the most effective ways to do this is through cold calling. It is a sad fact that the majority of sales people would rather do anything else rather than go cold calling. If I asked you to go cold calling would you feel sick and start shaking (no, I'm not exaggerating!)
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Don't Allow Lost Sales to Get You Down
The most straightforward way to avoid rejection in your selling activities is to try and make sure that your sales prospects are as qualified and as receptive as it is possible to be. It is highly recommended that you spend time to research and prepare for your clients before you make the initial contact with them and always make sure that you are speaking with the correct person from the very beginning of the relationship.
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Cold Calling - Is it Really That Bad?
You should really try to look at cold calling in a different light because it really can make a big difference to your personal and business success. I know what you're thinking, How can this be so important? There is a common misconception that cold calling is an unskilled job, a job that is best left to newcomers to the industry. I agree that it is a job that many people would not even consider but that can mainly be put down to fear.
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Fail to Plan, Fail to Sell!
It is a known fact that sales people hate planning. Let's be brutally honest here, most of us hate planning. Even though most sales people are motivated by actually taking action they wrongly assume that the time it takes them to plan their leads and administration is time that they just cannot afford to lose.
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Close the Sale by Becoming a Friend
You know how important it is to make plans which will propel you towards your goals but what is equally important is actually talking to your customers. Everyone one of your customers will have different requirements. Make sure you take time to listen to their requirements and decide how you will become part of these plans. There is no way you can be part of your customers success if you isolate yourself from them.
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Sales Training Tip - Using Time Management Techniques to Achieve Your Goals
One of the most important skills that any salesperson must utilize is to set out a strategy to achieve your objectives and to plan in advance how you intend to manage your time and sales territory to reach the end goal. It is often said that time is the most valuable asset of any sales person. When a sales person loses hours the end result is always lost sales and therefore less earnings.
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Successful Sales Planning Made Easy
The main step you must take for successful sales planning is most definitely preparation. As with anything in life, to be successful you must have a written game plan. Lets not pretend it's easy, because it is not. But just because it is not easy does not mean you should put it off. Lets just put any worries aside about it being to difficult and make a start on our plan. Lets start by listing your existing customers, starting by listing them in order by how much revenue they bring you.
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Don't Leave Closing the Sale to Chance
Unfortunately, many average salespeople leave the closing of a deal purely to chance. Sure, they make some sales but if you compare their end results with those of a professional you will find there will be a massive gap. Professional and successful sales people always have a plan in place before they start the sales process. They use S.M.A.R.T goals which in case you don't know are... Specific Measurable Attainable Realistic Timely They leave very little to chance so their positive results are far, far higher.
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Become an Expert in Telephone Selling
Have you have experienced the absolute pleasure of listening to a true professional salesperson closing a sale on the telephone. There is nothing like it and it really is something you must aspire to. There is no stress or anxiety in his voice, just a smooth confident flow which you just know will lead to a sale. So, I know what you are thinking, How do I obtain these skills and come across as an expert in my field when I am on the telephone. You will be pleased to know that with practice and preparation, you too can master the skill required to get to this level.
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Online Sales Training - Is it Right For You?
Online Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, there is set to be massive increase in adoption in 2009/2010. Many people are still hesitant about trying out this style of sales training. Why should you consider it?
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Online Sales Training - How to Cut Costs and Increase Performance
Online Sales Training has been on the verge of breaking through to the mass market for many years. With some of the recent technological advancements and the changing dynamics of the business world due to the global recession, online sales training is set to take a massive increase in adoption in 2009/2010. There are many benefits of considering online sales training: Zero Travel Time - Online sales training can be accessed instantly from the main office location, satellite offices, home office workers and even studied whilst travelling on planes and trains.
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Sales Process - Ensure You Have a Sales Process For Successful Selling
When working with sales people in my sales cinsulting business I am often amazed at the amount of time they spend focusing on the people that are actively interested in their product or service right now. Now don't get me wrong, these are by far the hottest prospects and deserve attention. The problem is it is likely they will be speaking to lots of other suppliers. What you need is a system that works on all of your potential prospects not just your A graders. An example below is how you could handle a telephone call to 4 different levels of prospect - A -C.
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How to Get Sales Meetings - Use Technology to Increase Sales Conversion
Today's modern technology lets you do so much in terms of saving time and adding functionality to the sales process. One of the greatest advances is in the area of web meetings or 'webinars' as they more commonly know. A webinar is an online meeting held over the internet using a service such as Goto Meeting. Using this simple technology you can instantly connect with any number of people quickly and easily. You can share your desktop PC with attendees and share movies, PowerPoint presentations online.
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Objection Handling Techniques - I'm Happy With My Current Supplier
This has to be one of the most asked questions in my sales training. "How do we deal with the sales objection -- we are happy with our current supplier?" Firstly, let me talk you through a few key elements of what I notice in people when they have asked me that question: Generally their whole body language tightens, they get uncomfortable and they retract in on themselves. It's as if they are expecting the worst thing they can imagine to just happen there and then. This will obviously have a huge impact on the way they communicate with the person on the other end of the phone.r
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Objection Handling Techniques - Learn the Lessons of the Worlds Star Performers
Most people who come to my sales trainings want to know about objection handling and closing. Unless they have had training before or are a little bit more experienced, they think that sales relies on what you say at the end of the process. This is not true because sales is a process that begins right back when you are doing your prospecting, your research and when you make first contact. The end bits should be about the finesse of how you finish the process. Instead many people worry and comment:
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Telesales Objection Handling - Send Me Some Information in the Post
Sales Objection Handling - "Send Something in the post" This has to be one of the most horrible phrases ever heard by many salespeople. In fact it generally goes something like this: "Send something in the post and we will call you if we are interested" When many sales people hear this, their heart skips a beat, their head drops and and they get lost for words, usually replying something along the lines of: "Oh - Ok then" What have you got planned to deal with someone saying that to you?
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Sales Techniques - Know What to Do to Increase Sales When Sending Literature
When you send sales literature in the post your job is only just starting not ending. Make sure you know how to develop this to make the sale.
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The Secrets to Effectively Using Voicemail to Get Call Backs and Make More Sales
Voicemail is the scourge of many salespeople and yet the number 1 prospecting tool for some of the worlds most successful salespeople. Where does it sit in your sales prospecting armory? I really am surprised that even the most experienced sale people have never, ever taken the time to work out and develop strategies for using voice mail to make your sales life easier.
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Telesales Tip - If You Don't Have a Reason to Call Then There is No Point in Calling
Very often when I run telesales training courses, one of the biggest failures I see is an understanding of why people are calling. Before you ever embark on a campaign of appointment setting and/or telesales you need to understand why you are calling the other person. Take a few minutes and list the reason why you are making the call: Did you get answers such as: - Because I'm desperate for business - Because my boss said so - Because I have to make 8 appointments a week to hit my commission targets - I don't know! - To make a sale Or
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Sales Prospecting - The Quickest Way to Win New Business Part 2
We are looking at the quickest ways to win new business by careful sales prospecting. The reality is there is no quicker way to develop a list of target clients than to revisit your past successes, the companies involved and target their competitors and their Industry. An Example: A company I was doing some work for received an unsolicited inbound call from a company in an Industry sector they had never worked in before. In fact they would never have thought of approaching them.
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Sales Prospecting - The Quickest Way to Find New Business - Part 1
When sales people are prospecting we very often overlook the easy solutions. Where ethically acceptable to do so, the quickest way to get new business appointments meetings is to contact the competition of your existing clients. Example 1: My business was recently emailed by a search engine optimization company. Unfortunately I have lost their email but It went something like this: Dear Peter,
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How to Find All the High Quality Prospects You Need - Prospecting Sales Success
Sales is not a numbers game and the way you control that is by clearly identifying who you would like to be working with and who is a good fit with your company. Define your ideal client or customer. Sales is only a numbers game game if you let it. It is your choice. If you can't identify who you should be calling and speaking to then you can only ever operate on a mass market "it's a numbers game" principle. Take 10 minutes to identify the ideal characteristics of your ideal clients. Start by thinking of the characteristics of your best clients you have now.
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Cold Calling is Dead - What a Pile of Horse Manure!
There is so much being written at the moment about cold calling being outdated, outlived and down-right dead. I couldn't disagree more. Yes, we all know there are more sophisticated marketing and sales methods around. We would all like our phones ringing off the hook with potential clients ringing us. Not everyone has that pleasure. When done properly, cold calling is one of the greatest ways to win new business. The key here is 'when done properly', which is rarely the case. Back to cold calling is dead. Let me pose a situation to you:
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The 80-20 Principle in Sales Success - Do You Know It?
The 80/20 principle is also know as the Pareto principle after the economist who developed it. It is an almost universal principle that can be applied to business and life. It generally shows us that 80% of your return comes from 20% of your effort. We use this principle right throughout our sales training. We coach salespeople to consider the 80/20 principle when thinking about their communications with prospective customers and clients. Where should the emphasis be between talking about you and talking about them? Did you get 80% talking about them and 20% talking about you? #
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Telesales - Telephone Sales Tips to Produce Results
Why should you sell over the telephone? • Telesales is cost effective compared to face to face sales • Telephone selling is direct - typically no appointment is required or its a quick and easy way to make a sales meeting • It's personal - your personality can shine through • It's less official than writing • Everybody picks up the phone! There are, however, some challenges of selling over the telephone • Shoddy technique - not preparing for your call and having a clear purpose
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Sales Prospecting Techniques - Should You Be Using Twitter for Selling to Businesses?
A questio I am often asked when delivering sales prospecting training is 'should I be using twitter for business to business sales prospecting?' Why Use Twitter: Twitter is a fantastic way to quickly and easily begin a dialogue with key targeted people and form relationships with them. You can search for people by the phrases they are tweeting, the words in their biography and even their location. Some of the things you can do are: Find your competitors and follow their followers.
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Sales Prospecting Techniques - Should You Use Twitter for B2B Sales People?
Sales Prospecting with Twitter.com, is called a 'micro blog'. It is a blogging platform that allows posts to be a maximum of 140 characters. It has taken the online world by storm and is set to stay as a dominant online networking platform for years to come. But the main question is if you are a professional sales person, should you be using Twitter for your sales prospecting. If you have never looked at Twitter then you should do. It's a great place to do business. There is a misconception that many people have that Twitter is just about people selling to consumers.
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Sales Prospecting With Blogging for Professional B2B Salespeople
Sales prospecting using blogging is a fantastic way to generate new business. In this article, which is part of a series released here, you will discover some advanced ways for salespeople to use blogging for sales prospecting. This is rather an advanced way of thinking about blogs but is surprisingly easy to do. In the next sectio I will show you how to do research to identify the actual phrases that people are searching for in your Industry. Once you have set up a hosting account and have a good blog theme, there is no rule to say you have to only have one blog.
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Sales Prospecting Techniques - Blogging Can Replace Cold Calling As a Fantastic Lead Generator
Sales Prospecting in the 21st Century means you have to be blogging to raise your industry profile. Here you will discover the essential first part - the right name choice. Are you blogging? If you are not then you are missing out on one of the greatest tools for accelerating your sales success in 2011 and beyond. If you are a business then you absolutely must have a blog. If you are a sales individual then you absolutely must have a blog. A blog can provide you with: Credibility in your marketplace - become an instant Industry Networked Expertr
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Selling Techniques - How to Convince People to Buy From You
Have you heard the saying "People buy people?" If you have been in sales or business any length of time then you would have heard this a thousand times. The trouble is no one has ever really been able to show you how you can go about selling yourself - until now, that is.
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Sales Prospecting Techniques - How to Use Google to Never Have to Get Past the Gatekeeper Again
How is your sales prospecting success? One of the applications of the Internet that really excites me more than most for sales prospecting, is the ability to get direct contact numbers for almost anyone you want contact with. Historically, appointment setting training and material has largely focused on: Getting past the gatekeeperr Overcoming the gatekeeperr Tricking the gatekeeperr Bypassing the gatekeeperr And sometimes befriending the gatekeeper
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Cold Calling Is Dead - Manage Google Alerts to Provide Warm Prospects
One of the greatest advances in sales prospecting techniques is the ability to use Google alerts to track prospects, customers and sales trigger events. If you set up a few of these alerts the amount of data gathered can begin to get overwhelming but don't fret there are easy ways to manage all of this data for you. The first way to minimize this is to be specific on the terms you use to set up Google alerts and the second way is to set up a system of managing the data sent to you. You can choose to have data emailed to you daily or weekly and you can also set the alerts up in an RSS feed.
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Sales Prospecting Techniques - How to Use Google So You Never Need to Cold Call
Is there an alte ative to cold calling in sales prospecting? There is and it's good old Google! Ah, Google! Possibly the greatest invention of the 20th Century. What did we ever do without it? I know what I did without it because I was selling before it existed. I can remember spending a whole 4/5 days ringing the head offices of my target clients so that I could get their annual reports. These annual reports were like gold dust because they listed every regional office, they outlined the company's vision for the future and they gave the basic financial information about the company.
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Sales Prospecting Techniques - Discover How to Use YouTube to Generate B2B New Business Sales Leads
Have you ever thought of using YouTube as an effective sales prospecting tool? You might think that YouTube is for teenagers to share videos of dancing parrots and car crashes but you would be wrong. There are huge opportunities for professional sales people and business people to get exposure and business through video sites. If you work for a company, do not think that this is their responsibility. There has never, ever been a better opportunity for you as a salesperson to take charge of your own career and build your own personal brand. Advantages Of using Video:
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Telesales Techniques - Discover How to Easily Find Highly Targeted Sales Prospects to Call
If you have an element of sales prospecting and new lead generation involved in your sales position or your business then you have so many options open to you. There is no excuse for not being able identify a constant stream of new sales prospects. There is also no excuse for approaching people 'cold' and not doing some preparatory research before making contact. You have everything you need at your finger tips so please use them.
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Sales Prospecting Techniques - Discover How To Find Out What People Want You to Sell Them
Sales Prospecting by Positioning Your Business Where Customers Seek You Out "What business are you in?" It sounds a bit strange at first but it has massive implications to your business. Many businesses and salespeople lose sight of the real reason they are in business, that is to solve problems or help achieve goals. My company is not a sales training company, for example. I help people solve the problems of not attracting enough clients, and not utilising the ones they have to maximum impact and profitability.
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The 3 Key "Abilities"
You want success. And you’d like it to be easier! Have you really thought about what it takes? You know…I mean to get there. There are three key “abilities” that can and will get you there…faster, easier and with greater staying power. Wondering how three things can make that much difference? Would you like to know what they are? More importantly, after you learn them, will you do something about it? Let me share them with you one at a time.
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Loss Leader Marketing and Advertising: Business Owners Need to Keep and Open Mind
The concept of a loss leader is a fairly simple one. You advertise and sell a product at a loss in the calculated hope that a customer will purchase other items in addition to that one item for an eventual profit. For Example: the local grocery store purchases Cheerios cereal for $2.00 a box. The normal sale price is $4.00. The grocery store then advertises and sells the Cheerios as a special for $1.75 a box (a .25cent per box loss). The grocery store has calculated that the average person that enters the grocery store will spend $30.00 at an $8.00 per person profit.
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Closing Takes Guts and Conviction
The word guts, when it comes to closing a sale, has much to do with having “intestinal fortitude.” In other words, being fearless. You not only can’t be afraid to ask for the order, you almost need to have a swagger about it. You have to have such a level of confidence that you can ask for the order anywhere, any time and to anybody. I’m not talking about being cocky or arrogant about it. What you need to do is take that confidence and have conviction for the reason behind asking for the order.
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The Most Common Habits of Ineffective Leaders
It’s no secret that many people in management shouldn’t be there, but some are world class managers and build inspired, dynamic teams. So how can we all be in the latter category and become leaders that others follow because they want to and not because they have to? When I was at business school, and even when I upgraded later in executive management studies, soft skills training was scarce. There has to be an easier and more effective way to acquire these essential soft skills other than through trial and error.
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San Diego Sales Trainer - Your best new sales come from your current customers
At a business networking event last week, everyone was asked to share their best strategies for gaining new business. Sometimes, what you think EVERYONE knows is really only evident to you. The old adage – “Better to remain silent and be thought a fool than to speak out and remove all doubt” – isn’t always true! (Well, for most of us anyway!)
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San Diego Sales Trainer - ADD Increases efficiency - Automate, Delegate, Delete system
Learn how to streamline your life and increase the efficiency of your business with the automate, delegate, delete (ADD) system – it’s simple and highly effective! Adopting the ADD lifestyle means that you automate, delegate or delete tasks taking up time in your life. This system will reduce your stress thanks to improved time management and you’ll gain efficiencies that will boost your revenue. To get started, monitor your activities for a week. Identify tasks that could be done by someone else or activities that are not directly contributing to the bottom line. For example:
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Sales Training San Diego - Are you overwhelmed with tasks and not finishing anything? Discover the solution now!
Yup common problem – too many tasks, not enough time, what stays and what goes? A lot of our clients including myself have moments of feeling completely overwhelmed.
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Positivity & Optimism = $$$
Smile and the whole world smiles with you – well, possibly your banker will! Having a positive and optimistic attitude helps you bring in business as new customers connect with your message and are filled with excitement over the opportunity of working with you. The secret is to educate your prospect on the value of becoming your customer. You can do this effectively by conveying a positive message filled with reward and desired outcomes.
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Are you the “Relationship Guy/Gal” or the “Closer”?
To bring in the big paydays you need two types of personalities in your sales department – if you’re a one man/gal show you may realize that multiple personalities are a blessing or you can assess where your personality type naturally sits and then develop strategies to maximize your close ratio. What is the personality type of the sales people in your business? The two main personality types are “relationship types/schmoozer” and “closers”.
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Sales Trainer - Can’t Sell? Here’s Why!
90% of what it takes to be a good sales person is your mindset. Yes, I know this is a strong statement. Even if you have the skills and all the moves, you won’t be successful if you have a terrible attitude – no one will want to buy from you! The sales person who wants it the most is the one who is most often victorious. Sure, we can teach you a step-by-step program to make sure you’re prepared, know the right questions to ask, close faster and recognize additional sales opportunities – but training won’t help you if you have a “who cares” attitude.
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Sales Trainer - Five Ways to Attract Superstar Employees
This month our blog topics have focused on team development and how to turn your employees into superstars! In today’s blog, I will share five ways to attract great candidates. 1. Always keep an eye out for possible employees and try not to hire when you’re desperate to find someone, anyone. When you’re desperate, you don’t tend to make the best choices and you could end up with someone you’d pay to get rid of. (Consider this point for multiple aspects of life!)
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4 Ways to Get Out of a Sales Slump!
Let's face it - every now and then sales don't seem to be going our way and we can begin to get into fear about making our numbers, making our mortgage, taking that vacation, etc. While we may not be able to control the ebb and flow of sales, what's important is that we keep control of our attitude and expectancy level. In other words, keeping positive, reflecting on wins, and expecting success is what always drives a top producer through the seemingly slow times in sales.
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MLB and Recording Your Calls
I was reading an article by my favorite sports writer, Peter Kings, last week, and he had this small section about his recent visit to the Ranger’s dugout:
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5 Closing Questions You Must Be Asking
I get a lot of ezine topic requests each week, and the majority of them are requests for different questioning techniques to use during the qualification stage. I'm glad to see these requests because it means people understand the importance of identifying and then spending time with buyers. I've written many articles over the years that address these kinds of questions, and if you've missed any of them I encourage you to visit my blog here.
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4 Secrets to Attracting What You Want
People ask me if I believe in the Law of Attraction. I tell them that not only do I believe in it, but I use it every day to attract the kind of life I want. In fact, using the Law of Attraction is as important a part of what I do as is picking up the phone and speaking with clients, conducting training programs, creating products, etc.
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The One Email Guaranteed to Get You a Response!
