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Business RSS FeedsMore Sales - Persuasive Sales Tactics That Will Make You More Money Today - Garnering more sales requires specific skills. These skills are easily learned but require time, patience and the application of discipline. Learning to master relationships will lead you to more sales....Feed Source: ezinearticles.com More Questions, Better Questions - If you want more clients to say "yes," try asking more questions. Clients love to buy, they just hate to be sold.... If You Want More Clients - Do it on Purpose - "Before we discuss whether we're all in sales," I asked at a recent workshop of assorted professionals, "someone tell me what selling is?" "Getting people to buy what you're offering," one attendee answered. "Manipulating them into doing what you want them to do," volunteered another.... Stop Selling Your Services - Stop selling---Start attracting business instead. It's a different mindset-without the pressure on either party.... Referral Marketing - Referral Fees Are Really Sorry Bribes - It still amazes me how most people see referral marketing and building referrals from clients as a means of offering "forced" incentives to get another person to take action. In this case, to send client referrals to me, so to speak.... Is Your Company a Great Choice - Or Simply the Lesser of Two Evils? - My husband and I recently went shopping for a health club. What ensued over the next week is nothing less than an incredible saga of poor salesmanship and worse customer service that sent us running home to dig out old exercise videos and try it on our own. Here are the events that transpired, as well as the sales and customer services questions they prompted.... Job Costing - Job costing is a technique for evaluating performance on individual jobs. It is also a way to maintain historical data, to use to estimate future work. The calculation of costs on a job by job basis helps to take our financial temperature.... Improve Sales Conversions - Mastering the Art of Converting Sales - Converting sales or getting opt-ins might be as easy as adding a "fear of loss" type function with some hard to refuse incentives and some ingenious attention grabbers in your promotions. Luckily there are software tools on the market that help improve sales conversions by providing features you can add to your web pages, sales pages, squeeze pages and other offers to grab the visitor's attention and/or give them more reason to take immediate act... 5 Cool Ideas to Increase Sales 10% - The "up-sell" is the hallmark of a good salesperson. The fast food industry minted the classic up-sell phrase with its timeless, "Do you want fries with that?" Eventually, the industry began to package the French fries in meal combos, making the up-sell a foregone conclusion. Here are 5 Cool Ideas to increase sales 10 percent.... Agents, Friend Or Foe? - Agents are there for one purpose, to show you their range, get you to agree to buy it and walk away with a signed order. Not all agents will want to sell to you, your store may not be cool enough, your brand mix may not be good enough, your shop fit is not good enough, their brand may be on the up and they can then pick and choose who they sell to. You may have no history with this agent and they sell to your competitor because they go way back, ... Increase Sales by Putting Your First Effort Into Your Sales Goal Statement - Are you having trouble achieving your sales goals? Maybe you are putting way too much effort after the fact and not enough effort before the fact?... Sales Or Life in a Major Or Minor Whirlwind? - Selling and life are as unpredictable as a whirlwind. Regardless of the type of customer (size and type of whirlwind), time to a decision (when a whirlwind happens) or direction the sale takes (the journey and dissipation of a whirlwind), you can take actions to move yourself forward to attract more customers.... 5 Cool Ideas For Sales Language - If you do work around the house or yard, you probably have a collection of tools. Words are tools. Strong salespeople know that perfectly selected words and the perfect combination of words close deals.... 5 Cool Ideas For Stronger Sales - Strong sales are the lifeblood of every thriving organization. Effective salespeople maintain contact with their sales network. Successful salespeople view rejection as temporary. They constantly work to uncover and deal with objections. Here are 5 Cool Ideas for stronger sales.... Sales Lessons Learned From the NBA and Professional Basketball - What it takes to become a good basketball player can be compared to being successful in business. To be successful and profitable in business, entrepreneurs must be an "All Pro" in sales and profitability! You must study and become a student of the game. Likewise, you must know your clients, business, industry and the competition! You must work hard and do what it takes to succeed! You must beat the competition! You must overcome adversit... The Impact of Social Media on Sales and Marketing - The world has changed. The way of doing business is changing. How we communicate is changing. The traditional methods of communication are changing. Companies must adapt their marketing and sales.... Let Me Teach You How to Close Your Prospect - You're in a conversation with your prospect, you're excited about your business opportunity and you have been very successful with sharing that excitement in a very real way. Your prospect seems genuinely interested in your business opportunity but has yet to make that final decision. He still has to pull out his wallet and make that commitment. So how do you close the sale? Is that person someone you want to close and have as a part of your... The Power of Niche Sales - Many successful organizations have survived turbulent economic conditions and fierce competitive environments by consistently nurturing a niche, and the loyal consumers in the niche community. It is possible to expand and grow business in addition to the niche. Unfortunately, several other organizations have lost their identities in an effort to copy the competition, rebrand themselves, or