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Sales Tips
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Your Business is not Unique |
05/26/10 |
When hearing about a success in another business, most salespeople have found themselves thinking or saying, “That may work in other businesses, but not mine.” Don’t ever let yourself fall into this trap. Read More |
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Selling is not all about Price! |
05/12/10 |
Selling is not all about price! This is a rampant excuse that sales people use to explain away not getting a deal. Low price is not essential to closing a deal. Does price matter? Of course it plays a role: however, it’s only essential if salespeople allow it to be. Read More |
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How Do You Establish Rapport? |
04/27/10 |
Most of the time, we associate Attitude with an outlook of possibility or an outlook of limitation. The dictionary defines it as a state of mind regarding a person or matter. We all carry attitudes about our employers, our products or services, our marketplace, our prospects and, of course, ourselves. Read More |
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Choosing a New Attitude |
04/07/10 |
Most of the time, we associate Attitude with an outlook of possibility or an outlook of limitation. The dictionary defines it as a state of mind regarding a person or matter. We all carry attitudes about our employers, our products or services, our marketplace, our prospects and, of course, ourselves. Read More |
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Up Front Contracts |
03/24/10 |
Surprises can sometimes be fun, but not when you’re dealing with a prospect or client. Surprises during a meeting, either from the prospect or from you, can be a deal breaker or, at the very least, compromise a positive relationship between you and your prospect. Read More |
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Can You Do More With Less? |
03/10/10 |
Sales departments are not immune to the call to "do more with less." With shrinking budgets exerting increased pressure on sales related expenses, closing sales opportunities requires a different strategy. Read More |
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Selling Disappointment |
02/10/10 |
Suppose, for a moment, that you are a salesperson or business owner. You’ve been working on an excellent new prospect for several months. If your sales manager or business partner were to ask you how the deal was progressing, you might say, “Pretty well. I’m very hopeful.” Read More |
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Stop Selling To Close More |
01/20/10 |
When you really want (or possibly need) to close a sale, it’s easy to drop into “convincing” mode. You begin to sound like the stereotypical “high-pressure” . Read More |
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Is Your Sales Cycle Set? |
01/05/10 |
Is there anything you can do about your sales cycle? We will discover there are many patterns in the sales world. If we understand the patterns and what causes them, we have a chance to shorten the sales cycle. .Read More |
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Secrets of Sales Superstars The Pre-Call Plan |
12/09/09 |
Sales superstars plan before going on a sales call. They script out what questions need to be asked and the most effective way of asking. Every prospect has a unique situation with unique problems.Read More |
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You Only Have 30 Seconds |
11/24/09 |
When initially speaking with prospective customers, you typically have 30 seconds or less to not only get their attention, but establish a reason for them to engage in a conversation. Read More |
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Close the Sale or Close the File |
11/04/09 |
For many salespeople, there is an inverse relationship between the size of their pending file (filled with opportunities they are pursuing) and the size of their commission checks. The bigger the pending file, the smaller the amount of the commission checks. Read More |
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What's Your Price? |
10/14/09 |
What do you do when someone calls and asks for your price, rates, or fees? Do you answer? Do you attempt to avoid or deflect the question? Read More |