Ever had a client or prospect never get back to you? Because you're in sales, then I know it's happened to you (or is happening with several of your clients or prospects right now!). If you ever find yourself in a place where you've qualified a prospect, sent information to them on your product or service, and then find that they just won't return your calls or emails, then I've got a guaranteed email that will get you a response.
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The 3 Keys to Successful Sales Management
If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you're like many of the sales managers and owners I work with, then I know you're being pulled in many different directions. You're busy; you have endless meetings to attend to, reporting to do, and on top of it all you have many different personalities to deal with on your team, and each of them have different skill levels, motivation levels, etc. It can seem like an overwhelming job.
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How to Beat Your Competition
Many sales reps send me emails asking the same thing, "How can I sell against my competition and win the deal?" They tell me it gets more and more difficult as there is always someone who has a similar product for less money, or who can offer their kind of service with more bells and whistles, etc. What can they do? Let's look at a few facts and then put together a sales strategy. To start with, if a prospect hasn't bought anything yet, it means they haven't found exactly what they're looking for, right?
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Sales Trainer - Three Simple Ways to Instantly Inspire Your Business Brain
Are your well-intentioned plans from January a distant memory? Has your excitement dwindled to the point of feeling like drill? Are your work hours increasing while motivation is simply a word that one of your all-too-perky and over-caffeinated work colleague’s could do with less of? If so, then it may be time for a fresh dose of inspiration! Check out these three instant ways to add inspiration into your overwhelmed or overworked business brain. 1. Get out!
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The iPhone App I’d Like to Own
Your results in sales – and all of life – are completely dependent on what you think about all day long. Your thoughts lead to your actions, and it is your actions that determine your results. But everything starts by your mental attitude, by what you dwell on all day long.
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What the Top 20% Really Make
You know how big I am on the 80/20 rule in sales. I see it in every company and industry I work in, and, as many of you know, I’ve dedicated myself to helping sales reps and companies elevate their skills and techniques, so they can start producing sales and income like the top 20% of sales reps do. Often I get asked just what the top 20% make in actual income, and today I can tell you…
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3 Keys to Reaching Your Financial Goal in 2011
I don’t know about you, but for me this week betwee Christmas and New Years Eve is the week that I solidify my goals for the New Year. As always, I balance my goals and so set them in all areas to maximize my growth as a person and as a professional. I have goals for health that include diet and exercise; goals for my career that include income and professional growth; goals for creative expression that include writing and photography; goals for relaxation that include travel and leisure, etc.
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How to Handle the “I don’t have the Time” Objection
Welcome to the New Year! So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.”
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San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most
San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter. In other words, we focus on kicking the ball out of the park with force for January, February and March to send us off with a running start. This includes adding more creativity, more products, growing the team and growing the company. That surge of energy from day one builds momentum and we’re off!
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How a Job in Sales Can Set Up Your Career for Success
When young professionals envision sales positions, they might picture the car salesman at the local dealership or their own teenage stints working in retail. In reality, about 5% of the United States population works in the sales industry. The sales job possibilities are seemingly endless — and so are the opportunities for job seekers.
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4 Bold Questions to Ask Employers During Interviews
Are you currently job searching? Here's a pro tip for interviews: Steel your nerves and ask the hard questions. It may sound unconventional and even counterintuitive to follow this advice. (Really, who thinks about grilling the interviewer?) But it's critical if you want to find the right fit. And the right fit is extremely important, especially in today's job market.
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How a Job in Sales Can Set Up Your Career for Success
When young professionals envision sales positions, they might picture the car salesman at the local dealership or their own teenage stints working in retail. In reality, about 5% of the United States population works in the sales industry. The sales job possibilities are seemingly endless — and so are the opportunities for job seekers.
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Change Your Bad Habits Into Good Ones!
All of us have bad habits that we know we shouldn’t be doing but we do them anyway. Or, more accurately, we have a list of things we should be doing but we aren’t doing them! You know the ones I’m talking about – regular visits to the gym, a healthy diet, dealing with an awkward customer or staff member, spending quality time with the family. Whatever the reason, we often stand in our own way of living a truly amazing and rewarding life. Here’s an effective way to change bad habits into successful habits that will have a powerful impact on your life for the better!
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5 Mental Attitudes of Winners
Success in sales, as in all of life, starts by first developing and maintaining an expectant attitude of success. Simply put, all top performers expect that they are going to succeed, and because of this they consistently take the actions that lead them to achieve their goals and become successful. It is their mental attitudes that allow them to meet obstacles, set backs and temporary failures with a new resolve to keep trying, or to try something different, until they succeed. That’s what makes them top 20% producers.
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Sales Training - How to Work with Difficult People without Losing Your Mind!
The damage of working with difficult people can affect the whole office, including customers. In this article, I'll explore tips that will help you deal with challenging people! Have you heard the people in your office saying the following?rn - “I’m just trying to do my job. I don’t know why he keeps starting things.”rn - “What else can I do when she acts that way?”rn - “This place would fall apart if it wasn’t for me!” Sometimes angels are among us and sometimes they are not! If you feel like you are working with an individual who is not residing on earth it can be difficult at best.r
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Stop Worrying about Sales
Someone once said that worrying is praying for things you don’t want to happen. What a great saying, and, like all sayings, there’s a lot of truth in it. When you think about it, praying is when you concentrate on one thing and then you meditate or “pray” on it to the exclusion of all else. Usually, too, when you pray you put a lot of emotion into it and, of course, you have a lot of faith in what you are praying about. When you think about it, isn’t that what you do when you worry about something as well?
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Prospecting Letters Still Open Doors
I’m often asked about the effectiveness of letters as a prospecting strategy in today’s electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters. Direct mail has fallen off considerably. Anything suspected to be a sales approach gets tossed in the name of productivity savings. It’s harder than ever to ensure your letter reaches the intended recipient. Even when you pay the extra money to send it via Express Mail it’s frequently an assistant who opens your letter and determines if the boss will read it.
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Increase Your Sales with Actionable Emails
I hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales. Sure, you carefully word your email, expanding your questions to avoid being misunderstood, or outlining a great recommendation. You format it with underlining and bolding to call attention to critical details. You use bullets to make it simple to read.
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Increase Attendance at Your Events with Social Networking
I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they’re interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with. The prospects who attend feel as if they know you and want your assistance. With today’s technology, events are inexpensive to run.
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No Voicemail = A Missed Opportunity
Leave a voicemail? Don’t leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn’t that a missed opportunity? I always leave a message because how else will they know that you want to speak with them? In today’s world where it’s acceptable to screen calls, you may never reach your prospect if you don’t. Add to it that a message allows a prospect to hear your interest in talking with them and your professionalism. So why not do it?
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Cool Sales Tools to Make Prospecting Easier
Prospecting has never been harder – or easier. Yes, it’s hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply. Gone is the dialing for dollars mentality. You can do better than that. You can use these tools to do everything from identifying who your best-odds prospects are to deducing why they’d want to speak with you, writing a powerful email, and ultimately attracting them to you.
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Sales: A Value Exchange
We’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and efficiently to be successful. Sales is a Value Exchange. At its core, sales is trading one thing for another - generally, trading money for a product or service. When the customer sees your product or service as worthy of their parting with their money, you will make a sale.
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Sales: A Value Exchange
We’ve all been exposed to the notion of the business cycle: customer has need/problem, determines solution to need/problem, makes decision & commitment to purchase, and finally goes through the implementation process. For the B2B salesperson, this cycle must be repeated effectively and efficiently to be successful. In it's basic form, a sale is an exchange of value. Typically, it's an exchange of money for a product or service that the customer believes to be worth the value of parting with his money. How do you make more customers see the value?
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Create Opportunities in our Tough Economy
Every day we’re hearing about how tough it is out there. Prospects won’t take calls. Budgets are on hold. And yet, I remain optimistic, seeing opportunity all around us. While many clients are halting spending, others are getting creative and looking at their businesses from new perspectives. They are seeking ways to leverage these difficult times and evolve their own companies. They refuse to let the difficult economy stall their growth. One client I was speaking with the other day said I must be an ete al optimist, refusing to face reality. Maybe.
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Use Testimonials to Attract Prospects and Win Sales
In today’s economy you need every advantage in your sales kit. Prospects are scrutinizing all requests for their time and each purchase decision. You want to pass their piercing investigation but the sales tools you’ve used in recent years aren’t cutting it. You need something more, and testimonials are the answer. They can be the difference maker in not just winning opportunities but also in attracting attention in the first place. Testimonials are your clients’ stamp of approval.
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Attract Prospects with Easy Web 2.0 Techniques
The Internet is my best friend for attracting new prospects. In a flash my name and an article I’ve authored have “gone viral”. I’m promoted all over the world and I’m suddenly the expert everyone wants to talk with. Leads start flowing in from people I’ve never met and new opportunities abound. Is it magic? No! It’s Web 2.0, and you can do it too with little investment other than your time. Don’t know what Web 2.0 really is, and therefore afraid you can’t leverage it? It’s simple.
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Mine Proposals for Hidden Gems of Opportunity
With the economy causing prospects and clients alike to clamp their wallets shut, we’re looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities. When I’m working with a prospect, I like to look further and deeper than the initial problem they see to get to all the potential issues creating it. Often the problem isn’t a simple one and the deeper I dig with questioning, the more I learn about how we can solve it.
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Fill Your Pipeline by Refining Your Referral Requests
Lately I’ve heard a lot of people talking about how to get referrals. No doubt about it, they’re one of the quickest ways to fill your pipeline. They’re definitely easier and less stressful than cold calling. They’re more accessible, and there’s less competition to close the deal. Knowing this, more and more sellers are asking for referrals as a primary approach to filling their pipelines. But they aren’t getting the number of high quality referrals they’d like or need. The techniques we’re hearing aren’t working consistently.
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Everyone Sells!
If you’re a parent and you have ever convinced your children to do what you wanted without force or threats then you sold. An educator that makes learning more palatable for their students by adjusting their style and approach is using sales skills. A manager or employer that gets staff buy in and acceptance of new policies is selling their ideas to the team. A Plant or Quality Manager who convinces Upper Management to invest in new equipment, preventative maintenance or staff training uses sales skills to persuade them to approve the expenditure now, for future financial returns.
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Great Introductions
In business we are often faced with occasions where we are called upon to make introductions. These introductions can vary from a small group setting involving as few as three individuals up to a large group at a corporate function.
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In the Strictest of Confidence
Are you entrusted with proprietary information? It’s very easy to innocently divulge confidential information just in passing. Years ago while calling on a small construction company the owner’s wife (let’s call her Joan) told me a story that emphasizes the significance of what you share with others and the potential consequence of breaching client confidence. They were bidding on a tender (quoting on a job) and in construction it’s common to provide a deposit cheque as part of the submission to prove you have the financial backing to complete the work.
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Money
Okay, I’m going to do my best to tackle a very sensitive topic. That’s right, money! When I began my sales career, I earned substantially more tha I had been accustomed to as a service technician. It was very exciting to be earning more money tha I knew what to do with. Don’t dismay, I figured it out. I was cranked up about my good fortune and it made me more motivated to sell. Occasionally, when it came up in conversation, I would tell people that I was motivated by money. I soon discovered that this statement turned many people off and I was expressing myself incorrectly.
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Prejudging
For those who are employed in professional selling, prejudging can be an occupational hazard that has the potential to be dangerous and harmful to one’s income earning potential and their reputation. Prejudging, is forming a mental impression of a customer regarding their ability and desire to purchase a product or service with little or no evidence to support our preconception. Here’s an excellent true story to keep in mind when you find yourself drawing to conclusions before having all the information and facts out in the open.
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Create Email Subject Lines That Draw Prospects In
Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts. Often the culprit is the subject line. It's one of the most important keys to getting people to open your emails. Many sellers love to use fun subject lines like "Enticing Ideas: Kendra Lee, Did You Catch the Wave?" They think that a bit of humor will lighten the recipient's day, prompting them to open it.
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When Sales Training Isn’t Working
Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren’t implementing what they learned when they get back to the field. Whether you’re delivering product or soft skills training, participant time away from the job is expensive and your organization has a right to expect to see a sizeable return on their investment.
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Beware of Hiring Your Competitor's Sales People
Life would be grand if we could sprinkle a few seeds in the ground, fertilize, add water…and a great sales person would sprout. This is truly a pipedream, but one often pursued by small business owners and sales management executives in their quest to find great sales talent. Rather than grow their own, they attempt to steal the crops from their competitors. Why not, their competitor is much better at growing a sales organization than they are. They will grab some magic from their competitor's land and they too can enjoy great success.
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Building Your Sales Metric Management System In 4 Easy Steps
Every sales manager is searching for revenue from their salesforce, but the recipe to achieving the revenue target comes from the development of their unique sales metric management system. Thinking back to one of the great cult films of the 1980s…Caddyshack. There is a conversation betwee Ty Webb (Chevy Chase) and Judge Smails (Ted Knight) in the locker room after Ty has just finished a round of golf. Judge Smails asks Ty what he shot that day and Ty responds by telling the Judge that he doesn't keep score.
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Cold Calling Isn’t the Only Way to Get Prospects
Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.
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Conversion! Drive Attendance to Your Seminar
There is a major difference between visibility and conversion. The key to success for any event is the understanding of the factors driving conversion. You've told everyone that you are having a seminar, tele-seminar, webinar, etc. As a strategy to gain visibility, you invested in Google Ads ...
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The Secret Peril That Causes Sales To Be Lost
One of the biggest mirages in sales is the proverbial rubber stamp. Sales people believe that they have won the business, but have left a deal-killer in play. It's September, also known as back to school time. My neighbors and I escort our children to the bus stop for the first day of the new ...
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"I Do!" Make Better Offers To Your Sales Candidates
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase. After a lengthy screening process, the hiring committee feels they have found the right sales candidate for the ...
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Sales Manager: Job Title Or Specialized Skill
Many business executives focus their search for sales management candidates from within their industry. They are restricting their ability to find the right person for the role. One of the most critical decisions a company will make is the hiring of the right sales manager. However, many ...
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Expert Advice for Rookie Consultative Sales Professionals
Gain a clear understanding of what has the ability to or what does make you vulnerable in your profession and then protect yourself against it. For example. an individual who is just getting started into real estate sales who has financial challenges (a short supply or exhausted reserve funds) ...
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What Is Leadership?
People are often told to "be a leader," but what does that mean? How do people know how to act as a leader when no one defines it for them? There is a simple mantra that defines leadership. The other day my nine-year old daughter and two sons (seven and five years old respectively) were ...
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Integrity In Sales - Consultative Sales
Integrity in sales starts when you look someone in the eye, shake their hand and introduce yourself. If you start off the relationship by being disingenuous about your position why would anyone want to buy from you? Since the early 90's the word "consultant" has become the buzz-word for sales ...
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Teach, Coach And Lead With Integrity
There is no one-thing that makes a sales leader great. But, there is definitely one thing that can make them poor - an inability to coach and develop their employees. Tell a salesperson to go sell and he will struggle for a day, teach him how to sell and he will sell for life. Ok, so that is ...
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Integrity In Leadership - Wisdom
Integrity in Leadership - Wisdom Integrity in Leadership - Wisdom By Louis Jorda Using quotes from famous leaders, politicians or athletes has become part and parcel of business communications. Try getting through a sales seminar, self-help book or sales kick-off meeting without being ...
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Teach, Coach And Lead With Integrity
Teach, Coach And Lead With Integrity Teach, Coach And Lead With Integrity By Louis Jorda There is no one-thing that makes a sales leader great. But, there is definitely one thing that can make them poor - an inability to coach and develop their employees. Tell a salesperson to go sell ...
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Running A Productive Sales Team Meeting
A well run sales meeting can have an incredible impact on the confidence and development of your team. Conversely, badly run meetings will under-mine your leadership and retard the growth of your team. It is possible to influence your employees simply by how you conduct a sales meeting - this ...
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Changing The Behavior Of Your Sales Team
Many sales people will not make changes unless they are made to feel uncomfortable. EXAMPLE - If your team feels comfortable forecasting numbers below their quota, or reporting numbers below their forecast they will continue to do so. Unfortunately, that means you must be able, when necessary, ...
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Closing The Sale Or Qualifying The Quality Of The Prospect?
Closing the sale has always been what we have been told to do - the "ABC of selling" and "lots of little Yes lead to a big Yes" were designed to do just that. These tactics can work for low-end consumer sales, very small business sales and industries where you do not rely on repeat business or ...
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Why Can't I Hire The Right Sales People?
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program. Candidate screening is one of the most difficult tasks that recruiters and managers face. Most will ...
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The Three Principles For Getting Organized
According to organizational experts, we’re not only born with an innate need to organize, but the desire to organize as well. If we need it and want it, then why are so many offices a mess? Surprisingly, order does not mean a neat row of sharpened pencils and tidy stacks of paper. If you can ...
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Ten Fast Tips To Time Mastery
For many business professionals, time can be a tidal wave of pressure that threatens to crash the best-laid plans with the slightest provocation. Here are ten tips to get on top and in control of your most priceless resource—the time of your life! 1. Diagnose where your time “flys.” Keep a ...
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Off-the-Chart Results Goal Setting
Everyone has the same amount of time each day, yet some people accomplish several lifetimes of achievements in the same time others waste wondering what to do. Some people spend more time planning a party than they do their own lives. Successful people control their time by setting goals. ...
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Effective Delegation
"There are three ways to get something done. Do it yourself, delegate, or forbid nyour kids to do it" Unknow One of the most important ways to leverage time is through delegation. As a leader, manager, supervisor, or employee, finding ways to free up time to accomplish important ...
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Memory Management
Have you ever thought, I'm losing it? Have you noticed that sometimes you feel like a genius and other times you can’t remember what you had for lunch? The brain is a powerful tool that controls our ability to think. Unfortunately, it didn’t come with an owner’s manual. With a few simple ...
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12 Keys to Tuning Up Your Sales Force
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day. Many cars today tell the driver when it is time to perform maintenance. Even better, some tell the driver that maintenance is needed in 1,000 miles ...
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Integrity In Leadership - How We Treat Those Closest To Us
Recently, during a conversation with friends, someone wondered aloud why we are often more polite and patient with strangers than with those closest to us. It really is a great question, and one, I am sure, many of us can relate to. Perhaps familiarity does bread contempt, perhaps we feel ...
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Will You Pass The Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test? After a lengthy buying process, the time has come to submit pricing. Countless hours are ...
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Are Job Applicants Destroying Your Brand?
Companies roll out the red carpet when they hire new employees. Yet, those that they elect not to hire are left out in the cold with a bad taste in their mouth about their experiences with the company. It doesn’t need to be this way. Phil walks into his favorite retailer to apply for a job. ...
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Close Doors, Not Sales
You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens. Recently, I was asked to provide my thoughts on sales people and the requirement that they "ask for the business" as a closing technique. ...
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5 Keys To Hiring The Right Sales Manager
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well. There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it ...
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5 Critical Mistakes Most Consultants And Coaches Make
Think you have what it takes to be a consultant or a coach? I wasn’t so sure I knew when I first started in 1999. All I knew was I desperately wanted to work from home to raise my two sons after my divorce. It took a lot of trial and error to get to the stabile and profitable business I am ...
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5 Easy Ways To Put Personality In Your Copy
The late, great Gary Halbert once said something like copy can never be too long, only too boring. That is why you need to infuse it with character! Don't be afraid to put a little stand-out language in your copy. Know why? Because we are so bombarded with marketing messages all the time, now ...
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3 Tragic Mistakes Of "Green Marketing"
When I say “green” I am talking about the environmentally conscious consumer, also called “Cultural Creatives” or the LOHAS (Lifestyles of Health and Sustainability) market which includes about 50 million people. If you are trying to reach them, ya gotta go green. They are all about a better ...