casually jettison a loyal constituency due to change in f... Truth & Honesty Will Take You Far in Selling - Thinking back about all the wonderful information and strategies that I have written about in my career, I decided I needed to take some time out to discuss the simpler aspects of what makes a good salesperson. If a salesperson is truthful and honest, this individual will go very far in the sales world. That means you might have to pass on a sale from time to time, take the high road instead of "bashing" your competitor, and give customers answer... Negative Sales Authors - Every sales author will certainly have a little negativity in their materials. After all, they are trying to sell you reading or audio materials. I find a certain amount of negativity acceptable; however, some of these authors are just plain mean and nasty.... Price Contributes Revenue - 11 Pricing Strategies to Consider - Price should be treated like a member of the family: love pricing, understand pricing, respect pricing and treat pricing well. Price is a revenue contribution to your business, yet many business owners don't use price as a marketing and sales tactic.... Sales Strategy - Chess Or Checkers? - The term strategic selling is brought up frequently when describing complex or sophisticated selling. And while there is an element of truth in this, I think it has more to do with the way you approach a sale rather than that the actual sale is actually complicated. Firstly it may be useful to define what the word 'strategy' means.... Mergers and Acquisitions - Opportunities in Downturn - The current economic slump in United States has opened up a window of opportunity for foreign buyers interested in gaining foothold in USA. The deal is further sweetened for them as most of the domestic players will shy away from acquiring businesses due to the recession and weakening dollar situation.... Mission Requires Margin - In the well-meaning arena of social service operated businesses,the idea that profitability may need to preceed social good is generally not widely-received, or welcomed. This article argues that perhaps a single bottom-line (economic) may perhaps be the only way to truly impact--or achieve--a social end.... Annuity Lead Generation - How to Convert Annuity Prospects Into Sales - How to generate annuity leads and the careful process to convert these leads into appointments. What not to do with annuity leads and blow your chances.... Are You Addicted to Bad Profits? - Bad profits are profits that are earned at your customer's expense. The good news is that there is a way to be a hero forever. It is just as easy as those bad profits to earn. Its simplicity is so obvious that is always overlooked.... 5 Cool Ideas For More Add-On Sales - The "up-sell" is the hallmark of a good salesperson. The fast food industry minted the classic up-sell phrase with its timeless, "Do you want fries with that?" Eventually, the industry began to package the French fries in meal combos, making the up-sell a foregone conclusion. Here are 5 Cool Ideas for getting more add-on sales.... Harnessing the Power of "Sellucation" to Immediately Improve Your Sales - "Sellucation" should form the foundation of your self funded proposal. It fully capitalizes on the idea that people HATE to be sold to but they LOVE buying (this is a vital distinction that you need to make to improve your conversion rate). Here we take a look at a live example of "sellucation" at its finest in Beijing, China of all places.... How Stepping Away From My Comfort Zone Made Me a Top Salesperson - Sharing what I learned in 20 years in sales and marketing. Let's first start by stating we all have selling abilities and use them from birth to every day in our adult life. Look at it from this way -- from the time we are born we learn how to sell to fulfill our needs. We learn how, when and with whom we can act and look lovable to gain approval with the goal of fulfilling our natural needs.... Closing the Sale-Seven Professional Tips to Making Money Naturally - Ever wonder why some salespersons drink Dom Pergnon but most are doing "Cold Duc." Ever wonder why some sales persons are driving BMW's but most are driving "beaters". Ever wonder why some salespersons always have money but most are living "deal" to "deal." The answer is that the successful few are not salespersons. They are "Closers."... Warming Up Cold Prospects - Warming up "cold" prospects makes the sales process easier and more comfortable. Find out how easily you can warm up your prospects and get more appointments for your sales calls.... Putting a New Spin on Selling - Here's a new spin on selling. You can use this to increase your sales in a down economy. Four new pieces to the selling puzzle - check it out.... Sales - Account Planning - Account Planning is the third component of Sales Cycle Management. Let's look at turning the sale into a well-planned project.... The Fallacy of Pay For Performance Sales Appointment Setting - Most pay for performance models are hatched in offshore call centers. The problem, aside from a language barrier, is these performance based companies push too hard, don't disqualify poor prospects, use sub-par callers, waste a lot of your time and leave an indelible ugly mark on your company image.... Using Embedded Commands Correctly - The key to success is knowing how to communicate with others. Whether you are a real estate investor, work at a fast food restaurant, or are a doctor, without good communication skills people won't like you.... Why the Most Used Sales Objection Handler is For Cowards - When you started your sales career I know what happened. On either the first, or second appointment you were thrown an objection. The top answer to answering this objection was developed by someone that probably never sold (or had a few sales marbles missing). Certainly, this idiot person should have been tarred, feathered, and exiled for life instead of being praised.... A Truly Unusual Sales Tip You Can Learn From Hitchcock Movies - Last week-end, my two cutie-pie nieces told me I have a formula for getting their attention. They said: "Auntie - you never tell us EXACTLY