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Mine Proposals for Hidden Gems of Opportunity By Kendra Lee
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,...
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The Key to Influencing Others By Brian Tracy
Do Nice Things For Others...One of the best ways to influence someone is to do something nice for him. I know many successful salespeople who make a habit of taking their prospects out to breakfast or...
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Handling the Economy Objection Once and For All by Mike Brooks
If you're still getting the "We're just not going to do anything until the economy (settles down or improves, or whatever...), when you are closing the sale and asking for the order, then I've got some...
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Time Management Techniques for Salespeople By Brian Tracy
In 1928, the magazine Sales and Marketing Management surveyed American Businesses to determine how efficiently salespeople were using their time. They discovered that the average salesperson in America...
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Send a Price Quote To Me! By Dan Adams
The phone rings. It's a new customer you have never met saying, "I need a quote tomorrow morning on your highest-quality product. Can you get that to me?" How do you respond?Let's consider two options...
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Why Customer Service Destroys Salespeople By Mark Hunter
One position that has not been impacted by the economy is sales. Ask any CEO and you will hear that one of their biggest issues is finding and retaining good salespeople. Something happened on the way...
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How To Stay Firm On Price By Mike Brooks
In today's economy, everyone wants a lower price. I'm getting emails and calls every week from sales reps around the country who want to know what they can do to deal with prospects and clients alike...
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How To Successfully Handle Objections By Mike Brooks
If you're like most sales reps, you hate to get objections. Your stomach aches, your palms start to sweat, and you can literally see your commissions fly out the window.And, if you're like most sales...
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How To Sell A Pencil -- And Your Product Or Service By Mike Brooks
If I gave you a pencil and asked you to sell it, how would you go about it?This is one of the most basic of interview questions for sales reps, and the answer reveals so much about your previous...
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The Secret of a Sales Manager By Brian Tracy
A friend of mine is a very successful sales manager. After he had carefully interviewed and then selected a new salesman, he would take the salesman to a Cadillac dealership and insist that he trade in...
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Putting an End to the End-of-Quarter Blues By Colleen Francis
Seeing as this is the end of another calendar quarter, I suspect many of you may be feeling what I like to call the "end-of-quarter blues."On the one side, you've got pressure from your manager to...
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The Law of Advance Planning By Brian Tracy
The best salespeople prepare thoroughly before every call. This principle is so simple that it is often overlooked. The hallmark of the true professional is thorough preparation, reviewing every...
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6 Ways To Increase Your Referrals and Make More Sales By Colleen Francis
"Colleen - how can I get more referrals?"This is the most common question I get when conducting prospecting workshops. My most common answer is: "What have you done to deserve more referrals?"Referrals...
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One Sentence to Establish Immediate Rapport By Mike Brooks
If you have to make cold calls as part of your sales process - either to set appointments or to find potential clients to sell your products and services to - then you know how hard it is to overcome...
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3 Sales Lessons I Learned from a Raccoon By Kelley Robertson
From the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money. However, those of us in the...
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Why Sales People Hate Cold Calling By Kelley Robertson
Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to...
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Four Ways to Handle the “I’m too busy” Brush Off By Mike Brooks
Let’s face it – we’re all busy. This is especially true if you are cold calling and are lucky enough to actually get a decision maker on the phone. Just like you, they’ll be in the middle of at least...
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Should I Promote My Top Sales Person to Sales Manager? By Lee B. Salz
Before moving your top sales person into sales management, there are some key considerations. Early Greek mythology tells tales of sailors lured by Sirens. Their sweet music mesmerized the sailors and...
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Who Really Achieves Success in Sales? By Mark Hunter
Success in sales does not go to the one who has the lowest price.Nor does success in sales go to the one who has the best customers.And, success in sales does not go the one who has the most...
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How To Deal With Red Flags By Mike Brooks
One of the biggest mistakes 80% of salespeople make when qualifying is to overlook or not react to obvious Red Flags prospects give during the initial call.In their haste or desperation to “generate a...
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No Voicemail Equals A Missed Opportunity By Kendra Lee
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...
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The Art Of How Not To Get To Any Decision Maker By Dan Adams
If you consider yourself a professional sales representative or executive you have undoubtedly worked very hard to overcome the stigma sales professionals have faced over the years. For this reason I...
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Sales Advice: Just Follow Up! By Keith Rosen
My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After calling ten contractors, I...
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Sales Lessons Learned From Selling in a Recession By Kelley Robertson
The past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income—and he works in automotive sales! Yet, another...
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Sales Strategies: Increase Sales with Actionable Emails By Kendra Lee
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...
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