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Tarketing: Sales Resistance On The Rise
Have you noticed it? More and more marketing campaigns are going over the top. They're trying bolder, more in-your-face tactics. And consumers DON'T like it. There's a growing resistance toward advertising. According to a recent study by Yankelovich Partners (a marketing company at ...
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Free Sales Leads
Type “free sales leads” into any search engine and you will be inundated with hundreds of listings. Unfortunately, very few are free and even fewer are leads. Let’s be honest, if you had the ability to provide a sales person with true sales-leads, would you do that for free…?nn….No, neither ...
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Motivating the Passive Sales Candidate
I was never very good in science class which is probably why I'm not a doctor today. Yet, I remember vividly the exercise on heated atoms. The experiment started with a flask of water and a Bunsen burner. When the flame from the Bunsen burner was applied to the flask, the atoms would dart all ...
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The Sales Person's First Day
It's a great day at Newman Industries today! For the last month, they have been actively recruiting a hot candidate to join their sales team. Today, Steven Harmon agreed to join them. They see him as a true rainmaker. The recruiter and sales manager share high-fives. Mission accomplished! Spike ...
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Secrets Buried In a Sales Person's Resume
In my sales management career, I would bet that I've seen about 5,000 resumes for sales people. Yet, I still haven't seen one that shows someone who has achieved 40% of quota. Every single resume shows 100%, 200%, 2,000,000% of goal. Where are all of the people who have had less than stellar ...
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Priming the Sales Applicant Pump
I spend much of my time working with companies to help them identify and hire the right sales talent for their company. One of the biggest frustrations that I hear from my clients is that they struggle to get people to apply for their jobs. Thus, they feel they have to settle for the few ...
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What Every Sales Person Could Learn From the Yankees
This is the time of year when salespeople begin to reflect on their performance. Was it a good year? Was it a great year? Some will say they earned the dollars they desired, so it was a great year. Others will hang their hat on an account that they won and say it was a good year. However, as Joe ...
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When the Sale Doesn't Happen
In the 70's and 80's, there was a great television show called "Quincy." This show revolved around a coroner who investigated deaths. Jack Klugman, a.k.a. Dr. Quincy, performed an autopsy on what appeared to be a death by natural causes and realized that the actual cause of death was murder. ...
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What's The Plan?
The other day I was working out in the gym when a guy asked me to spot him on the bench press. For those of you not familiar with the term "spot," it means to watch and assist the lifter if they need help. Of course, I agreed to do this. As is customary when spotting, I asked him how many reps ...
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The Secret to Overcoming the Price Objection
Ok. This is false advertising. There is no secret to "overcoming" the price objection. The truth is that the price objection cannot be overcome. That is because it isn't intended to be overcome. It is meant to be resolved through thought facilitation by a sales person. The sales person's role is ...
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The Most Underutilized Strategic Advantage
You have been chasing this account for six months and feeling optimistic as the buying process is coming to a conclusion. The sale is between you and two other firms. The competition is fierce, but you feel you are ahead. At 11am, the Procurement Agent asks for three references to be provided to ...
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Successful Selling and the Theory of Relativity
Albert Einstein formulated the theory that says that space and time are relative concepts rather than absolute concepts. For example, consider a car speedometer reading at 65 miles per hour. How fast is the car going? This question seems like the beginning of the joke of who is buried in Grant's ...
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Migrating from Vendor to Partner
So, it's been another round of price squeezing. Very painful! They want it cheaper and your company has tasked you with protecting margin. To make matters worse, the prospect called you one of the worst things possible¡K a vendor! At this point, you have probably decided that sales really isn't ...
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Finding the Right Home for Your Sales Skills
It's that time of year again when salespeople peak their heads up from their cubicles to see if there is a better opportunity out there. So, what do I mean by "that time of the year?" Actually, it's most every day. The way most salespeople are wired, they have an insatiable urge for more. More ...
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Master Your Time, Master Your Income!
Yep, this subject has really gotten my attention. I am so glad I finally picked up Dan Kennedy’s “No B.S. Time Management for Entrepreneurs,” after meaning to read it for quite some time. You’ve gotta love a time management book that’s short enough to read in a couple hours or less! Last ...
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Do They Read Long Copy?
One of the more popular questions I get about copy from subscribers is, "Do people really read all that copy?" Of course they are talking about the online long copy sales letters you have to scroll all the way down to the bottom to find out how much it costs. These letters can be from 5-15 pages ...
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7 Steps You Must Take Before Writing A Word Of Copy!
Copywriting Checklist Okay, you know you have your product (or service) in front of you. Now it's time to get the word out with an attention-grabbing sales letter. But where do you begin? Whether you hire someone to write your copy, pass it off to a staff member or learn to write it yourself, ...
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Sales Rebuttals Overcome Sales Objections
The best way to overcome sales objections is to understand who creates the objections, and why. Only then can you develop appropriate sales rebuttals. Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons ...
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Sales Rebuttals For Sales Objections
To overcome sales objections we must, first, understand who creates the objections, and why. Only then can we develop appropriate sales rebuttals. Most sales people find that many of their potential customers tend to give the same or very similar, sales objections. There are several reasons for ...
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Are You Saying This Magical Phrase To Your Customers?
The other day I was at my wonderful hair stylist - the only stylist EVER who understands my ultra-thick curly hair (oh yes - I live for my flat iron!) Maria emigrated from Poland and she has many stories of living under Communist regime and being hungry constantly as a child. She pronounces ...
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I Dare You To Do This Impossible Tip...
Something that's as important to me as oxygen....is creativity. Now you may wonder - what does selling have to with being creative? Let me sum it up in 3 words: IDEAS CREATE CUSTOMERS. My office is absolutely gorgeous and it's not an accident. (a heck of a lot of reno work last ...
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3 Lousy Sales Tactics the Need to Change
In the past week - I felt like I should've been walking around with 2 thick magnifying glasses duct-taped to my head (and noooooo - I don't need bi-focals!) Examples of really lousy sales tactics and salespeople have been popping up everywhere. (always perfect fodder for a writer like moi!) ...
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The Big Sales Lesson From Sex And The City
- I'm a grown woman and can admit this. I CAN'T WAIT to see the new Sex and The City movie!! I was one of the die-hards who loved the HBO show as soon as it launched and I definitely helped spread the word of Carrie, Samantha, Charlotte and Miranda. And I'm not the only one. Millions of ...
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The Most Refreshing Tip For Dealing With Sales Rejection
So. You've met with the client. Provided a proposal. Asked when they wanted follow-up. You felt the meeting went well and secretly you were counting the dollars and where you were going to spend them. And then you've... Called, e-mailed, Called, e-mailed, Called, e-mailed, Called, e-mailed, ...
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The Best Sales Lesson I Learned From An 80-Year Old
For those of you who don't know - I come from VERY humble beginnings. I grew up in a little town so small it was actually called a HAMLET! There are so many advantages to growing up in a little place like that. You're surrounded by people who KNOW WHO YOU ARE. (now as a kid and especially a ...
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How To Find The Money Under Your Nose
I was having breakfast recently with a fabulous client of mine (and now friend) who was telling me of the super-smart idea she had. Laurel said... "Kim - you're going to think I'm brilliant!" She published a book several years ago and as self-publishing can sometimes be - she had about 1,000 ...
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A Ridiculously Easy Way To Increase Sales
My mom has a fabulous expression you're going to love. She believes if you want to make life a little more interesting then you need to ... "Stir The Pot" So What Does Stir The Pot Mean? I'm sure you've had this happen. (in fact - you may be experiencing it at this very moment) You've ...
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How To Become A Spiritual Seller
After years of chasing numbers and sales goals, I realized something was very wrong. I felt empty and disillusioned with the entire world of business and sales. As an entrepreneur I had worked extremely hard for more than 10 years. All I had to show for all of my hard work and discipline was 2 ...
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Compensate To Motivate
Channeling the energy of a sales team can be challenging. How you compensate them determines where they invest their time and the results you get. When I speak to business executives, one of the challenges I often hear is that their sales team is not doing the things they feel are most ...
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Multi-level Marketing (MLM) Leads To Success
The best Multi-Level and Network Marketing Salespeople have several things in common: 1. They have adapted to the changes in the Multi-Level Marketing (MLM) business. 2. They consistently look for new (and stable) MLM Products, MLM Companies, MLM Opportunities and MLM Leads. 3. They ...
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Managing Accounts: Build Rapport And Revenue
We tend to think of sales as all about gaining new clients and new accounts. However, existing accounts and clients represent new sales as well. Meeting and exceeding customer expectations and becoming a valuable business resource for your current accounts is one of the best sales tools you ...
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It’s All About Taking Risks
Our country was and continues to be built because of those special people who are willing to take a risk. Many present day success stories are based on people who traveled here, arriving with nothing more than a dream in their heart and little or no financial resources to their name. Risk is ...
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The Rock and Ripple Effect
Imagine you’ve just thrown a rock into a pond. SPLASH! Ripples begin extending around the point where the rock hit the water. An interesting observation is that the ripples closest to the rock are actually the smallest ones. Then each ripple creates another larger ripple…until finally it ...
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Quiz: What Kind of “Sales Shoe” Are You?
Have you ever wondered what type of saleswoman you are? It doesn’t matter if you run your own company or sell for someone else – it is extremely important to know what your style is. What does The Sales Diva mean here? Well – let me throw my high heel on my desk here and I will explain. Are ...
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Are You A Chicken?
There are many traits/habits required to be a successful sales person. Determination. Creativity. Negotiation. Superior customer service. Risk taking. Integrity. You know the one trait that isn't required? Being a chicken! This is one of my 7 year old niece's favorite phrases - she likes to ...
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How to Create The World’s Most Powerful Sales Script
You cannot improve what you cannot measure. Just like you must have a Road Map for your overall sales success, each sales call must have its own little road map. We’ll call them scripts. You can develop your own script or begin to use one that has been developed by someone else. Your sales ...
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Are You Putting "Your Girdle" Into Your Sales?
“It’s not just enough to swing at the ball. You’ve got to loosen your girdle and really let the ball have it.”– Babe Didrikson Zaharias Years ago I found this quote from Babe Didrikson Zaharias and not only did it make me laugh out loud – it became a personal mantra. Read her bio below – this ...
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You've Screwed Up - Now What Do You Do?
OK everyone - even the Sales Diva is not immune to screwing up royally every now and then! I can't believe I am actually going to tell you what happened to me recently... but it will give you a laugh! I was recently asked by a local college to do a tele-class call. No problem. Booked the date. ...
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How To Increase Revenue In 24 Hours
What's Black, Green and Purple? As many of you know - I love reading and for some strange reason have a memory for quotes. One I love is "The only difference between a rut and a grave are the dimensions." I know you have been working hard this year. I know you have been working smarter this ...
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This Is Your Year To Be BOLD!
WOW!! Can you believe it is 2006? Doesn't it seem like yesterday that we were drinking champagne bringing in the new century?? 6 years have gone by since then. What have YOU filled them with? This Is Going To Be Your Felt-Marker Year! You've seen them - those fabulous huge felt markers ...
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Do You Have This "Nasty" Little Sales Habit?
Got your attention didn't I? There is a "nasty" little sales habit that separates "wanna be" amateurs from professionals. And I mea NASTY ... it is a moldy green, time-consuming, energy-wasting, confidence-zapping habit. Want to know what it is? Most sales people CHASE their ...
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The "Secret" Sales Fortune Cookie You've Been Waiting For!
I lovvvvve going to a psychic. Getting my tarot cards read. Cracking open fortune cookies..and all that jazz. It is fun, sometimes enlightening and usually thought provoking. Are you sitting down? I am going to reveal your future in the Sales Diva crystal ball!And it is in the form of a ...
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Communication
In life there are skills that would be advantageous to have, skills that you should have and skills that you will never achieve greatness without. The ability to communicate effectively isn’t something you can rely on others to do for you in a leadership role. It isn’t a task that you can ...
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Are You Barking Up The Wrong SALES Tree?
Last summer I was sitting on the deck at a gorgeous remote Canadian lake, watching my little dog Macey go NUTS chasing all the squirrels. She'd chase them at 100 MPH through the bush and UP the tree they would go - fluffy tails flying and they would chatter indignantly from 30 feet above. Then ...
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The 5 Qualities of Great Salespeople
The difference between runaway business success and mediocrity often comes down to sales. Yes, you need a great product that uniquely addresses a market need. You need operations and manufacturing teams that can execute. However in the competitive world of complex “solution selling,” the difference between a great product either sitting on the shelf or getting designed into a successful project often sits with the sales team.
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How Meditation Will Increase Your Success
Do salespeople meditate? I asked myself this question recently and as I contemplated I realized there had to be more business people meditating than just me. I’m not THAT special. Or was I? After all, I WAS living in San Francisco, a mecca for all things spiritual, new age and psychedelic.
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4 Fears Salespeople Face
As a salesperson early in my career, I recall nights as I attempted to drift off to sleep, thoughts scrambling around in my head about the day. I would toss and turn as I worried about things I had done wrong that day while obsessing about doing the right things after I woke up the next day. Was my customer about to choose my competitor? Where was I missing business? Had I pissed anyone off? Lord knows, sales people have it rough at times.
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3 Steps to Building Customer Trust
Building a lasting relationship with your customers is beyond important, especially in the age of information. More than ever customers have access to information about your products, yet they still want to buy from people they trust. How important is trust to YOU when you buy? The more a customer trusts you, the more they’ll be willing to go to bat for you internally, refer you to other customers, and risk investing large amounts of money in your products and services.
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Quit Wasting Your Time: 4 Questions to Accelerate Your Success
Time management systems are all over the place these days… and with good reason. If you can maximize your time and focus on the right areas, you’ll hit your goals faster and have more time for your personal life. Since the late 1990’s, I’ve read a shelf full of books on time management, listened to dozens of hours of time management audio learning, and read multiple articles on the subject. I’ve used a variety of time management systems including Franklin-Covey and David Allen’s “Getting Things Done.” I’ve used PC software like Microsoft Outlook, Smartphones, and paper-based planners.
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6 Strategies for Getting Past the Gatekeeper: Part 1 of 2
Ahh the dreaded gatekeeper. For most salespeople, gatekeepers just might be the most emotionally frustrating and professionally challenging of all sales encounters. They can say “no” but they can rarely say “yes” to a value-oriented relationship with you. While getting to the decision maker sounds straightforward, in reality it can be tough!
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6 Strategies for Getting Past the Gatekeeper: Part 2 of 2
Gatekeepers, whether we love them or hate them, are a part of sales life. There is no magic pill as each gatekeeper is different and each situation demands a customized approach. In Part 1 of this series, I outlined the first three strategies for getting past the gatekeeper and mentioned two important steps to take before you design your gatekeeper approach. In this article, I will show you the remaining three strategies that emphasize creative ways for getting past the gatekeeper by going straight to the decision makers.
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Are you writing sales negotiation emails like prospecting emails?
Email has become the primary communication tool for sales reps. We use email to prospect instead of cold call. We confirm meetings via email. We follow up on sales calls with an email. We answer prospects’ questions through email. We discuss proposal terms in email. Some savvy sales reps even close the sale through email! For the last two years I’ve guided sales reps on how to write prospecting emails that get a response. I’ve shared all my secret tips and tricks and they’re working for you!
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How writing sales prospecting emails and negotiation emails is different
Have you noticed that suddenly you’re negotiating with your customers and prospects through email? They don’t have time for face-to-face or phone meetings. Instead, they’d just like “a few quick questions” answered through email so they can make a decision. As this occurs, it’s critical that sales reps adjust their easy-going sales prospecting email approach to a more formal and professional business writing style to successfully negotiate in this new manner. Here are a few ways in which sales prospecting emails and negotiation emails are different so you know what to change.
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What's Your Value to Prospects?
As sellers, we know that one of the keys to opening doors with new prospects lies in positioning our solutions as something different from the competition. In fact, sales and marketing departments spend a significant amount of time trying to determine exactly what their company's unique selling proposition is, and the best way to explain it to potential clients. But is it possible there's more to the equation? What many sales reps don't realize is that they have another competitive advantage, and one that no one else can match: their own skills, talents, and expertise.
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How to Prospect With a Catalog of Products
Last week an interesting question was posed to me: how does a seller go about cold calling, prospecting, and lead generation when they have a wide range of products to sell? How do you know what to tell prospects about when you have hundreds or more items available? This wasn't an abstract inquiry. The newsletter subscriber in question had recently moved from selling high tech to promotional items. Before, she'd had only a few solutions to work with; now, there were literally thousands. Her situation isn't as unusual as you might think.
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Cold Calling Perfection: Are You Hearing This?
In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails. You can quickly see where you need to make adjustments to grab your prospect's attention and get a reply.
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What’s Holding Your Prospecting Back?
There aren’t many certainties in selling. What works well for one person can be a dead end for another, and what looks like a sure sale can easily deteriorate into a missed opportunity. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling block on the way to new business.
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What Are Your Real Sales Goals for 2011?
What do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they need to sell to achieve their own personal goals. The second number is the more important one, since the best goals come from inside your own mind. Just as you can't lose weight because someone else wants you to, neither can you feel excited or motivated about a target that has been imposed on you from the outside.
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8 Steps to Reach Your Sales Goals
The end of one year and beginning of a new one is a great opportunity to examine your successes from the previous year, determine what you want to replicate, what you want to change and then set some goals for the new one. Because setting attainable sales goals can be a lot trickier, and more stressful, then people tend to think, I'd like to offer a step-by-step guide to help you set and reach your yearly target.
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Give Your Prospecting Legs with Social Media
Social media is all the buzz in prospecting lately. You hear about it everywhere with Facebook Fan pages, tweeting, and LinkedIn profiles. You may even have an account on several different social networks. But have you given thought to how to use it to increase your prospecting results, or do you just see it as something fun to do when you have time? Or, is it possible that you’re one of the skeptics who don’t believe social media can really bring you new prospects? Let’s ponder that for a moment. The two primary questions in prospecting are always:r
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The Biggest Goof Sellers Make When Dealing with Hot Prospects
I dream of hot prospects who call me up and say, “We’ve heard good things about your company. We want to make a decision quickly. We’re hoping you can help us out.” Occasionally my sales fantasies turn into realities. When it happens, it’s so easy to be seduced by this low-handing fruit. Outwardly, I try to appear calm, cool and collected – a true professional. But inside, every inch of my body wants to scream out, “Take me! Take me!” Okay. I’m being a bit dramatic here, but I really want to make my point. It’s so easy to be tempted by these opportunities.
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People Buy You - How to Become a Master of Persuasion
Here’s a question: What is most important to your success? Is it education, experience, product knowledge, job title, territory, or business dress? Is it your company’s reputation, product, price, marketing collateral, delivery lead times, in stock ratios, service guarantees, management strength, or warehouse location? Is it testimonials, the latest Forbes write up, or brand awareness? Is it the investment in the latest CRM software, business 2.0 tools, or social media strategy?
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Sales Ignorance Is Oblivion
Sales ignorance is nothing to laugh about. In fact salespeople who are ignorant seldom realize it. Ain't that amazing? Ten quick ways to becoming a sales ignoramus - really: 1. Keep everything in your head. Never write it down. Do you think it's possible to remember everything you don't write down? If you can't remember what you had for lunch on June 15th, how can you expect to remember what 2 sales prospects and 3 customers told you on that same day? If it's important write it down.
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6 Proven Strategies For Sales Managers
Do you know what it takes to become an exceptional sales manager? Here are six common sense management strategies you can use to become more effective in your daily work. 1. Alignment. One of the keys to your long-term success is alignment. Let me explain. It's important, actually extremely important that you are aligned with your manager and your company. Now I know what you're thinking. You're thinking that's a no-brainer and you believe you are in perfect alignment with your boss.
