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 ...
I recently had the opportunity to speak to a group of CEOs about their sales recruitment needs. To make a point, I mentioned to them that my friend, Willie McMoney, had heard that ...
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 ...
Recently, I was asked to provide my thoughts on sales people and the requirement that they "ask for the business" as a closing technique. I've always taken issue with this ...
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 with updates along the way. It ...
You woke up this morning and decided that today is the day to get sales training for your team. But what is driving that decision? What makes you think you really need sales ...
Does this sound like you?
*You ask questions in a very business-like and formal manner that doesn't sound like the 'real' you.
*You ask very "safe" questions that only relate ...
A lot of people in business fail to recognize a subtlety that makes all the difference between mediocre achievement and great success. The issue I'm talking about is whether you ...
MEET / GREET AND CONNECT
By Steven G
The meet/greet and connect is the first step in bringing a customer thru the door. The meet/greet is crucial in setting ...
Thru the years, I have been frequently asked “With all the sales tools/techniques available which one could make the strongest impact in increasing and solidifying sales?”
I ...
What if you had a tool that could make a major impact in increasing and solidifying your sales? Would you use it?
It’s called feature benefit trial close. A sales technique ...
IT’S A SALES MANAGERS JOB
(by Steven G)
It's a sales manager's job to train, develop, motivate and retain top-performing associates so they are effective ...
A study by Selling Power Magazine states that...
1% of all cold calls turn into sales
15% of all leads turn into sales
55% of all referrals turn into sales
80% of ...
Real—Ari Galper, http://www.unlockthegame.com, has a clear understanding that in order to be successful in sales (successful not only in terms of numbers, but also ethically, ...
It’s been my experience that many companies seek to make rules, regulations, policies, procedures and the like in an effort to “control” their employees.
My contention is that ...
We all know that there are certain jobs we’re just not made for. Anyone who has ever been shopping can witness stores full of such people. Have you ever had the misfortune of ...
The phrase, "it's not what you know, it's who you know," is so common it is almost a cliche. The phrase is common though, because there is a great deal of truth to it. ...
It is true that weaknesses can become strengths, but you didn’t hire your employees for their weaknesses.
People work at their peak when they know they are cared about—when ...
“Sow the seeds of understanding and reap the harvest of knowledge and opportunity” - Richard Dodd
So you want to be a world class negotiator. You want to both create and claim ...
A Sales Career Can Pay Big Money, No Matter What Your Major
BY Antonio Graceffo
If you get a degree in engineering, you graduate and work as an engineer. If you get a degree ...
