08th November 2007
Once you really understand the motivation and methods used by top sales professionals, you will be in a better position to consistently generate more sales for your firm or company. Findings from extensive research by others into successful sales promotio...
08th November 2007
The top sales professionals see a two-way exchange as a highly ethical form of solicitation because it involves a process in which each party influences the other by giving or exchanging something of value, while building an effective ongoing personal rel...
08th November 2007
The legendary Joe Girard, listed in the Guinness Book of World Records as the world’s “greatest salesman” says, “You gotta sell yourself...I make every customer want to do business with me...because I sell Joe Girard; the greatest product in the w...
08th November 2007
As a group of professional sales trainees took a break from our workshop on selling, the distress they were feeling was clearly manifest in their intense discussions. It was obvious from their unrestrained conversations that the software being installed t...
08th November 2007
After completing a workshop on personal productivity or time management, participants usually react to the instruction on goal setting in one of three ways:1. Some workshop attendees really don’t want their lives to change nor does a greater...
08th November 2007
Unfortunately, many sales and service industry professionals gain an intellectual awareness of the methods of selling from the sales training they receive, yet fail to improve their bottom line sales results by systematically using the concepts in their d...
22nd August 2007
As a sales coach, I often hear a sales representative make the excuse for a lost sale, that their prospect just did not listen to their sales presentation. Most psychologists suggest that, “Effective communication occurs when the receiver receives the m...
22nd August 2007
Do you know people who talk in “buzz words” or “catchy cliches”? (Even the term buzz word is a cliche now because it’s another way of saying, “words or expressions that have become popular .”) Buzz words can sometimes aid a sales presentatio...
22nd August 2007
Whenever decision-makers are willing to meet with you, you have reached a favorable juncture of circumstances. If you are then prepared to take advantage of this opportunity by building a level of trust, there is a good chance that they will tell you enou...
22nd August 2007
In many businesses and professional service organizations today, sales team members are asked to wear two hats--the “sales promotion” hat and the “customer or client service” hat. In some organizations this dual responsibility for the sales staff ...