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What 4th Graders Can Teach You About Sales
Manatee County in South West Florida has an annual program called Project Teach. The program objectives include: to illustrate the importance of first impressions, to explore the relationship between education and jobs, to provide a dialogue between students and adults in different careers. They invite 140 volunteers to spend an hour with all the 4th graders in the county. As the class begins, each student is given a 3 X 5 card. They are asked to write the answers to the following questions. How old do you think I am? How many children do I have? What kind of car do I drive?r
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Sales Tips On Cold Calling
Cold calling sales tips is something I decided to write about after reading an article in Inc. Magazine. The article was about David Rosen. He sells $500,000 worth of wine a year to private individuals across the country. This guy loves and lives on making cold calls. David is extremely enthusiastic about his work and about the wine he sells. Aside from his enthusiasm I really like the simplicity of his approach and that's what I want to share with you. Now get this, his first question to his sales prospect is, "Do you like wine?" It's elegant simplicity - isn't it?
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What Is The Biggest Mind Game In Top Home Based Franchises; Part One
Sales…quite honestly it is the biggest mind game that I know for the success of your home based franchise. Once you have mastered the art of selling you have mastered your key to success in everything that you do; not just success in your home based franchise. One of the best sources of getting your mind in the game of selling and making your home based franchise a huge success is Og Mandino’s The Greatest Salesman In The World. It’s the story of passing down a chest of scrolls from one great salesperson to another.
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The Biggest Mind Game In Top Home Based Franchises; Part Two
Sales…quite honestly it is the biggest mind game that I know for the success of your home based franchise. Once you have mastered the art of selling you have mastered your key to success in everything that you do; not just success in your top home based franchise. The lesson for each of us in Scroll 2 is that we need to start each day with love in our hearts. Mandino states that love is the greatest secret of all success albeit personal or professional. Now, you might be saying to yourself..oh I don’t hate anyone…And Mandino isn’t saying that at all.
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The Game of Selling: The Biggest Mind Game In Top Home Based Franchises; Part Three
The game of selling…quite honestly it is the biggest mind game that I know for the success of your top home based franchise. Once you have mastered the game of selling you have mastered your key to success in everything that you do; not just success in your home based franchise. Today’s message is about persistence and how you must persist until you succeed.
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Sales: The Biggest Mind Game In Top Home Based Franchises; Part Four
You are nature’s greatest miracle!! Think about that statement and realize how true it is. You are completely unique and there is not one other person out there that is like you. Og Mandino’s teaches in the fourth scroll that you are your own unique leader...a leader that people are looking for in their own home based franchise and in today’s age, a leader that people desperately need and want. You have unique qualities and knowledge that no one can teach like you can teach. As soon as you realize your uniqueness and you start to show it and act on it...
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Sales and The Art of Procrastination: The Biggest Mind Game In Top Home Based Franchises; Part Five
How many of us procrastinate? How many of us don’t fill our day with the actions and activity that is needed to ensure that success in our home based franchise will come our way each day? On a more personal note, how many of us don’t take the time to even say I love you to those that we truly do love and care about? What Og Mandino’s important message is teaching is that you must live today for today. Forget about yesterday...what is done is done.
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Sales and Goal Setting: The Biggest Mind Games In Top Home Based Franchises and How To Overcome Them
Goal setting; sales 101 plain and simple, right? However, it really isn’t that plain and simple is it? Have you set your detailed goals for the day, the week, the month and your year both personally and for the success of your home based franchise? Goal setting is critically important to the success of your home based franchise. Without goals…you do not have an exact plan of where you are going, you do not have an exact plan of how you are going to get there and you will not know when or if you have ever arrived.
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Walking on Thin Ice, is Your Career Secure
Earlier this morning I commented on a debating blog about true security. By the time I was done with my rant the realization was, here is an article with some punch. Does life limit us? Do we limit us? Does positive or negative thinking limit us? Do others limit us? When you think of security, be it financial, physical, emotional or other, what comes to mind?
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Competing for Customers
• For a company, who matters the most the customers or the consumers? Can you illustrate, drawing from your research and consulting insights, this distinction? In a way we are all consumers. We all consume goods, merchandise, and food and on an energetic level we even consume energy from others. We love to be around people who lift us up and make us feel great, and we do not like to be around people who are unhappy I sometimes refer to these kind of people as energy suckers. And as far as customers go we are also all customers.
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Sales: The Biggest Mind Game In Top Home Based Franchises. Part Nine: Take Action
Take Action…Let’s face it...your dreams are worth nothing, your plans for your home based franchise will never come to light and all of your goals will be impossible to make unless you take the action necessary to make them all come true. It continues to blow my mind that people come to me with big plans, huge goals, and lofty dreams for their home based franchise; all of them attainable, yet little to no action is taken. So many of us want the lifestyle of the wealthy, yet do not take the action that is necessary to have that lifestyle.
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When Deep Trouble Sets In Your Home Based Franchise; Learn What The Top Producers Do
Ask for help. Asking for help is the lesson, habit, message to be learned from Og Mandino’s last scroll in his book The Greatest Salesman In The World. We all possess a natural instinct to ask for help. When we are deep trouble, we ask for help. When we know we have done something terribly wrong we ask for forgiveness. The lesson to be learned here and the habit to be formed is that we need to ask for help in the proper way. I want you to think about this for a minute. Isn’t it natural for us to ask for money, things and the success in our home based franchise?
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Your Home Based Franchise Is Like A Rubber band…You Need To Stretch To Expand.
I was recently at a conference and one of the speakers was talking about the uncomfortable feeling of developing and growing our home based franchise and ourselves to becoming a top producer is kind of like a rubber band. This association resonated deeply with me since I used this exact example on a daily basis when I was in medical sales. In fact, I carried the BJ’s sized bag of rubber bands around with me on sales calls to illustrate my point. The rubber band concept goes like this. Sit back and visualize having a rubber band and you are stretching it and stretching it.
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Are You A Top Home Business Entrepreneur? Do You Have What It Takes? Learn How In Three Easy Steps
Do you actually believe that you are going to achieve those lofty goals of being a top home business entrepreneur and make big money in your home based franchise for this last part of 2009, looking into 2010? Most people don’t believe. And when I say believe, sure on the surface they might talk the good game, but deep down there is always that question mark, that voice that says, why should this year be any different than last year…especially in this economy? Do you have that same little voice?
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Learn How Easy It Is To Be Great At Your Home Based Franchise Right From The Beginning.
Every great home based franchise starts at the beginning. Every great entrepreneur was once a beginner. Every top sales person was once a beginner. Every great athlete was once a beginner. I think that you get the point…everyone starts at the beginning on their journey to their Greatness. There is this book: “Every Great Chess Player Was Once A Beginner.” The title says it all and although it is obvious that everyone starts someplace, it’s hard to imagine Ryan Howard starting in Little League, or John Elway in Pee Wee football.
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The Top Three Mistakes Made By Home Based Franchise Marketers
Whether you are a newbie or have had a home based franchise for years. Whether you are direct marketing or marketing in Corporate America, it’s these three mistakes that cost people their top producer status and big income in their home based franchise time and time again. I have been in sales and in marketing for over 15 years and was a sales trainer for a good portion of those years, and here is what I saw: 1. Most people underestimate the number of people that they need to talk to on a daily basis.
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How To Position Your Home Based Franchise For The Three S Epidemic
There is a very powerful shift that is taking place in the direct marketing world. A shift that will have a powerful and profound effect on your home based franchise, but only if you apply it correctly AND only if you actually take the action to apply it. I think that you would agree that whether you are marketing your home based franchise on line or off; your potential customers are carrying with them the “Three S Epidemic.” They are either scared, they are scarred or they are skeptical. Maybe they are all three.
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Don’t Make Another Decision About Your Home Based Franchise Until You’ve Answered These 4 Questions.
Still can't make a decision in your home based franchise, even after everything you have seen and read? I can understand that and in fact, indecision is one of the biggest reasons of failure. I recently wrote an article for JBS Communications...the newsletter I publish every other week and it talks about the 4 questions that I personally ask myself when making any major decision. I thought I would pass it along right now...to help you in your decision making process for any major decision that you face. The term “decision” is thrown around a lot.
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It’s Easy To Jumpstart Your Home Based Franchise. Create A Twist To Fill A New or Different Void.
The media drone is all around us; the economy stinks, it’s tough to make a buck...blah, blah, blah. I’m here to remind you that you must focus on opportunities rather than challenges in your home based franchise. You probably know most of what I am going to share with you, but maybe, for whatever reason, you are not using these ideas or just not emphasizing them in the marketing platform of your home based franchise. Open up your mind, start to think outside of the traditional marketing box and get to work!!
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Failure Or Feedback? Which Is It For You and Your Home Based Franchise?
You probably hear it all the time: You must be willing to fail in order to win. As you probably suspected, most people are not are not willing to take the failure walk for their home based franchise and that is what stops 97% of entrepreneurs dead in their tracks. The fear of failure has people giving eulogies to their goals, hopes and desires. Recently, I came across some very powerful information that I’d like to share with you this week.
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Niche Marketing Strategy For Your Home Based Franchise; But To The Affluent?
It seems that everywhere we turn all we hear about is how tough it is to start a home based franchise. I say that the exact opposite is true and quite frankly there couldn’t be a better time to start your own home based franchise. I’m here to remind you that you need to focus on the opportunity rather than challenges that surround having your own home based franchise. If you have not created a niche marketing strategy to the affluent...why the heck not? First of all, I strongly suggest that you go out and buy Dan Kennedy’s No BS to Marketing to the Affluent.
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95% Of People Fail. Join The 5% Club Of Winners In The Home Based Franchise Industry.
It’s disturbing to me and yes sad, the amount of people who fail at their home based franchise. Do I think that people set out each day with the goal of failure on their mind? Quite the opposite. But, in general…most people do not set themselves up with the intent, the strategy and the action plan to succeed. Today, we will take a look at the first of four reasons why people fail not only in their home based franchise, but in almost anything that they do. Will you fall in either one of these categories?
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95 % Of Home Based Franchise Entrepreneurs Need To Get Off Their Butt And Do This One Simple Thing.
Most People Do Not Study. Reason two on why 95% of people fail in their home based franchise and will never become a top producer is because most people do not study. I asked the question in the first article of this series if you were obtaining what was needed for the accomplishment of your goals and dreams. Maybe the more important question is: Are you studying, learning and doing what is necessary to be the master of your craft, be that top producer and to have the best home based franchise possible? Trust me, this is easier said than done.
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You Can’t Afford To Use This In Your Home Based Franchise. If You Do You Will Fail…I Guarantee It.
Do you know that the word can’t is the most frequently used word out of an unsuccessful home based franchise entrepreneur’s mouth? I challenge you take a look at this unfortunate word and really think about how many times you might use it in one day. The word can’t is a word that I detest, is the worst of the four letter words and I do not tolerate it’s usage in my house or in my home based franchise. Most people use it far too often, very casually and most importantly...they use it inaccurately. Truly, think about when you use can’t.
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You Can Easily Jumpstart Your Home Based Franchise Today by Doing This One Thing Properly.
If you’re just joining us in this series of articles I have been talking about recession buster strategies for your business. Guess what; it’s true that you and your home based franchise can thrive in today’s market place, you just have to focus on the incredible opportunities that are right in front of you instead of letting the Constant Negative News (CNN) get to you. So tell me, have you and your team in your home based franchise considered targeting, marketing and selling to people who do naturally well in recessions?
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Don’t Be A Home Based Franchise Chicken…Learn How To Properly Sell, Not Close
Sales and Closing...Closing and Sales in home based franchises (or any business or company for that matter) seems to still have a negative undertone. Even though I have been in sales for years, have consistently been in the top 5% of earners, I still hate the word close. I know for me, it goes back to my beginning days of sales. I studied Tom Hopkins and the motto was close and close often. I think the word back then was trial close. Regardless, at least in the companies that I worked with in the 80’s, they wanted me to close often and close hard.
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9 Must Have Solutions to Grow Your Home Based Franchise To The Home Based Franchise Of Your Dreams
Do want to embody the American Dream for your home based franchise? Follow these 9 must have solutions and watch your home based franchise grow into the home based franchise of your dreams. Have a terrific idea. Do a bit of brainstorming. What type of home based franchise would you like? Are you presently in a business that is not producing the results that you are looking for? Take what you like and keep it. Then take what you don’t like and ask yourself… How would I do it better? Then do it, take massive action!
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Catch The Most Irresistible Offer You Will Ever Have For Your Home Based Franchise
Build the most Irresistible offer of all Irresistible offers for your home based franchise. Remember the Ronco Commercials with their But Wait...There’s More slogan? OK… I am dating myself, aren’t I? But guess what; this method of building irresistible offers continues to work and it can for you and your home based franchise as well. You want to offer your prospects and leads more and more until even the most stubborn person can no longer resist. You might be thinking, but Jen, I can’t afford to do that...how will I ever make a profit in my home based franchise?
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Relationship Selling, So What Is A Relationship
It seems that anywhere I turn there is a conversation, blog, discussion or new book on Relationship Selling. You may also be seeing and hearing the banter. I have no problem with the idea of "Relationship Selling", my only question is. "What is this relationship?" can it be described or is it just another catch phrase to sell product and talk smart. My belief is it can be defined, but many salespeople and managers may be avoiding the accountability that goes along with a clear definition.
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Home Base Franchise Entrepreneurs, I Hold The Secret & I Bet You Can’t Wait To See What It Really Is
What does it take to become a success in the home based franchise industry? What is the secret formula, if there is a secret formula, in the home based franchise...and who actually has it? You may be asking these questions of yourself and of the present company that you are currently aligned with. I actually know the answers to those questions and will share them with you in one minute. But before I do, I have a question to ask of you...What are you trying to accomplish in your home based franchise?
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Why Can't We Change, How Comfort Keeps Us From Success
It's November and soo Christmas, a New Year and everyone will be talking about resolutions, goals and how 2010 will be even better than ever. All we have to do is set our specific goals, have a plan and execute! Wait a minute! That is what was done last year and the year before! My income is the same, my weight has gone up and I am more frustrated than ever! What is wrong here? Why no progress? I'm doing exactly what the Gurus tell me, and in detail. Well, there is nothing wrong with the goal setting; it does work as long as the biggest barrier to success is not in the way!
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Making your 2010 Goals Work
Overcoming the Avoidance Motivators In the last article, the reason most goals do not work was uncovered. (Why We Can't Change) This article will give you specific steps to overcome those barriers and accomplish more in 2010! Interested? Read on… People motivation is complicated and complex, yet if we can focus on basic truths progress can be astounding. The simplified view is we either move toward "gain" in some form, or move away from or avoid "pain" in some way. The first step to making you goals for 2010 is to understand which moves you forward and which holds you back.
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Do This and Lose Sales
Do This and Lose Salesr Focus on products lose sales, solutions make sales The North Country is dumped on, 17 inches worth of the white cold stuff. Procrastination has hit, those slick road-hugging sports tires still on the car prove to be highly useless in the slick and hard packed snow. Monday morning, the first priority is to have the car be mobile and a set of snow-oriented tires becomes necessary. Four phone calls are made to local tire suppliers with one getting the sale.
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How To Prosper In Times of Turmoil With Your Home Based Franchise: Four Easy Steps
We are living not in an economic storm…but the Perfect Storm. I realize that there are those of you out there that are shaking their heads at this statement. Because of everything you hear in the media you are afraid to do any expanding in your home based franchise. Because of the global doom and gloom that we hear about on a daily basis we are second guessing every decision and action that we take in our home based franchise.
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Michael, Farrah, Ed and Your Sales
The passing of Michael Jackson seem to overshadow everything and several days later the buzz is still going. How can this event overshadow so many others? I caught an early morning news program covering both Jackson and Fawcett and their passing. The interesting thing I noted was the amount of coverage for Jackson versus Fawcett. While both were famous stars and both had provided a great deal to the entertainment business, it was a 5:1 ratio in favor of Jackson! While Farrah was ill and her death not unexpected, Jackson's was sudden and unexpected.
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Turn Fear of Risk into Sales
Overcoming Risk Aversion in Sellingr Help clients move forward in the selling process The deadline is approaching, your month is ending and the prospects that should be closing and going for it are not! What is a salesperson to do! We done the discovery, asked the questions, provided the solution, yet we seem to get inaction from the client. The issue might be RISK ADVERSION and we may not have addressed it effectively. As a matter of fact we may have inadvertently reinforced our customers Risk Aversion, thus creating part of our challenge!
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What is Your On-Line Social Marketing Currency?
In today’s economy I think that it is fair to ask about your currency and how it is holding up. If you take a look at currency just as your normal, everyday quarters, dimes and nickels, you might be thinking to yourself that it isn’t holding so well, and you would be right. But I am not talking about the Webster’s dictionary version of currency.
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Eight Home Base Franchise Secrets to Steal
“What’s the secret?”...”What do you do in your marketing that makes your home base franchise so successful?”... “Tell me your inside scoop to your home based business franchise success”…”Give me exactly what you do every day”… The questions are never ending when seeking the winning lottery ticket of being a successful home base franchise entrepreneur. While I am going to give you eight “secrets” to the best home base business success; the bottom line is that there is no secret and your success depends on YOU.
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Is Sabotage Creeping Into Your Home Based Business Franchise? Learn The Secret Now.
Did you know that the original act of sabotage is thought to have occurred not long after the introduction of machinery when someone slipped a workman's wooden shoe, called a sabot, into a loom in order to stop production? How does sabotage enter in to your best home based franchise business? How does sabotage enter into you taking the action that is required in becoming a top sales producer in your company? The actual definition of sabotage is to halt all production.
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Resistance: Struggle, Conflict: How To Let Go Of What’s Holding You Back In Your Home Base Franchise
Resistance: Confrontation, fight, battle, struggle, conflict. Resistance is known to be one of the biggest obstacles that hold people back from succeeding whether it is succeeding in your home base franchise or personally. Tell me, have you risen to the level of success in your best home base business that you aspire to be? If not, what is the resistance that is holding you back? Are you a writer who doesn’t put pen to paper? Are you an aspiring Internet Marketer that never does any type of marketing? Do you buy an expensive home study course, but never finish it?
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The Best Get Rich Quick Opportunity Yet! Get Details Here!
Lottery sales are going through the roof. This statement should be of no surprise, right? The economy is at all time record lows, we have the highest rate of unemployment ever recorded, we have over spent for so long that we don’t know how to live within what our means really should be. Sure, a get rich quick opportunity doesn’t sound like such a bad idea, does it? So, you might be turning to the Internet where the promises of get rich quick opportunities within home based franchises appear at every click of the mouse.
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Home Based Franchise Ideas...For A Buck?
Listen up! I have got the bargain of a lifetime.. I am a top sales and marketing consultant and I will give to you the best home based franchise idea for a buck…that’s right…for one dollar. You can do absolutely anything that you want to with that idea, and I will have no rights to that idea after I give it to you. You might be thinking..WoW..What an opportunity! A home based franchise idea by a top sales and marketing consultant for one dollar..what a deal..where do I buy? On the serious side….the stumbling block to this incredible offer is that an idea just that..
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New York Times Article Confirms It’s A Great Time To Start A Home Based Franchise.
I was reading a very powerful article written in the New York Times (printed on Saturday…March 14th ), and it centered on the benefits of having your own home based franchise; which if you are thinking about starting a home based franchise, should be of great interest to you.
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Warning to all home based franchises: Following The Followers Is Death To Your Success
It’s amazing what people do studies on, but I found his study to be quite interesting whether it be for the benefit of your home based franchise, if you are searching on how to become a top producer in sales, or whether you are searching for a different path for your life. Hopefully you will as well. There was French entomologist who once led a group of processionary caterpillars onto a rim of a large flowerpot.
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How to Protect Your Home Based Franchise Against The Evil Of Energy Vampires.
