10th September 2009
Smiling and Dialing Makes Cold Calls Fun
Cold calling definitely has a bad rap. We have all had the experience of sitting down for dinner when the phone rings. Reluctantly we answer and it is a long distance telemarketer who is reading off a scrip...
10th September 2009
5 Sales Myths and What's the Real Truth
I know I’m in a business that many people gag when I tell them what I do. I can see it in the faces when I tell them that I provide sales consulting and training. Then when I tell them that I actually LOVE s...
10th September 2009
How to ask the right questions to help you close the sale
When I was a fledgling sales person selling computers to the government, our sales trainer would say, “The quality of your questions determine the quality of your paycheck.” This was a com...
07th August 2009
How to ask the right questions to help you close the sale
When I was a fledgling sales person selling computers to the government, our sales trainer would say, “The quality of your questions determine the quality of your paycheck.” This was a comm...
07th August 2009
5 Sales Myths and What's the Real Truth
I know I’m in a business that many people gag when I tell them what I do. I can see it in the faces when I tell them that I provide sales consulting and training. Then when I tell them that I actually LOVE ...
07th August 2009
What Could You Do if You Understood What Your Prospect is Thinking?
The answer: Close more business!
Now I am not suggesting that we become some type of mind readers but it is important to understand what motivates our prospects to buy in order to...
16th July 2009
The difference between being a pest and being persistent
Have you ever wondered how many times you should contact a hot prospect but worry you might be perceived as a pest? We have all heard that persistence in selling is important but when is it too...
16th July 2009
What are the qualities of a great sales person?
I get asked this question all the time and have found that there are some consistent qualities of a great sales person in the new rules of business and selling. I was part of a panel discussion a couple ...
16th July 2009
The difference between being a pest and being persistent
Have you ever wondered how many times you should contact a hot prospect but worry you might be perceived as a pest? We have all heard that persistence in selling is important but when is it t...
16th July 2009
What are the qualities of a great sales person?
I get asked this question all the time and have found that there are some consistent qualities of a great sales person in the new rules of business and selling. I was part of a panel discussion a couple...
09th July 2009
Embracing Sales: Utilize Your Competitive Feminine Edge
Many women entrepreneurs and small business owners seem to have an aversion to selling or don’t realize it is imperative that they hone these skills. When I introduce myself as a sales consulta...
09th July 2009
Creating a Sales Culture
As I was thinking about my clients this morning, I started to think about how to create a culture of sales. A client of mine was discussing some of her staffing issues. One of her employees was too busy to check the voice mai...
09th July 2009
Closing the Sale without Being Slick
When it comes to selling skills, many people tell me that they need help with closing the sale. Although closing is an important skill set, it is at the end of the sales process. I have found that the beginning of...
09th July 2009
ABC’s of Selling - The Art of the Close
Do you know how to close a sale?
When we think of sales, it usually conjures up images of a used cars salesman and being pressured to buy. If you have ever seen the movie Glen Gary, Glen Ross you get to ta...
26th June 2009
The Science of Six Degrees of Separation and Sales
I was watching a show on one of the discovery channels about the science of 6 degrees of separation. I was surprised to find out this theory goes back before Kevin Bacon. The idea dates back to a 1967...