Having your own home based franchise, you must each day know exactly who your energy vampires are and how to keep them away. We have all heard it before, the Law of Attraction states that we transmit both positive and negative energy and how we manage this energy positively is what really matters. So, who are your energy vampires in your home based franchise? Are they fear, doubt, anger, hopelessness, frustration, depression? The list could go on and on.
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Shift Happens in your home based franchise, in becoming a top producer, in life…Now what??
I am here to tell you that shift happens to all of us. It happens in our home based franchise, it happens when as we become a top sales producer, it happens in life and it all depends on how you handle that shift. I was recently reintroduced to this phrase and for me; it couldn’t ring truer to my ears. Lately it seems as if I have been given a lot of shift. Friends who have be diagnosed with cancer, other friends getting divorces, yet other friends who are now taking their turn in the downsizing of corporate America.
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Do You Really Have What it Takes To Become a Success In Your Home Based Franchise…In Anything?
Success…what does it really mean for you personally and for your home based franchise? When I ask the question to prospects and leads, most times they are not able to tell me what their success would look like. If you don’t even know what success looks like for you and for your home business franchise how will you ever be able to take the actions necessary to actually become a success? So, before we move on; the very first thing you need to do is to get absolutely clear about what you want to achieve in your life.
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Becoming A Selling Machine
Selling superstars aren't born, they are made. The truth be told, they are self-made. They are selling machines. You can become the quintessential salesperson if you stay focused and work hard. Here are 10 steps to follow if you want to become a selling machine. 1. "Yes I can!" Begin everyday ...
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Selling What's Different
Why be different when you can be the same as everyone else? Why stand-out when you can blend in? Why is blending in so much easier? Why is standing out from the competitive crowd often viewed as risky business? It all starts with your childhood. Now, I'm not a shrink but I do think it goes ...
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Screw The Recession
Yesterday I was talking to a sales person, Griff Neighbors, who I've known for more than 10 years. He said Jim, "I took your advice and have a white board in my office. On the whiteboard I wrote, Screw The Recession." This got me thinking about what's going on in our country, especially ...
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The Ups And Downs Of Selling
The ups and downs of selling are a little like the ups and downs on Wall Street. The headline in last Friday's Wall Street journal said "Market's 7-Day Rout Leaves U.S. Reeling." What a difference a weekend can make. Today's Wall Street journal front-page article said "Dow Takes Giant Leap As ...
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Selling In A Recession
What does selling in a recession have to do with the Tampa Bay Rays? Keep reading! The Tampa Bay Devil Rays are going to the World Series this year. Last year their record was 66-96 and they finished in 5th Pl. This year their record was 97-65 and they finished 1st Place in the AL Eastern ...
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Simple Selling
Last weekend I experienced a perfect example of simple selling. Let me explain. Last weekend Be adette, my wife, took me to Howie-In-The-Hills for a 3-day golfing package to celebrate my birthday. Mount Dora is a beautiful lakefront village located in Central Florida and that's where we ...
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What's Next - Selling The Intangibles
It's been one week since we elected a new president. It doesn't matter if you are a Democrat or a Republican, change is coming to town. So what are we in for? Take a look at these headlines from the Wall Street journal last week. That's right these headlines were all in last week's ...
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Sales Lessons From A Cruise
Sales lessons can be discovered anywhere including a 10 day cruise to the Caribbean. Be adette, my wife, and I drove from our home in Lakewood Ranch Florida to Fort Lauderdale the day before ship was to leave port. We stayed at the Marriott Renaissance Hotel just minutes from the Port Of ...
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What Sergio Garcia Can Teach You About Selling
Sergio Garcia probably can't teach you much about selling. As a matter of fact, you can probably teach him more about selling than he'll ever need to know. But there is something about Sergio Garcia and the game of golf, which if applied to the game of selling, can be very instructive for ...
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Flood, Fear and Prospects: How Our Emotions Affect Our Decisions
It's a record at 40 feet, it may go to 41 or 42 and at 43 we're screwed! That's the jist of many conversations here in the Red River Valley as our quiet Red River swells to 3-4 times its size. Observing how people react in such situations can give us some good insight into how they make ...
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The Creative Executive: What the CEO Can Learn from a 10-year Old
We're at 30,000 feet and heading South to Florida for some R&R as well as business. The young lady next to me has a very interesting book that many CEO's might benefit from. One page has a listing of words while the next page starts a story and leaves blank spaces for her to fill in. She can ...
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A Sales Lesson From Mt. Everest
How To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
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From the Heart: Six Ways to Build Connections in Your Selling Relationships
If you want to have a fulfilling career in sales, you must first and foremost ask yourself these two questions: Do you enjoy serving people? Do you want to make your customer’s day better than it was before he or she met you or talked with you?” If you answered yes to these questions, then ...
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Exceeding Customer Expectations Works
How what you do during and after the sale makes the difference Most of us have experienced the barley acceptable services while traveling. At most your expectations are guarded optimism as to how things will go. Those who travel on a daily basis have developed their own ways of coping with the ...
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Five Keys to Controlling Time
Yep, its 11pm and your still working on the stuff you brought home. The kids are in bed and so is the spouse. By the way, the spouse is not happy about this either. This is not an isolated situation, rather it is happening more often than not to more people. With company downsizing and the ...
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A Sales Lesson From Mt. Everest
How To Stay Up, Even When You’re Down. This past weekend I was going through some old newsletters when I came across a letter that might help you to deal more effectively with the recession and the tough times you're facing. So - enjoy the updated version of my Mt. Everest Newsletter. Sixteen ...
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Salesmanship 101
Salesmanship - I just love that word. It's the ability to sell. It's 50% art and 50% science. Of course that's nmy opinion. Ask most salespeople and they'll say it's 90% art and 10% science. I know, because that's how I felt years ago. I believe there is a science to successful selling and ...
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Selling Strategy: Start-Stop-Change
What kind of selling results are you getting your current selling strategy? "Insanity is doing the same thing over and over and expecting different results." This quote is attributed to Albert Einstein, a pretty bright guy. Why do we rely on the same selling strategies that don't work? I ...
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The Attractor Factor
Did you know that being different is an attractor factor? It's true! Allow me a quick sidebar: Last week, Be adette, my wife and I drove to the East Coast of Florida for three days. We stayed at the grand Biltmore Hotel in Coral Gables. It's a five-star hotel built in 1926. The hotel was ...
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7 Things to Do to Prepare for Your First Sales Call
Whenever you have a sales call scheduled with a new sales prospect - treat it like a golden opportunity. Because in fact this first sales call, could be a golden opportunity for you. What if your new sales prospect has the potential to become your largest customer. What would the lifetime ...
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7 Things To Avoid When Building Customer Relationships
Whenever you meet new sales prospects be sure to focus on establishing rapport and building relationships. Most salespeople overlook the importance of these two priorities early during the selling process. Instead of reaching for your sales brochures try reaching out to your sales prospects by demonstrating your interest and curiosity about their business and their customers. Look, most sales don't happen during the first sales call - so why even bother to attempt closing the sale.
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Using Sales Resistance to Sell
Now you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation rather than the “yes”.nn nn· Unless ...
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It Is Not Done Yet!
You mean to tell me another time extension is needed to get this done. Haven’t you already had two extensions and increased budget for this project asks the president. Yes we have and there have been all kinds of problems that have come up, we are not getting the support from the other ...
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Raspberries and Problem Solving
A Gardener I am not, but a few years ago some Raspberries were transplanted and took over the North side of my house. As I was taking my evening stroll in my yard, I noticed that they were loaded with sweet red berries. I decided to spend the time picking several quarts of the elusive red ...
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Did You Sell Something Today
4 key areas that sales managers need to focus o 14 Sep 2006 Joe had a full day with 9 appointments. He comes back to the office with his head hung. The boss asks, “Did you sell something today?” nn “Not one dang thing”, retorts Joe, “The competition is killing us!” I just wonder how ...
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Searching For Answers
Doing your homework before you make a sales call has never been easier. And the good news is, the bigger the account, the more information you can uncover. Making assumptions is second only to procrastination in undermining your effort to win more business and make morey money. Why make ...
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25 Ways To Get Motivated To Start Selling More
Motivation is not my department it's your department. Let me explain. As a professional speaker and sales trainer, I sometimes get introduced as a motivational speaker. The truth is I'm not. You see, if you weren't a motivated person before I started speaking, you probably wouldn't be ...
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Sales Tip - Being Different Can Astonish Your Customers
Being better starts with you being different. The difference is you. Let me give you an example. One of the things I dislike doing the most is flying. It would be easy for me to go off on a lengthy sidebar on this subject - but I won't. The airlines don't know anything about customer service, ...
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How One Big Idea Can Reel In The Customers
One big sales tip. When working with your prospects and customers focus on their needs and their customers' challenges. That's where the ideas are. One big sales tip. Imagine you sell shower curtains and shower rods to hotel chains. You call on hotel chains. You want to be different. Your big ...
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How Salespeople Can Develop An Attitude Of Gratitude
The two most powerful words salespeople can say to prospects and customers are - thank you. People are starving for recognition. But if you don't get recognition you're not likely to give it. Big mistake! A simple thank you goes a long way. Are you trying to create wealth for you and your ...
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Engaging Customers
Engaging Customersn3 methods to get people talkingn Step 1: Have you ever wondered why some people turn sales people and others down? To get past this resistance we need to understand that selling is all about communications, not your product. In this segment we will start with the ...
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Using Sales Resistance To Sell
Two Keys for using oscillation in selling Now you’re talking with a potential customer and looking for the closing opportunity. You have used the same approach many times and sometimes it’s an automatic “yes” and other times it’s a stall. You may have asked at the “no” end of the oscillation ...
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It Is Not Done Yet!
6 Steps to getting delegation buy-in. You mean to tell me another time extension is needed to get this done. Haven’t you already had two extensions and increased budget for this project asks the president. Yes we have and there have been all kinds of problems that have come up, we ...
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The Fallacies of Motivation
4 Keys to develop the “Will Theory” As a new sales person I always had the challenge of overcoming the negatives. Cold calling, getting lots of No’s and still making the next call. I heard lots of talk and ideas on motivation and listened to lots of tapes by Zig Ziglar, Earl Nightingale and ...
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Frenzied Time Management
6 Absolutes for Top Performance. Does your day start with something along this order? You pick up the phone, “Can we get together next Tuesday?” “Oh man we are so swamped, I don’t know how I can get freed up!” goes the voice on the other end. Most of us in management and sales end up ...
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Ignorance, The Salesperson’s Friend?
8 Steps to developing the Socratic Method Sue is meeting with Mr. Corporate, after some initial small talk Mr. Corporate asks, “What have you got?” Sue responds, “I have prepared some ideas on your new campaign and am prepared to present it, but before I do that could you bring me up to ...
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On Paper With Purpose Is A Sales Tip Worth Remembering
Some people dream big while others do big. Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't! Cemeteries all over the world are filled with former salespeople who are buried with their unfulfilled dreams and a multitude of nregrets. 19 years ago I was at a ...
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The 2 Biggest Mistakes Salespeople Make And How To Avoid Making Them
Here's a sales tip, especially for new salespeople. Here are the 2 biggest mistakes most salespeople make. 1. Thinking you’ve got the right stuff from the get go! Once you think you’ve got it, you’ve had it! Don't be too quick to be full of yourself. And remember - you probably don't know ...
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How To Sell Your CFO On Sales Training
When in Rome… Do as the Romans Do Ask any CFO what their first impression is when they hear the words ‘Sales Training’ and they might communicate back their ‘Real world’ vocabulary of ‘un-accountable’ and ‘un-measurable’. Simply put, they ...
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Setting And Exceeding Sales Goals Through Key Performance Indicators (KPI)
What's your Magic Number? n The most successful businesses — and certainly, sales departments — have identified their Key Performance Indicators (KPI); individual gateways that directly effect the outcome of a particular process. Then they measure the competency ratios in line with them. Have ...
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Business Through The Power Of Partnerships
Create a Breakthrough in your Business through the Power of Partnerships. What is the 3-Step Power Partnership System that everyone is talking about? Is it the key to success and profits? You bet. And it all begins from the inside out; with your divine purpose, what we call a Partnership with ...
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Financial Freedom - How To Always Stay Ahead Of The Game
Do you often dream of what life could be like if you were financially free? Do you want to some day own a luxury vehicle? A new home? A boat? Land? Would you like to quit your day job and earn more in one week than you ever could in one month of work? If you answered yes to one or more of these ...
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Put Your Family First - 5 Ways To Free Yourself And Find Your Family
Have you ever left work wondering why you just spent eight hours performing meaningless task, or doing others people work for crappy pay? Did I say eight hours? Everyone knows that most people are at work or commuting much longer than a mere eight hours. Having this feeling everyday certainly ...
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Clear Vision - 5 Tips For Writing And Completing Your Goals
Imagine going on a out of state road trip to a place you have never seen or been to before. You know were you want to go and what you want to do when you get there, but you did not take a road map to lead you. How long do you think it will take to get there? How long before you give up and go ...
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Secrets Of Top Sellers
Selling is tough! There's no doubt about it. Customers demand more at the same time their loyalty is plummeting. Cutthroat competitors seem willing to practically give things away just to get the business. Even setting up meetings with new prospects is a major ordeal. Busy decision makers don't ...
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So You Want To Buy A New Car - 6 Tips For Getting A Great Deal On A New Car
So you want to buy a new car. Problem is you really don’t have much experience dealing with car sales people and dealerships, well get you pads and sharpen your pencils im going to give you in my opinion the best vehicle purchasing advise you will ever receive. What makes me an expert? I’ve ...
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How Pablo Picasso Dealt With The Price Objection
The price objection is what I always hear whenever I'm doing an in-house corporate sales training programs. I always ask the group this question. "What are the biggest challenges you face in growing your business?" They always say the price objection. Within ten nanoseconds, someone raises his ...
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Sales Tip - What's The Best Day Of The Week
Here's a sales tip - the best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone. When you're reading the morning newspaper and don't see your name in the obituary - declare it a great day. Some salespeople ...
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High Performance Selling
High performance selling is available to anyone who desires it. Knowledge is power. Knowledge creates a competitive edge and powers salespeople to success. There are four things you can do to achieve a measure of high-performance in your sales career. 1. Define your talent. What are you ...
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The Fatal Customer Service Word
Here we go again; this is the third trip to the big box with this new laptop that keeps messing up! This time Shawna who bought the laptop, her husband Jason, Gwen and I approach the customer service counter. Just to keep you up to speed, this new laptop has crashed and lost several months ...
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15 Sales Tips To Start Selling Smarter In 2008
Here are 15 sales tips you can use to sell smarter during 2008. With the right sales motivation, you can become as successful as you want to be! However, you must come to grips with this fact. If you aren't outrageously successful at this moment, thinking about it won't make it happen. The end ...
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Do It Now - 5 Steps To Help Control Procrastination
In your opinion, what is the single biggest reason many people don’t achieve what they are capable of? Is it because they don’t work hard enough? Maybe. Is it because they don’t have written goals and therefore have no idea were they really want to go? Yes, sometimes, but the biggest monster in ...
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You Can Make A Comfortable Living Using The Internet- 5 Key Steps For Online Success
As you read this article there are hundreds of thousands people that are unhappy with their job, finacial situation and income capabilities. Are you one of them? The truth is if you are able to read this article then you have what it takes to be able to change any of those things in just a few ...
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Persuading The Board
7 Points in persuasive group presentations Brian is more than nervous, this is a big deal! Actually the biggest deal to date for the financial advisor. He paces and tries to think of what and how he should present his solution to the Board of Directors. Now Brian has done public speaking ...
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Are You For Sale?
Relax. I’m not advocating any illegal activity or compromising behavior. However, consider this. Whether you’re a sales professional positioning a product, a corporate executive proposing an idea or you’re networking for your organization... aren’t you also selling yourself? If you’re not for ...
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The 800lb. Gorilla - A Sales Friend Or Foe?
It seems the 800lb. Gorilla has escaped his cage and is joining many of my coaching clients in critical sales meetings. Other clients mention some interesting elephants making their way into the conference room. They’re both sitting in the corner waiting for acknowledgement and hoping you’ll ...
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Persuasion Basics
It’s Thursday and I’m meeting with a CEO of a wholesale company. “Yes we have a very experienced sales crew, many of them with over 20 years of selling in the industry.” was John’s, the CEO, response. “If that is so, why such a challenge in getting more market share?” I asked. “Well, here is ...
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The Power Of Liz
I would like you to do something for me. Take your left and right index finger and point them to your head. The area to point them at is just behind your ears on each side toward the top of the ear. Now if you push really really hard…. No, that might hurt and not be good for you. But if you ...
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Life Without Leaders
Life without Leaders Can groups function without leadership? One of my connections on LinkedIn posed an interesting question that got me thinking. Can a Leaderless Organization Succeed? It really got everyone thinking about what Leadership really is. Whether you’re a manager, salesperson or ...
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Dignity, Self-Respect And Real Estate Success
A Different Mindset for Successful Realtorsn572 Wordsn4 - 5 Minutes We have trained hundreds of Realtors and Brokers. Most of them were already quite successful before they enrolled in our sales training courses. And, all of them had previously been trained by one or more of the well known ...
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Reinventing Yourself In Sales
Reinventing yourself! Why not become the salesperson you always wanted to be? Well you're probably thinking that's easier said than done. Of course. But why not try? Why keep your head draped over your shoulder always looking behind you? You are responsible for the life you have. I mean ...
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Art Of Selling
The art of selling begins with the right selling attitude. When you combine the right attitude with sharpened selling skills you can achieve everything you want in sales. There's a lesson from golf I'd like to share with you that may impact your attitude - at least I hope it does. If you know ...
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Sales Secrets - The Best Advice
Here's a sales secret. The best advice I ever got was from my father. Growing up as a kid, whenever I asked him, "What do you think I should do," he always responded with, "What do you think you should do?" I guess the best advice wasn't really advice, more like a gift. The gift of learning how ...
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Phone Selling Techniques
Here are several easy and practical phone selling techniques you can use to increase your sales. First - do not underestimate the value and the role your telephone plays in your selling success. There are two options when it comes to recording your voicemail message. You can change your ...
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Putting A New Spin On Selling
The book SPIN Selling was written by Neil Rackham and published in 1988 is a terrific book. The book emphasizes the importance of asking the right sales questions. This book inspired me so much I eventually wrote my own book emphasizing sales questions, "The 12 Best Questions To Ask ...
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Goal Setting - If They Can Do It, You Can Do It
Goal setting - it's so easy and yet it's so hard. It has to be hard because so few people do it. Some people did it and don't do it now. Even people who have set goals in the past and have achieved them no longer set goals for themselves. I find it mind-boggling. There is an old Gaelic ...
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Unique Selling Proposition - Little Things Can Make A Difference
According to Wikipedia the "Unique Selling Proposition (also Unique Selling Point) is a marketing concept that was first proposed as a theory to explain a pattern among successful advertising campaigns of the early 1940s. It states that such campaigns made unique propositions to the customer and ...
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Sales Planning Basics
The key to effective sales planning is thinking and preparation. One of the keys to successful selling is having a written game plan. I won't say this is easy because it's not. Because it's not easy to do it's easy to avoid doing - and that's huge mistake. If you're ready to roll up your ...
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An Elevator Speech Can Open Closed Doors
Do you have an elevator speech? How do you answer the question, "What do you do?" It's been said you only have 30 seconds to impress your sales prospects and customers. Actually, it could be even less! If you're selling products and services it's critically important that you can answer the ...
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A Big Sales Tip
This is a big Sales Tip for you. In the mid-19 60s there was a TV show titled "I Spy." The show featured Robert Culp and Bill Cosby. The title of the show got me thinking about intelligence and how it can be collected easily today. Years ago if you want to keep tabs on your competition you ...
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When You're Smiling
When you're smiling. Oh, when you're smiling. The whole world smiles with you. When you're laughing. Oh, when you're laughing. The sun comes shining through. I heard this song the other day on the radio and it got me thinking. It got me thinking about some volunteer work I did a month ago on a Saturday morning with a dozen high school students. The title of my one-hour presentation was "The 7 Best Interviewing Tips and Techniques to Help You Get The Job You Want." My goal was to share seven potential life-changing tips with the students.
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Powerful Words in Sales
I’d like to discuss the most powerful words you can use during the selling process. After all Rudyard Kipling said, “Words are the most powerful drug used by mankind.” Plainly, THE MOST POWERFUL WORD is YOU. You should be looking to use the word You in your sales meetings a lot more than you ...
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Selling Beyond Fear
SELLING BEYOND FEAR In the 15 years we've been training salespeople in High Probability Selling, we've known that what we teach scares people. What we haven't known is *why* our methods scare some salespeople into clinging to their old - but ineffective - sales approaches. Why ...
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Seven Keys To Closing More Sales During The Second Half Of 2005
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 like ...
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Are You Worth Another $100,000 per Year?
Are You Worth Another $100,000 per Year? By Jacques Werth, President High Probability® Selling n©All rights reserved. Equation Research recently published data indicating that the difference in income betwee Top Salespeople and Low Performing Salespeople is nearly $100,000 a year! Where do ...
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Four Keys to Understanding Sales
Over the years I’ve read a hundred sales books with all kinds of different approaches and ideas. Some were very good and others left questions about their authors understanding of selling. When ever I found myself in a slump or things just didn’t seem to work the answer always seem to be in ...
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How Goal Setting Unleashes Your Potential
Braxton Bilbrey is a seven-year-old boy. He lives in Glendale, Arizona. He read about a nine-year-old boy who swam from Alcatraz Island to the city of San Francisco. I imagine he started thinking if he can do it so can I! So, he established a goal to swim the 1.4 miles of chilly waters from ...
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Raspberries and Problem Solving
A Gardner I am not, but a few years ago some Raspberries were transplanted and took over the North side of my house. As I was taking my evening stroll in my yard, I noticed that they were loaded with sweet red berries. I decided to spend the time picking several quarts of the elusive red ...
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“Sold” before you say a word!
It’s been one of those days; Ben has made several calls today with mixed results. One has really got him pondering what he is doing wrong. A customer decided to go with a competitor whose salesman has a questionable reputation. The competitive sales person promises a great deal, most of which he ...
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How to find a skilled facilitator
How to Select a Skilled Facilitator So, you are attending more and more networking meetings and they seem to be loosely run or generally disjointed. n Or, you find in your own business, team meetings seem to get out of hand. Does everyone talk at once? Is everyone out of sync with each other? ...
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What's Trust Got To Do With It?
What's Trust Got To Do With It? n By Jacques Werth, President n High Probability® Selling n ©All rights reserved. 'Sales' and 'Ethics' are two words often considered to be a contradiction in terms - both inside and outside of the sales ...
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Everything is A State of Mind
Everything starts with a thought. What you think about eventually creates what happens in your life. I say ‘eventually’ because can you imagine if there was no time lapse between what you thought and what actually happened: like you’re sitting in your living room daydreaming about tigers and ...
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Anxious, Stressed or Depressed When Selling?
When people participate in our sales training courses we first ask them a series of questions to find out “where they are coming from.” We asked over 1,000 salespeople, “How do you feel when you are prospecting?” Over 96 percent agreed that they were felt anxious, stressed, under pressure, ...
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How To Become A Good Sales Manager
How to become a good sales manager is what every new manager thinks about. Unfortunately most new sales managers aren't adequately trained before they jump into the new job. So what did I do when I was a new manager? Plain and simple, I just hit the ground running as fast as I could. I did what most new sales managers do under similar circumstances - I improvised. Here's the formula: Instinct + Intuition = Improvisation It's the default position for people who don't have access to the acquisition of new skills - in this case Sales Management skills.
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Sales Flubs
I hate it when I experience poor salesmanship. Unfortunately it happened twice this week. First up was Home Depot. I purchased a Miracle Grow application sprayer. It didn't work. No problem. I went back and exchanged it for another one. The second one didn't work either. So I went online and looked at the product reviews and they all described exactly the same problem that I was having. So I go back and returned this sprayer for the second time. With my refund in hand I walked over to the Garden Center looking for a generic sprayer.
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Live Life To The Fullest
What does it mean to live your life to the fullest every day? Well it means different things to different people. Take Nick for example. Just two weeks ago Nick was driving to the US Military Academy at West Point. Two days after he got there he was scheduled to step out of the door of an airplane and make a tandem jump of 13,500 feet - with the Black Knights parachute team. By the way, his jump included a 50-second freefall. After the jump he was flying to Washington DC on his way to Ethiopia. There he will meet his new adopted 31/2 old son.
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A Gift for You from “G:” Twenty-five Life Lessons for Your Selling Success
So, who is “G?” And, what is the importance for remembering him? “G” is my father. To his family he is “Bill,” and to his grandchildren he is “G.” Rather suddenly, “G” passed away at the ripe old age of 90, in April of 2011. Needless to say, for the last couple of years, my life has been halted for pursuing my own goals and dreams. Instead, my time has been consumed with trips to Santa Barbara, to aid my sister, as we watched our Mom succumb to the disease of Alzheimer’s and our Dad fight to keep the home front strong and intact.
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Attention Youth: Increase Your Professional Success with Timeless Wisdom
By Diane Marie Pinkard “Sales Success with Happiness and Heart” It isn’t what you don’t know that is killing your selling success. Its: What you don’t’ know that you don’t know that is killing your selling success! This simple proclamation, packed with priceless wisdom, makes me think of a very successful business model in the marketplace today that I would like to share with you.
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Start Selling More Today: Stop Talking and Start Solving
You can start selling more today as soon as you stop talking and start solving your customer's problems. Stop talking about your products and start solving your sales prospect's problems. Have you ever seriously thought about the disadvantages of talking too much, especially if you're in sales? The disadvantages can be humongous and have a negative impact on your selling results and your personal income. Here's a short list of the disadvantages of talking too much. 1. You can't learn anything about your sales prospect when you're doing all the talking.
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Great Leaders Ask Great Questions
Here is a fact: As a leader the more questions you ask, the more your people will develop and ultimately win. To help people develop, you must first help them become aware, on their own terms, of the need to change. To do that, you ask questions. Unfortunately most leaders do not ask enough questions.
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What Really Motivates Employees
Each week I travel the country speaking to groups of leaders at meetings and conferences. No matter where I go I’m asked the same question time and again by leaders ranging from frontline managers to CEOs , “How can I motivate my employees?” I’ve heard this question repeated thousands of times. However, what the person asking usually means is “How can I manipulate my employees to do what I want them to do?”
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How Leaders Get People to Do What They are Supposed to Do
Here is the question most often asked by leaders: “How do I get my people to do what they are supposed to do?” In other words, most leaders are interested in how they can move people. Leaders are constantly seeking ways to motivate their employees to do take the right actions, for the right reasons, at the right time.
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In Leadership Character Trumps Competence
We live in a society that thrives on 15-minutes-of-fame thrill rides. Reality shows like The Apprentice, where Donald Trump baits and then summarily fires contestants, dominate TV ratings. These shows frequently glorify the bad behavior that seems to be slowly, but surely, seeping into our society. The 24-hour news cycle is an endless stream of stories about leaders who have been caught doing bad things. In the midst of this barrage it is easy to lose faith that leaders can actually do good and serve others; that men and women of character still exist.
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Leaders are Always on Stage
As a leader you must never forget that you are the boss. You have power, and your decisions impact the lives and careers of the people on your team. Because you are the boss your people watch and analyze your every move—looking for meaning and clues to what you are thinking. What is most important to understand is that your people place meaning on your behaviors based on their own unique perspective.
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People Don’t Do Dumb Things on Purpose: Effective Leaders Assume Positive Intent
During seminars when I teach leaders the principle that “People don’t do dumb things on purpose.” invariably some joker will say, “Looks like you haven’t met my people.” You may be thinking the same thing because like me, you’ve observed people do some really dumb things. What is important to understand, though, is no one wakes up in the morning and looks into the bathroom mirror and says “You know, today I think I’m going to sabotage my job by doing something really stupid.”
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The Five Levers of Leadership
Leaders have tough jobs. Why? Because in most cases they bear 100 percent of the responsibility for the performance of their team yet receive little glory for their efforts. The best leaders work longer hours, endure more stress, and have greater responsibility than the people they manage.
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In the Workplace, Trust is Fragile
Trust in the workplace is fragile. Companies and their leaders have added to the inherent suspicion people carry for their bosses by using the terms trust, teamwork, and transparency as buzz words. They hire consultants, hold special meetings, or do team-building and trust-building exercises. Then everyone goes right back to what they were doing before the feel-good exercise, nothing changes, and skepticism and distrust prevail. What is missing in these often empty exercises is that trust is personal. It is emotional. It is earned. It is a foundation that is built—one brick at a time.
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Leaders Get Paid for What Their People Do
When you get your next paycheck, take a close look at it. The money that was deposited in your bank account was a direct result of the work your people did. You were rewarded for their performance or nonperformance—not yours. To tell yourself anything different is an outright denial of the facts.
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You Need Your People More Than They Need You
In leadership one principle stands above all: You need your people more than they need you. Another way of saying this is that you get paid for what your people do, not for what you do.
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Unstoppable Sales Profesional
Anthony Robles is indeed “Unstoppable.” If he was in sales he'd be an "Unstoppable Sales Professional." He's a one-legged, 125lb, National Wrestling Champion. He beat Matt McDonough in the NCAA National Wrestling Championship. He's 23 and he's already a successful motivational speaker. And big deal - he bench presses 300lb. He only weighs 125 lbs. so it is a big deal. His next adventure is taking up Brazilian Jiu-Jitsu classes. He's also considering the 2016 Summer Olympics in Rio de Janeiro. This guy is amazing.
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Make Everyday A Masterpiece Because . . .
Make everyday a masterpiece because you don't know how many days you have left. Two things happened during the past week that rattled my cage and got me thinking about things. The first was the sudden death of an acquaintance here in Florida. His name was Bob. He was 64 and retired and had a massive heart attack late Sunday night. I just saw him the night before at a party. He was a prince of a man. He was very soft-spoken and always smiling. In an instant he was gone forever.
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How to Handle the “I don’t have the time” Objection
How to Handle the “I don’t have the Time” Objectionr By Mike Brooks, www.MrInsideSales.com Welcome to the New Year! So, are you ready to start cold calling, prospecting and reaching out to prospects? If so, you’d better be prepared for what is sure to be one of the biggest brush off objections this year: “I’m too busy/don’t have the time to talk to you now.”
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Mastering, Leading Decisions Through Questions and Sell More
Sales is about decisions, thus master questions and get better decisions. Despite all the science, the input of experts and top producers, the majority of salespeople still create more resistance, objections and price wars by focusing on product! In the past decade psychology has examined the decision/buying process of people and the science does not support the old sales approaches. In fact, much of the research by Dr. Eric Knowles *and his associates find that most sales approaches actually build up resistance, cause objections and focus the sale on price.r
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Sales Wisdom
When you do a Google search for the phrase "Sales Wisdom" you'll end up with 21, 600,000 results. It makes me think, there's no shortage of sales wisdom in cyberspace. But how much is too much? For starters, 21,600,000 results is too much to benefit the typical professional sales representative. So what are the keys to achieving selling success? If you could only focus your energy on what's really important, what should that be? You probably don't have a lot of time to consider this, but guess what, I do.
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Sales Management - You Got The Job Now What
How would you like to become a better sales manager? Keep reading this and you’ll get some ideas on how to do it. Okay, one day I'm a sales representative and the next day I'm a sales manager. I can't begin to explain how excited and scared I was. My goal had become my reality and frankly, after a few days, it scared the crap out of me. It's a little bit like joining the U.S. Army on Monday and Wednesday they give you the keys to a Blackhawk helicopter. And they expect you to be able to fly it.
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Selling a Bundle of Booze
When you think of Dan Aykroyd what do you think of? Most likely Saturday Night Live. Between 1975 -1979 he was a writer and the youngest cast member in the show. According to Wikipedia Aykroyd is a Canadian comedian, actor, screenwriter, musician, and winemaker. In fact, he can teach you a thing or two about sales and marketing. Let me explain! He makes and sells vodka. But it's not ordinary vodka. His bottle is a glass depiction of a head.
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Two Types Of Salespeople
Actually "There are three kinds of salespeople; those who make things happen, those who watch things happen and those who are wondering what happened." You've probably heard that one before. In fact, there are two different types of salespeople and they are very easy to spot. The first type is the improvisor. He seldom prepares, his preferred style, is to take things as they come. He likes to be spontaneous. He usually relies on his instinct and counts on his intuition to carry the day.
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Sales Talk Versus Sales Babble
Sales talk versus sales babble. Which one describes you? How can you be so sure? Well for starters, if you're talking off the top of your head - like it or not you're probably doing sales babble. And that's because, when you're talking off the top of your head - there's no preparation involved for you. Without preparation you can ramble on, beat your gums and just plain run off at the mouth. Pity your poor sales prospects and customers who are forced to listen to sales babble every day.
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Gratitude, Perfect Mind Food
Utilizing Gratitude as a Self-Confidence builder. There is not doubt that our attitude has an effect on our outcomes. Continually being negative, seeing the bad side of things will limit our outcomes if not eliminate the good in ones life. At the same time being positive about everything does not guarantee we will succeed in our endeavors either, but does seem to increase the odds.
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Why Selling Is Better Than Sex - Part One
The world’s oldest profession involves selling. One might even argue about which came first – the selling or the sex? In fact, selling and sex are so closely related that succeeding at either one of them can be euphoric, addictive, and good fun. Some people might like to argue that selling is not better than sex. They believe it’s the other way round.
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Customers Are Available for Everyone, at Any Time
You’re a sales genius. They love you; they trust you; and some of them keep on coming back for more. However, you can very suddenly go from Hero to Zero if you don’t keep your sales figures up to scratch. As a sales genius, you’ll be working hard to have deals lined up for weeks in advance so that you’re not enslaved by what has been referred to as “the Curse of a Sales Job”. Working month to month, just treading water in the hopes of staying afloat, does not make you a super-sales-hero.
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Start Selling: There's Gold in Your Database
Digging deep and drilling down to uncover mutual interests and potential business opportunities is the very essence of effective networking. These same skills are also the key components in maximizing your existing business relationships. The fastest new business opportunities can be recognized within your existing account base, however it requires discipline, expert probing techniques and the ability to peel back the layers and uncover areas of mutual need and potential gain. Think about it: Are all of your customers aware of ALL of the products and services that you can provide t
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My Sales Pipeline is Constipated
The analysts are, in increasing numbers, starting to tout the end of the recession, but for most of us, it still seems quite slow out there. Even if you’re the most talented salesperson, you probably have noticed that an annoying number of your prospects are stuck in your pipeline. Ok, it’s not the most polite way to phrase this, but you could be suffering from a case of sales constipation. No, a swig of milk of magnesia isn’t going to do the job here, but there are strategies to get you moving along again.
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Nope These Are Not Sales Techniques
The drawn out recession has snapped many salespeople back into reality. Regardless of the industry, the days of fast and easy sales are over. So-called sales professionals who have forgotten or never learned basic proven selling techniques are now realizing that they better ramp up their efforts if they’re going to hit their goals or even keep their jobs. There has definitely been a shake out of ineffective salespeople in the last two years, and organizations are choosing to function with streamlined sales teams that are lean, mean, and focused on effective selling.
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Running Your Race
Skilled long distance runners all have their unique style of racing. Some start out of the gate in a flash and then slow down as they approach the finish line. Others progressively pick up speed and really crank it up as they head into the final miles. Both styles can be successful if the runners have taken the time to train properly for the race. Just like runners, salespeople are goal-oriented individuals working to reach the finish line in the best possible time.
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The Power Of Networking In A Recession
The Power Of Networking In A Recessionr Brian Azar, What is a Network? A Network serves as a referral, introduction, and promotion system, with opportunities to support and help the individuals involved.
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Become an Expert at Handling Price Objections
The best way to handle any objection is to anticipate it and, if possible, make sure that it never intrudes into the sales discussion. Once a thought has been expressed by a prospect it becomes harder to eradicate. This is because the prospect has placed himself on record and is unlikely to recede easily from his position. Objections that are raised to price are probably the most frequent of all honest reasons for prospects refusing to buy.
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Create Your Sales Alter Ego
he words ‘selling for introverts’ are not often enclosed in the same sentence. Indeed, the two are quite mutually exclusive. But a great many introverts find themselves in sales positions, or some other form of customer service, whether retail, food, hospitality, or other. Most introverts discover their own unique ways of coping with the demands of a sales career. A few introverts even excel at such careers. Here are a few tips to bear in mind as an introvert salesperson and a few reasons that make introverts great salespeople. It’s An Act
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Are you an introvert or an extrovert?
Are you a sales introvert or a sales extrovert? In your sales role, which activities do you prefer? Where do you focus your attention? How do you recharge? Every salesperson tends toward one of two preferences: introversion and extroversion. There is the distinction of these preferences and one is not necessarily better than the other. Our short quiz evaluates your general tendencies introversion and extroversion: http://www.alenmajer.com/sales-quiz/ About Sales Introverts
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5 Quick Tips For Introvert Sales People
At one time, it might have seen an oxymoron to use the term “introverted salesperson,” but times have changed. More than ever before, employers are seeing that selling for introverts is on the rise. The days of the back-slapping, fast-talking salesperson are gone, replaced by a sales staff that listens to the customer and tries to make sales into a pleasurable experience. Listenr
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The "At Leaster" Phenominon
If you've ever watched the opening of ABC's Wide World of Sports, then you've seen the winning runner break through the finish line, arms upraised in triumph, elated by the "thrill of victory." Of course, you've also seen the championship skier as he miscalculates and goes tumbling down the slopes into the "agony of defeat." Victory and defeat. Winning and losing. Good and bad. All similar concepts – right? The thing is, both these people are winners. Why?
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How Being a Mom Has Helped Me in Business
For most women, becoming a mother is a turning point in their career. It’s a time in one’s life that’s rife with challenges, frustrations, and uncertainties, but it’s also when many of life’s most rewarding achievements and miraculous moments occur. What many new moms figure out rather quickly ...
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Closing the Networking Loop
For anyone in sales, being savvy at networking isn’t just a good skill to have, it’s necessary for long-term success. Networking is an important part to building relationships with clients, vendors, and even your competitors. The reality is that people choose to refer business to and do business ...
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Top 10 Tips for Effective Sales
We’re all crossing our fingers these days and hoping for a better economic environment. It’s been more than a little scary for many of us. However, even during these tough times, effective salespeople are acquiring new customers and making sales. How? Here are the top ten tips for effective ...
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What are Trigger Events and how to use them
Your mission as a sales person should be to find companies that have immediate wants and needs. This means that something happened or is happening to them - a move, a merger, new investors, etc. You have to look for any event that might create the opportunity for you, or better said you are ...
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Sales Amateur vs. Sales Professional
I am sure you have heard about salespeople earning $200-300k, a million or even more. Do you think this sales person is better than you are? They are not much different from you; they are not geniuses or impeccable experts in their field. They probably don’t know much more about their products ...
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Three Classes of Price Objections
Objections to price are the most frequent of all objections. The ability to meet these successfully is a valuable asset, and efficient selling is impossible without it. It is so important that every sales manager should take special efforts to see that each member of his sales force is able to ...
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How Being A Mom Has Helped Me In Business
For most women, becoming a mother is a turning point in their career. It’s a time in one’s life that’s rife with challenges, frustrations, and uncertainties, but it’s also when many of life’s most rewarding achievements and miraculous moments occur. What many new moms figure out rather quickly ...
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Ever Wonder What To Do After The Lunch Is Over?
It seems simple enough. “Let’s do lunch and talk some business.” But without a plan of action on how to follow up after you’ve taken your last bite, you might end up with a prospect who falls off the grid. A business lunch is a great business development tool, but it should be only one step in ...
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It's Better To Give Than Receive
Who wasn’t told as a child that it’s better to give than to receive? At the time, we might of thought that this only referred to birthday and holiday gifts, but this old adage is just as applicable now that we’re adults, especially when it comes to business networking. If you have been to a ...
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How to Beat a Sales Slump
Have you ever experienced the dreaded downward curve or slump in your sales? Most of us certainly have. If you’ve been through it, you probably have a clear recollection of that lump in your throat, adrenaline-pumping moment when you realize that you need to scramble if you’re going ...
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How Are You In Business?
No, that's not an error. I didn't mean to ask you "why" you are in business. My question isn't about your goals, your aims, your vision, your mission, your business plan, your targets, or any of the other stuff that come together and answer the "why you are in business" question. n I'm here to ...
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Hit Or Miss Does Not Work In Selling
Many sales are lost because salespeople assume they know what the customer wants. Sales people like to made assumptions of knowledge about what the buyer wants and needs, or sometimes more important why the buyer might be motivated to buy. Using one’s instincts and sixth sense is fine in ...
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If You Live By Price - You Will Die By Price
If your prospect does not see the value in your product or service, and if the only difference between you and the competitors is in pricing, you didn’t do a good job as a sales person. The main description of your position inside the company is to create the value, not just to show your ...
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Everything I Needed To Learn About Training I Learned In Kindergarten
Some experts believe that the first few years of life are the most formative. Others suggest that the early teens are the most influential. Personally, I’m not so sure; there seems to be some good logic in both views. However, regardless of whether my personality was crafted as an infant or a ...
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How "Fit" Is Your Customer Service?
Have you ever considered the fitness level of your customer service department? No, I’m not talking about an employee exercise program. Rather, I’m asking if your team that provides service to your clients is functioning at peak performance. If you haven’t given this much thought, you might ...
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Sales Training - Persuasive Words that Sell
There are many elements to making the sale including a captivating opener, good communication and presentation skills, and strong closing tactics. Perhaps one of the most crucial factors in making the sale is your power to persuade. Persuasion should be apparent all of the elements mentioned ...
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6 Common Objections And How To Handle Them
You as a salesperson should give every opportunity to the prospect to ask questions and make objections if he is inclined to do so. It is frequently desirable to assist in bringing out these questions and objections. Sometimes the very best arguments you can make are based on objections by the ...
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Trigger Events And Sales 2.0
Web 2.0 enables Sales 2.0 and many sales people can take customer communications into their own hands and to an entirely new level. Sales reps have more control over the tools that they use, and they can be always on, answering to customers questions in the matter of minutes and not hours or ...
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Techniques In Selling – Start Strong!
What is your sales tactic for your small business or sales career? Do you know? Often people start a business because of their expertise in a particular area. Since their primary motivation for starting the business was their love and knowledge of a particular craft, skill or service, they then ...
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The Art Of The Soft Sell
When you come across the phrase the art of the soft sell, you might focus your attention on the word “soft.” You might not even do this consciously; many salespeople don’t. And based on this unconscious focusing, you may lead yourself to believe that the difference between conventional ...
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Leads. It's Not Just In The Cards
One of the most enjoyable professional experiences is the “aha” moment that erupts when you’re able to provide a business contact with a lead. It’s a tremendously enjoyable, productive, and effective way to network. That is, it’s all of these things when it actually occurs. The thing is, ...
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Are You Easy?
Do your clients consider you easy? No, not the type of “easy” that wasn’t such a good thing to be in high school, I’m asking if you are easy to work with. The key components to having a good long-term relationship with those you sell to are being someone who is flexible, responsive, and ...
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Practice Makes Permanent
This past week I experienced two examples of practice that, if applied to selling, would dramatically alter your results for the better. At the Dave Pelz Short Game Golf School, I had the opportunity to learn a number of lessons but the key to the school is that they taught for about 1 hour, ...
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Sales Lessons Learned From Watching The Apprentice
Watching the celebrity edition of the Apprentice on television proved to be far more than solely an entertaining experience. Knowing in advance that Gene Simmons, the brains behind the KISS phenomenon and the self-proclaimed god of women, would take episodal charge over the female celebrity ...
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The Focused Objective
One of the strongest messages that I got from reading the self empowerment best seller, Thing and Grow Rich was the concept of a “definiteness of purpose.” Though the explanation in the book focused on life’s general pursuits, I immediately made a connection to the specific pursuit of sales ...
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Sell More By Playing Host
How many times have you attended various business, personal and networking functions feeling quite uncomfortable because you did not know anyone there? Has this gripping fear and discomfort ever actually prevented you from attending an event? Have you ever found yourself leaving shortly after ...
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8 Habits Of Highly Successful Salespeople
There are many skills and traits that help define successful salespeople. These traits are beneficial regardless of whether you sell products, services or your ideas. Developing these skills will benefit every entrepreneur and business owner who must deal with others to transact business. ...
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Never Have a Bad Month Again
Never Have a Bad Month Agai That's right. Never miss your goal, target or number again. Today I'll show you how. You'll need some of your crucial ratios like your monthly goal, the length of your sell cycle, your closing percentage and your average sale (or account). Here's what you need ...
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Persuade With Your Explanations
In your sales presentations, you will reach a pivotal point which could take your buyer either closer to or further away from agreement with your proposition. Many sales professionals loose their buyers at just this point. Instead of becoming more persuasive, more influential and bringing their ...
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Learn Faster; Change is Coming
Challenges posed by recent economic and market shifts, though predicted for some time, have instigated chaos in the lives of many business professionals and factory workers alike, not to mention just about everyone else who is paying attention. Instead of embracing change and allowing it to fuel ...
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Sales 201: Learning Tools of Your Trade
A carpenter has his saw and hammer. A writer has his pen and ink. A doctor has her medical instruments and medicines. An accountant has her calculator. A mechanic has his wrenches. What of the salesperson? What are the available tools for salespeople? Salespersons exist in almost every ...
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5 Steps to an Appointment with Your Dream Customer
We all have the “elevator speech” ready – those thirty seconds of perfectly-worded text built to get anyone at any level of business to notice us and to consider us an indispensable asset. Getting to use it is another story. We may have the pitch planned perfectly for the moment we accidently run into the client of our dreams. But landing an appointment with your dream customers takes more than luck and a great “elevator speech.” It takes time, effort and a little planning. Here are five steps to landing that appointment with your dream customer.
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Six Rules of Selling in 2012
Retired CEO of General Electric, the great Jack Welch has six rules for success. Are you following these rules of success, or are you on a path to irrelevance? 1. Control your destiny, or someone else will. 2. Face reality as it is, not as it was or as you wish it were. 3. Be candid with everybody. 4. Don't manage, Lead. 5. Change before you have to. 6. If you don't have a competitive advantage, don't compete. So, let's look at the six rules for success within the context of the selling profession, and how to use these rules to measure your success.
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Strategies for Successful Selling in the Crowded Marketplace
The word “strategy” means many different things to many different people. To some, the word “strategy” conjures images of war and the battle between armies or countries. To business executives, strategy is part of the planning process created by the CEO or board of directors. But strategy is a bit foreign to many salespeople or, if they embrace the idea, it is simply delegated to an actionable step they must exercise in order to meet their company’s objectives.
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How to Cold Call Canadians
When cold calling Canadians, you’ll want to keep a few things in mind. Just as diverse as Canadians Alex Trebek, Shania Twain, Mike Myers and Celine Dion are, so too are the Canadian people. Canada is a polite, resilient multicultural nation. We thrive on our individuality and respect the customs of our indigenous people, and our French and British cultures. Our unique open-mindedness makes us a lot less intimidating to cold call than other nationalities.
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Cold Calling Techniques
Clammy hands? Blank mind? Have you become an expert at creative avoidance? No one actually looks forward to cold calling, yet it’s a necessity for successful selling. Happily, there are some simple cold calling techniques you can use to become much more comfortable, move past your fear and enjoy the positive results you want. These cold calling techniques can really help: • Acknowledge your anxiety. Even professional athletes psych themselves up, put on their game face and focus only on desired results.r
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The Number One Sales Currency
F.E.A.R. as defined by many personal development gurus (the revered and even the self-proclaimed) is defined as False Evidence Appearing Real. To close big deals, and large clients, especially in turbulent or uncertain times is all about taking the F.E.A.R out of saying yes. Often the ...
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How To Earn Bigger Tips And Commissions
One of the fastest ways to build rapport and trust is to prove, in concrete terms, that you are looking out for the client’s best interest. Zig Ziglar said that people don’t care how much you know until they know how much you care about them. One tried and true strategy that I use ...
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How to Speak in Order to Find New Clients
Want to build credibility and find your ideal clients? Speaking, either offline or online, will help you accomplish these goals. Speaking in public or on teleseminars helps you: 1) get in front of potential clients; 2) showcases your knowledge and expertise and 3) let the listeners know how you can solve their problems and 4) you can answer questions potential clients have. Get in front of potential clients
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How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of face to face contact. Mastering this phone skill will give you an advantage over most sales people. When you are sitting with a prospect it's much easier to read their body language. You can see the look on their face when they're confused ...
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11 Powerful Methods Of Sales Lead Generation
Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads? If you answered No to these questions you're either satisfied with the income you're earning - or ...
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Discover The Powerful Lead Generation System
Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people. The first step to implementing any successful lead generation system is to get your attitude right. Becoming a "Master of Referrals" requires the proper referral ...
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The Most Underused And Powerful Method Of Lead Generation
Are you worried about whom you'll sell today so you can feed your family tomorrow? Are you jealous of the top producers who are getting phone calls from new prospects every day? Wouldn't you love to come to the office and find your mail box full of messages from potential clients? I'm going to ...
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Are You Struggling To Make Appointments With Prospects?
Use These 5 Powerful Prospecting Tips and Make More Sales Appointments. Wouldn't it be great to prospect with confidence knowing you have the plan that will help you set more appointments? Then you'll be glad you found these 5 prospecting tips. If you use them you'll be guarantee to make better ...
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Discover 6 Keys To Successful
Are you planning properly before making your prospecting calls? Imagine you make an announcement to a friend you're going to take a vacation in a couple of weeks. Your friend gets excited and asks, "when are you planning on leaving?" Your reply, "I don't know". She asks, "where are you going"? ...
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How To Turn Your Clients Into Raving Fans
"Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others of the way they werentreated in your place of business." A big problem in the sales world today is that many salespeople and companies spend more time and money to get a new client than ...
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How To Get Clients To Take Immediate Action
Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a ...
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Your Most Important Sales Tool
If your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say? Wouldn't it be better to have someone else ...
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How To Close More Sales More Often
I'm going to share two sales closing tips that will help you close more sales. One will show you how to eliminate the fear of closing. The other, how allowing your fear to prevent you from closing is costing you sales. Sales Closing Tip #1: Write Down and Practice What You're Going to ...
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How To Quickly Establish Rapport With Your Prospects!
I'm sure you'll agree, establishing rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
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Guaranteed Repeat And Referral Business
Imagine what it would be like if you found a technique to increase your repeat and referral business. What if this technique not only gave you top of mind awareness with your clients and customers but also provide them with real value? Not staying in contact on a regular basis with past clients ...
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The Real True Secret To Closing Sales
Having a great closing technique doesn't guarantee you'll close sales. Closing the sale begins before you walk in the door. You can learn every closing technique there is, however, each one will be more effective if you've taken the time to qualify and present properly. If you get to the end ...
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Unlock The Power Of Cold Call Prospecting
Cold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. When I started in sales as a real estate agent in 1982, ...
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Do You Have Excellent Sales Presentation Skills, That Guarantee Outstanding Sales Results?
Mastering the necessary sales presentation skills will increase your results and boost your sales. A sales presentation doesn't begin when you are telling and showing the prospect how you'll solve their problems. It begins before you walk in the door to give the presentation. It begins with ...
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How To Get Past Call Reluctance And Make Your Calls More Profitable
Getting past call reluctance is one of the keys to successful cold calling. Understand what's causing the reluctance and work on a solution. The three main causes of cold calling reluctance are lack of a plan, attitude and fear of rejection. Cold Calling Tip #1: Have A Plan. Planning is a key ...
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How To Target Your Most Profitable Market
Target marketing is one of the keys to a successful sales marketing program. Starting your marketing efforts without first identifying your target market is like trying to hit a target with a bow and arrow blindfolded. A very small percentage of the arrows will hit the target. Every product or ...
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How To Design An Effective Cold Calling Script
Do you have an effective cold calling script that makes you feel confident when you pick up the phone? Or are you afraid and feeling like your telephone weighs twenty pounds? A key to building confidence and overcoming the fear of the phone is to have an effective cold calling script. Although ...
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How To Handle Rejection
Being able to overcome the ill effects of rejection is vital to success in sales. This technique for handling rejection comes from one of my mentors, Tom Hopkins. If you focus on this sales prospecting technique when you get rejected you'll turn the bad feelings into good feelings. If you're ...
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A Marketing Idea Guaranteed To Increase Your Sales
Would you like a marketing idea guaranteed to increase your sales? Would you like to stop people from shopping your product or service and losing business to your competition? Would you like to reduce the amount of rejection you're receiving? Would you like clients to understand they have ...
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6 Steps To Closing A Sale
When it comes to closing a sale do you really know how to close? Do you freeze up afraid to close or don't know what to say? Do you know how and when to close a sale or even if the prospect is interested in your product? Well, read on and I'll share with you six ways to overcome these common ...
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Discover 6 Sales Presentation Tips That Will Have Your Prospects Asking, "Where Do I Sign?"
Use these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales. Sales Presentation Tip #1 - Practice and Customize Your Presentatio Take time to practice your presentation many times before using it in a real live sales ...
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Top Two Ways To Close The Sale
You found a prospect and got the appointment, now what? It's time to decide if this person or organization is in need of your product or service. It's time to find the problem you can solve with your product or service. Selling Tip #1: Find the prospects problem The BEST way to implement this ...
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Are You Planning For Sales Success?
A time management technique that many books have been written about is planning. Planning comes in many different forms, however, spending five, fifteen, thirty minutes planning will save you hours in execution. It's time well spent. If you're not taking time to plan your like a tumbleweed ...
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How To Get Face To Face Over The Phone
One disadvantage of selling by telephone is the lack of face to face contact. When you are sitting with a prospect it is much easier to read there body language. You can see the look on their face when they are confused about something you said. You can see the delight when you hit a hot ...
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Have You Prepared for Success in Sales?
My wife and I watched the movie Ray a couple of weeks agowhen it came out on DVD. In the movie Jaime Foxx plays thelegendary singer Ray Charles. I was amazed at how Jaime hadcaptured the essence of Ray Charles. Many times throughoutthe movie I wondered if it was Jaime Foxx or Ray Charles I was ...
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How To Get Clients To Take Immediate Action
Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment." Then create a sense ...
Article
Unlock The Power Of Cold Call Prospecting
Cold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills. When I started in sales as a real estate agent in 1982, ...
Article
Your Most Important Sales Tool
If your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't. Do you find you're constantly telling prospects how great you are and they're thinking, that's what all the salespeople say? Wouldn't it be better to have someone else ...
Article
How To Quickly Build Rapport With Your Prospects!
I'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
Article
How To Quickly Build Rapport With Your Prospects!
I'm sure you'll agree, building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust. Have you ever had an experience with a salesperson and you have said to ...
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Discover the 2 Reasons Why People Purchase any Product or Service
When it comes to qualifying a prospect it’s important to understand the reasons why people do things, and ultimately, why they will or will not buy your product or service. You see, people will buy your product or service to satisfy one of two main needs. Some times they will even buy to ...
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How to Win Friends and Influence People = The Classic !!
This is one of the original Self Help books that I read and it certainly starts you on the road to learning how to manage people in all areas of your life. There’s a VERY successful real estate company near me that won’t even look at your resume unless you have attached to it, a two ...
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How To Retain Your Top Sales People
A management skill that will reap huge benefits is retaining your top sales people. When you realize 80% of your companies sales volume comes from the top 20% of your sales people you should understand your time and money are best spent on them. Spend your time, money and educational resources ...
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Confidence Sells!
Recently, I found myself dealing with a retail salesperson who was attempting to explain to me the benefits of the item I was looking to buy. As I stood there listening to him, I was struck not by what he was saying but how he was saying it. It didn’t take long for me to realize that the ...
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Have You Sold Yourself?
You will always be your number one customer. It’s not the big account you service, nor is it the hot new prospect you just uncovered; it’s you. The reason is simple. If you’re not completely confident in what you’re selling, you will never come close to maximizing your sales potential. ...
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Selling with Your Personality
Anyone can sell if the price is cheap enough or if what is being sold is something people can’t live without. However, for the vast majority of us, neither of these luxuries are part of the scenario. The difficulty of selling is compounded by the fact that most customers have a wide range of ...
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Your Customer is Lying…Did You Catch It?
As much as we hate to admit it, at one time or another, we’ve all been lied to. Sometimes the lie is exposed quickly and sometimes it takes awhile to surface. In sales, lying from a customer occurs more often than we are aware of. Did you realize that nearly every sales call starts off ...
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Learn, Teach, Sell Yourself to More Sales
Every sales call you make needs to include the “Learn, Teach, Sell” concept. Today’s customer has many options available to them. Rarely are we in a position to sell to a customer something that is so unique and compelling that they have no other choice but to buy from us. To help create a ...
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Quit Being a Salesperson
Many sales are lost because of “sales.” To be successful in this profession requires listening to the customer. Unfortunately as salespeople, we often hear so many different things that we feel the need to provide solutions for all of their problems. When this happens, sales professionals can ...
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Disruptive Selling
One of the new marketing trends is “disruptive selling.” This is defined as any marketing strategy that is bold enough, unique enough or enough out of the ordinary to create buzz and, consequently, sales. It could be marketing that runs counter to the time of year when competitors are running ...
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Phone Sales Tips When Contacting Customers
1. Never ask if it’s a good time to talk. This gives the other person a perfect excuse to end the call. If you are unsure if the person has time to talk, then state up front that the phone call will only take 3 minutes. When you give the person an exact time be sure you time the call. After the ...
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Networking For Sales Success
Networking. You've heard it before - the best leads come from someone you know, or from someone who knows someone you know. So why aren't you out there doing it? Not enough time? Don't think it works? Too expensive? Think again! What is a networking event? A networking event is a meeting of ...
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Get Inside Your Prospect's Head
Do you ever shake your head and wonder why so many prospects fail to pull the trigger when you've clearly made a compelling case for them to do so? To those of us in Sales, it makes no sense - it's clear as day that they should. But for some reason we can't fathom, it often doesn't appear to be ...
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It's Not The Economy, Stupid!
At just about every networking event I attended this Summer, there were two complaints I never failed to hear - "no one's around in the Summer", and "the economy is in recession". To the former, I replied, "I - and everyone in this room, and rooms like this all across town - am around this ...
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Paint A Picture To Make The Sale
They say a picture is worth a thousand words. Why is it, then, in our conversations, in our written correspondence, and in our presentations, we act as if the opposite is true - that a thousand words will create the picture we want? n Metaphors and analogies are two similar but different word ...
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Prioritizing Opportunities
how to prioritize potential opportunities - leads - that come your way, or that you uncover, so that you invest your time in such a way as to maximize your income. n First, let's define what a lead is. Dictionary.com defines "lead" (in the business sense) as "an indication of potential ...
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Stop Selling - And Close More Business!
http://www.sales-solutions.biznnWhat? Am I reading this correctly? Stop selling and I'll close more business? Yes. Let me explain. I was on an initial meeting with a prospective client last week. This prospect was frustrated that several prospects of his that exhibited classic ...
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Your Pipeline of Prospects Could Be Fuller
Keeping your pipeline of prospects full is no easy task. I’m not going to suggest it is. I talk to salespeople all the time and most say that prospecting is their number one source of new business. So if you are like most salespeople, one of your hardest tasks is simultaneously one of your most necessary – keeping your pipeline full. There’s no way to slide into loads of profit without some effort – serious effort – on the front end.
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Polish Your Image by Creating Positive Associations
We all have people in our lives whose contact we welcome, and those whose contact we consider unwelcome. At the "welcome" end of the spectrum are our family and friends. At the "unwelcome" end of the spectrum are telemarketers and spammers. The former we're eager to interact with; the latter we detest and try our best to avoid or get rid of. Then there's everyone in between.
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Creating Urgency
Despite our best efforts, some of the deals we work on will at some pint in the sales process stall. How can you extricate yourself from the land of no-decision for those cases in which - despite your best efforts - your deals nevertheless grinds to a halt.
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Manage Your Pipeline
Most of us detest those weekly 1-1 pipeline reviews with our managers. Why? Because more often than not, the manager is calling you on the carpet to explain why this deal hasn't closed, or why that deal hasn't progressed, or why those deals were lost. Or at least we think he is. But in a sense these meetings are good for us - they discipline us to get from our prospects the answers to the questions we know we're going to be asked. In so doing, we develop the good practice of probing - of not only knowing what is going on with our deals, but why.
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Planning Matters
"If you don't know where you're going, any road will take you there." I'm a map guy. I love maps. To be sure, GPS is a wonderful (if not somewhat annoying) invention that probably does a better job of getting you from point A to point B. Nevertheless, I have a hard time giving up my trusty Rand McNally which I can hold in my two hands.
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What's Your Marketing Attitude?
Entrepreneurs pay a lot of attention to the mechanics of marketing. They take workshops, read books, and hire consultants to find out how to do the best job they possibly can. With my own clients, I often discover that their knowledge of marketing techniques is quite good already. What they might lack is the right kind of marketing attitude. Do any of the attitudes described below sound familiar? If so, you may be sabotaging your own marketing efforts. Read on for some possible solutions. 1.
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Is Procrastination Holding You Back?
When you look at your marketing to-do list, do many of the items on it look all too familiar? Have entries like "call Donna Sanchez" and "follow up with Floyd Corp." been copied from a previous week? Putting off unappealing tasks may be human nature, but for an entrepreneur, procrastination can be deadly. Delays in contacting a prospect can lose the business to the competition. Failing to get the word out about an upcoming event may forfeit dozens of opportunities. Wasted marketing time can never be recovered.
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What’s your value?
I know we talk a lot about understanding the value of your product or service. Today I’d like us to explore your value. Do you really appreciate what your product or service does for your clients? Do you believe you are pricing it appropriately? It is really easy to decide for your clients how much they can afford or wish to pay. However, that is not the best way to price your product/service. And here’s why. 1. Chaos
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This is How We Do It!
Do you have a clearly defined product that you offer to people? I find that a lot of service providers don't take the time to create a package or product offer that is consistent and covers most possibilities. What happens is they price on the fly. They use hourly rates and provide unique pricing for each prospect. The problem with this is that often, these same business owners end up feeling like they didn't price the project successfully. So, what can you do about this? 1. Decide
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They Want You
Do you consider the idea that your clients want you to help them solve problems? They want you to reach out and find out about their needs. However, We think that our clients are happy with what we’ve done for them. I’m sure they are. And, they’d like to do more business with you. Are you doing as much for your clients as you could be? Do you know the answer to that question? Most of us sell something to our clients and then move on to the next prospect. We proceed under some interesting beliefs – many of which aren’t true.
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Stand Out to Sell More
So many times salespeople and small business owners develop a sales process that is more about system than about connection. In my estimation there are many problems with this. We are experiencing a hyper-competitive economy right now. That is not likely to change any time soon. So what do we do? Rise to the occasion! When we view sales as relationship building it changes our approach. Really getting to know our clients and customers provides us with a leg up on the competition. When WE are the people helping our clients solve problems, we gain armor against invaders.
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Seizing the Sale
So often sales people find themselves working hard but not accomplishing much. In my view, there’s a lot of activity but not much productivity. Having sold and coached salespeople for many years, I’ve identified some reasons why this is happening as well as solutions. 1. No clear target
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Always On
As a small business owner or salesperson you are always on. You are always presenting, marketing, selling and producing. Failure to acknowledge this will prevent you from being as successful as you could be. I dare say it can actually do harm to your business. Let’s break it down and take a look at each area. 1. Presenting No matter where you go or who you connect with, you are always a representation of your business.
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Sales Is A Verb
Sales is a verb. Okay, now settle down. I know if you look in the dictionary it says that ‘sales’ is a noun. Stay with me here for just a minute. My point is that ‘sales’ is an activity. It isn’t something you do once the phone rings. It is something you have to actively participate in for your business to grow. There are many ways to market and prospect. Your job is to consider them all and then select a handful that you are going to implement. From cold calling to social media, from public speaking to networking, there are many avenues you can take.
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The Magic of Masterful Closing
I’m always amazed to hear people talk about master closers. It’s as if their skills are most significant at the END of the cycle. This seems to me to be rather misleading. Are we saying that it doesn’t matter how you handle the prior steps as long as you have some magic at the end? I believe that ‘closing’ is something that happens naturally once you have successfully navigated all of the prior steps in the sales process. Think about it. If you don’t prospect well, listen well, problem solve well, and create trust well, there’s probably no way you are going to close well.
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Now What?
Have you ever walked out of a sales meeting feeling that it went really well? You had a great conversation, they seemed very interested. However, afterwards you couldn’t get the prospect to return your phone call? It leaves you scratching your head and wondering what’s going on. What actually happens here? Most likely it is one of two things. 1. You had a great conversation because the prospect is kind but they really aren’t going to buy. In this case, you exaggerated the energy of the meeting. You convinced yourself they were interested.r
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Meet Them Where They Are
Salespeople are as individual as snowflakes. The way they communicate, sell, and build relationships is equally unique. If you want to lead them, you have to meet them where they are. Here’s what often happens in sales departments all over the world. The sales manager picks a goal, picks a process, and shares it with the sales team. It’s a ‘do this’ mentality. This process is usually one that served the sales manager well when she was a sales person. She believes that since it worked for her, it’ll work for everyone.
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Marketing 101
When I put a call out for article topics I received a lot of requests for beginner’s marketing information. Really, sharing thoughts on marketing your business is good for all of us. It’s something we can always use a refresher on. So, here we go. The main key to marketing effectively is understanding your value – the value your prospect sees. People don’t buy things they don’t need; especially these days. You have to speak to their pain, their need. So, try this quick exercise: Write down the following – What do you sell? What’s the product or service?
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I Just Called To Say
We all know how important it is to follow up with a client after we do the work. The question is how to do it well. One of my newsletter subscribers asked me to address this issue. Actually, her exact words were, “What is a good way to word a follow up email once you’ve shipped?” So, here we go!
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How To Use Customer Service Effectively
Many people claim to believe in the value of customer service. However, most don't really institute programs that ensure they are going the extra mile and can be implemented consistently over time. It's more like they get a spark of creativity and take brief action. Then, within a very short time they are on to something else. Times are very competitive and you need a differentiator. Customer service can be the difference between keeping and losing a client.
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How To Succeed in Business, Sales, and Leadership
When I look at the various aspects of business I am drawn to the idea that the same three Cs apply to creating an environment for success. Those Cs are: Clarity, Communication, and Consistency. They actually work in concert with each other and therefore, are inseparable. Let’s visit each independently and you’ll see how they work together. 1. Clarityr
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How To Hire For Success
So you’re at a place where you need to hire employees. Fantastic! How can you improve the odds that you’ll hire well? Follow some basic guidelines. 1. Know what you want The mistake we make is paying attention to the position and not the people. In order to hire effectively you need to have real clarity around what you want in an employee. You can teach someone a task. You can’t teach someone attitude. So, put down on paper what you want in an individual. Start with the simple stuff like: - They come to work on time every day - They are positiver
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How to Ensure Tradeshow Success
Tradeshows can be a great way to connect with clients, prospects and referral partners. It’s good to ‘be seen’ and to see what’s out there. However, if not handled well, a tradeshow can be an expensive waste of time. So, what can you do to improve your odds of success? Have a plan and work the plan.
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Good Referrals Matter
The only referrals that matter are the good ones. Sounds like a no-brainer statement. However, too many people don’t get it. It’s my belief that their thought process is slightly mixed up. They either think that offering a referral (regardless of its quality) will make them look good, or they think if they offer one they’ll get one in return. Either way, it is a bad idea. When you give garbage you do real damage to your brand and your reputation. Not only will people stop trusting you, but they won’t give you any referrals.
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Find The Pain Get The Sale
They say people buy based on emotion; to alleviate or avoid some sort of pain. The challenge for salespeople is to find that pain. Sometimes it is very clear and other times it is hidden.
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Small Business Serves Better
The other day I was driving down a two-lane road and came up behind a garbage truck. It was owned by a national waste and recycling company. The truck looked like it was at the light and had its left blinker on. I sat there waiting, and waiting, and waiting. Then I saw the driver come strolling from the convenient store, get in the truck, pull up to the light, and turn right – not left. Needless to say, I wasn’t happy. What was he doing in the lane? Why didn’t he pull over to the side of the street, or into the parking lot? Why did he have his left signal on instead of his hazards?
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Change of Scenery
Networking is a critical part of sales and marketing. I'm going to assume that you are actively involved in some sort of networking activity. With so many options to choose from it can get confusing. There are some guidelines that I use when deciding where to go. 1. What is the intent of the event or organization? 2. Who are the attendees? 3. What are the logistics? What is the intent of the event or organization?r
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Time Is On Your Side
Time management is a HUGE topic these days. Just about everyone struggles with it. I submit that the problem starts with how we view our responsibilities. I think we see the things we are hoping to accomplish as so big we are instantly overwhelmed. Okay, that's how we see things. The good news is that this is easy to change. Seeing things large? Break them down. Let's explore 3 aspects of time management. 1. Priorities:
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Features and Benefits and Sales . . . Oh My!
Do you sell features or benefits? Do you know the difference? All too often salespeople think features are key. Of course, it’s because that’s what they’ve been shown. ‘Look at all the bells, whistles, and gadgets!’ It’s as if the more gadgets, the more valuable the product or service. Well, ...
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Follow Up Focus
How effective is your follow up? Do you follow up? So many businesspeople and salespeople fail to follow up with prospects, clients, and associates. However, follow up is a critical part of business existence and growth. Many people tell me they just don’t have time to follow up. I submit they ...
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The Foundation of a Salesperson
My father was the quintessential salesperson. He believed completely in his product. He was confident but not arrogant. He truly cared about the well-being of his prospects and clients. And they knew it. It was a pleasure to watch him interact with his customers. Needless to say, he was very ...
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Accountability Begins With Respect
Many small business owners struggle with making their staff accountable. They know what they expect their people to do. And, as long as everyone’s performing effectively, all is well. The trouble occurs when someone falls short of the owner’s expectations. The struggle is rooted in fear – fear ...
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Are Your Listening Ears On
Anyone who has had children in daycare during the past 15 years has heard the term ‘listening ears.’ Children are asked to put theirs on all the time. Interestingly, we forget that rule as adults. What ears do you listen with? To your co-workers, clients, prospects, family, friends? When it ...
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Uncover True Joy
What is ‘Joy’? Is ‘Joy’ attainable? Webster’s defines ‘joy’ as “the emotion evoked by well-being, success, or good fortune or by the prospect of possessing what one desires.” Based on that, joy is definitely attainable. You see, each of us has our own definition of ‘well-being’, ‘success’, ...
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The Gratitude of Vultures
They stand on the beach; 150 or so. Wings at their sides, still and straight, facing the rising sun. There is no sound save the music of the wind through the leaves. Every day they gather; at this same spot. Happening upon them, you may ask yourself – ‘What are they doing?’ Could they be ...
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Decision-Maker or Decision-Faker?
Excerpt from the book "Chase the Championship - Kicking Ass, Taking Names and Becoming a Dealmaker!" Stay far away from the boss’s underlings when you are in search of a decision. The heads of Marketing, IT, Human Resources, or whoever else is part of the “decision-making chain” for the product or service that you are selling should never be the people that you go after for a commitment.
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The Greatest Story Ever Sold
Back in the late 1980’s, the Honda Motor Company ran a memorable series of commercials, the basic premise of which was that the company’s cars were so amazing, they sold themselves. This commercial’s “hook” was that it featured a salesman who was bored out of his mind and had nothing to do because the cars were so in demand they were practically walking off the lot. The brand’s slogan at the time was “Honda, the car that sells itself.” Ha!
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Kirkeby Sales Resources
Kirkeby Sales Resources offers unique, cost-effective programs for increasing sales. Both one-on-one, individualized sales coaching for smaller companies (1 - 6 salespeople) and workshops for sales groups of any size and any occassion.
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Your Maximum Success Coach
JorgePinkus.com is the official webpage of Jorge Pinkus, a sales, marketing and motivation coach, consultant and trainer. He has more than 28 years of experience, having being the leader of seminars from 4 to 1,800 attendees.
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POST YOUR FREE LINKS FREE MEANS FREE!
ADD FREE LINK! FREE PERMANENT LINK ON THIS SITE WITHOUT ANY STRINGS ATTACHED TO IT. YOU WILL NEVER HAVE TO PAY A DIME FOR YOUR LINK ON THIS SITE, SO ACT NOW TO GET A PROMINENT POSITION FOR YOUR WEBSITE ON THIS FREE LINKS FOR ALL SITE
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Free Link Directory
Free Link Exchange Directory, Link Exchange, Free Link Exchange, Exchange Link Positioning Site, Reciprocal Link Exchange, Free Search Engine List, Global Search Engine List.
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HIRED GUN
www.HiredGun.us is the ultimate web site for high achieving top-tier salespeople. Books, videos, quiz, playlist and related products all provided by The Sales Advocate - Robert Danger Workman.
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HIRED GUN
www.HiredGun.us is the ultimate web site for high achieving top-tier salespeople. Books, videos, quiz, playlist and related products all provided by The Sales Advocate - Robert Danger Workman.
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SalesPractice.com
Sales training and social networking for sales professionals
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Keith Rosen- Best Selling Author and The Executive Sales Coach
Sales training, executive coaching, sales coaching, training for managers, business consulting by author and executive sales coach Keith Rosen. Work with Keith on selling, cold calling, prospecting, time management, closing the sale and to attract more prospects, master time management.516-771-1444
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Keith Rosen- Best Selling Author and The Executive Sales Coach
executive coaching and career coaching by America's number 1 coach and best selling author, Keith Rosen.
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Sales Training
Skip Anderson is a B2C sales expert, a writer, and frequent speaker on sales topics. He is the founder of Selling to Consumers, a sales training and consulting firm that specializes in retail sales training.
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Selling to Consumers
Selling to Consumers is a b2c sales training and consulting firm founded by Skip Anderson, a consumer sales expert. Skip is a frequent speaker on sales performance and the consumer mindset. Selling To Consumers provides training in retail sales, in-home sales, and other consumer selling areas.
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Selling to Consumers | Sales Training to Sell More
Sales training for business-to-consumer sales people including a leading sales blog with sales tips and information to help sales professionals to close more sales.
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Sales Practice
Sales training and social networking for sales professionals.
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SalesPractice.com
Sales training and social networking for sales professionals.
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Dr. Sonia Powers
Services / Products / Specialties / Comments from other Experts..
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The Cleaning Site
Billions of £'s/$'s are spent each year on cleaning services. Full package available from one of only 6 people in the world who have sold over £25 millio GBP in cleaning contracts and ancillary services.
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The Killer Question
It doesn't matter how good a salesperson you are or how good your product is, if you're selling to the wrong person, you're wasting your time. Are you asking the 'Killer Question' that will win you business - FAST!
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Dr. Sonia Powers
Full list of Dr. Powers services and recommendations from other experts...
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Coaching Salespeople into Sales Champions
How many salespeople on your team are not realizing their fullest potential? The solution to driving more sales isn't more sales training but better coaching. Named the Best Sales Leadership Book of the Year, managers have a coaching playbook to develop a world class, self motivated sales team who brings in more sales.
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Platinum Rule Group
Platinum Rule Group is the first and only company to combine Dr. Tony Alessandra's applied behavioral research with revolutionary communication technology. We make behavioral adaptability simple to master while making one-to-one marketing easy to execute.
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Platinum Rule Group
"Platinum Rule Group fuses behavioral psychology and contact technology in a way that adds up to the most powerful and easy to use selling system I have ever seen. It gives managers, rainmakers and salespeople an almost unfair advantage."
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Sterling Chase Associates
Sterling Chase provide a range of tailored sales training, business development and sales leadership development solutions across the UK. We also provide online sales training for distance learning.
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B2B Sales Connections
Niche job board, free resume listing service, and sales training website for business to business sales professionals. A better career course, a better candidate source, a better sales training resource!
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Motivational Speaker, Author, Publisher, Film Producer
Robin is an award-winning author, motivational speaker, publisher, and film director.
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Sales Tips and Training Blog
FREE sales tips. Opportunities to ask your sales questions and have them answered online.
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Sales Dodo
Onboarding programs for sales people
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AskHG.com
Proven development for business that wants to grow and perform. Want more sales, better management, develop your leadership? Programs, materials, presentation, coaching to move you forward!
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SNAP Selling
Fresh strategies for selling to crazy-busy buyers.
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The Science and Art of Selling by Alen Majer
If you are looking for a prove Sales Expert who will show you new ways of getting more clients in less time, how to book more appointments by fighting phone resistance, and learn new ways of handling excuses and objections to excel in sales, you’ve come to the right place.
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IntelliSales Training
Where business owners, HR professionals and sales managers learn how to build high performance sales teams.
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Orvel Ray Wilson, CSP
Home of international keynote speaker Orvel Ray Wilson, CSP, author of "Guerrilla Selling"
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National Sales Center
Individual and Corporate sales training programs from Nick Moreno. All sales training programs are on DVD Videos or Audio CDs.
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Pain Free Marketing
Free video training for consultants and coaches on how to attract and win more clients.
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Momentum Club: Client Winning Strategies for Consultants, Coaches and other Professionals
Membership club helping consultants, coaches and other professionals to attract and win more clients.
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salvadordaliexperts.com
Rare works hand signed by Salvador Dali
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How To Get More Clients: Practical Marketing and Sales Strategies
Ian Brodie's blog on sales strategy and business growth for professionals Articles, hints and tips to help consultants, coaches and other professionals attract more clients and win more new business.
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Top Achievers Sales Training
We specialise in Customised Sales Training, Customer Service, Cold Calling, Presentations, and Sales Leadership Training, Mentoring and Coaching, Communication and Negotiation skills. Contract Sales Management and Event and Conference speaking.
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Developing Todays Leaders
Loeb Consulting Group, LLC is a management and leadership development company dedicated to cultivating high potentials in law firms, businesses and student and community leadership. We provide expert training and executive coaching services to all levels of leaders and managers.
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BlitzMasters
Sales skills tips, techniques, and tools.
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Sales Motivation Blog
Find motivation to improve your selling skills through helpful tips, articles, and resources!
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Vistage International
Already linked
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The Sales Course
Mark Shepard, NLP Courage Coach. "The Sales Course" seminars and cd programs teach shy professionals how to overcome their inner resistance and limiting beliefs about sales (and themselves) as well as how to master exte al influence and persuasion with integrity.
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Seize This Day
My blog
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Chase the Championship
From motivation and leadership skills to peak performance and sales training, chasethechampionship.com is dedicated to presenting you with strategies, advice and information vital to gaining the upper hand, acquiring power and finishing first.
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