what you have planned for us - it drives us crazy!!... Increasing Sales Production Through Quality Of The Message - The message you present is essential to your success. What you say and how you deliver your message in tonality and body language influences the results you achieve. It's the edge that your other sales agents don't posses.... Keys To Representing A Seller - Sellers have plenty of reasons to be emotional during the final negotiation. They are undergoing change, making huge decisions, and dealing with a transaction that probably involves a major, if not the most important, investment they own. Your role in this environment, and the key to your success, is twofold: Be prepared and protect the seller at every step along the way.... Wish You Were Standing by a Waterfall? Sports Clothing Could Be the Next Best Thing! - If, like me, you spend most of your time sitting at a desk surrounded by electrical equipment. Rushing around in the car ferrying your children to and from their next activity. So exhausted by the end of the day that all you can manage is to flop in front of the telly, then you are probably experiencing very low natural ionic (electromagnetic) energy levels from your surroundings.... What's Hot - Ecoist? - Ecoist was founded in 2004 that develops unique gifts and accessories for eco- caring individuals. Their main objective is to merge today's fashion with the environment and social conscious people to provide functional, stylish and durable products that would be loved by the people. Their products are made from organic, earth-friendly or recycled material.... How to Use High-Quality Content to Increases Your Sales - The large number of businesses that have begun the migration over to the Internet has changed the way that we do business forever. While many of the techniques and methods that have served us well so many times in the past remain effective and in wide use, the nature of the Internet has made it necessary to come up with new ways to manage our businesses.... It Ain't Over Til It's Over (Especially When You're Closing the Sale) - The saying, "The opera ain't over until the fat lady sings" was originated with a sports broadcaster on a TV newscast to illustrate that while a game had just been won, the series was not over yet. And it's not just for sports or opera. Read about my remedy for this article.... What Do I Do to Close the Sale More Often? - The sales conversation went well. The prospect seems to be on board.... Sales Strategy Techniques - Make it Impossible to Say No - Starting when they first can speak, children hear and say the word "NO" frequently. Children out of control like responding with "no" constantly. They are bartering and testing trying to use "no" for more positioning power. Often it works, and at least a compromise results. Upon adulthood you prospects have all mastered the advantages of responding with no.... The Sales Fear Factor - The sales fear factor does not pop up immediately. When a prospective salesperson answers the promising newspaper advertisement he is full of enthusiasm. He is thrilled about all the benefits and income potential told to him. The sales manager virtually guarantees him a long and successful career. He is overwhelmed to get the phone call telling him is one of the chosen ones. The sales fear factor sets in when ... Negative Sales Authors - Every sales author will certainly have a little negativity in their materials. After all, they are trying to sell you reading or audio materials. I find a certain amount of negativity acceptable; however, some of these authors are just plain mean and nasty.... Get Your Sales Call Right - Regardless of the type of business you are running, whether online or offline, in products or services, SALES always has the last word. If you don't sell you have no business. It's a tough market out there and the competition to get the consumers to listen to you is intense. Your sales pitch may be made via email, over phone, or in person.... Truth & Honesty Will Take You Far in Selling - Thinking back about all the wonderful information and strategies that I have written about in my career, I decided I needed to take some time out to discuss the simpler aspects of what makes a good salesperson. If a salesperson is truthful and honest, this individual will go very far in the sales world. That means you might have to pass on a sale from time to time, take the high road instead of "bashing" your competitor, and give customers answer... Getting Away With Raising Prices - If your business is competing on price alone, sooner or later, some rival will undercut you. Being the cheapest in the business is not a sustainable USP and doesn't make a great business model either. If your business has teeth and customers see value in your product or service, raising prices is not going to sound a death knell.... Pricing Objectives - Playing the Numbers Game - For entrepreneurs, it's quite common to aim for short-term profits, especially from products that are "revolutionary" or in the initial stage of the life cycle. At this point, your aim is to make as much money as possible from fewer customers, which naturally means charging a premium price for your products.... Pricing Strategy - Points to Ponder - Pricing your product or service is one of the most important issues that you need to tackle. You must be wondering as to what is the procedure to follow to develop the best pricing strategy for your company. While there is no particular approach that you must adopt, definitely, there are some important things that you should bear in mind while creating one.... Are You Kissing Frogs Or Making Sales? - I know what you've been told and there is a grain of truth to it just as there is in any old fairytale. People have to know about you before they can buy from you. Most of us were taught "You have to kiss many frogs before you meet the handsome prince." The problem is you've probably applied this philosophy to getting business as well!... Improving Sales Effectiveness - There are several tell-tale indicators that can give you vital clues to how your sales team is really performing. The incidence of closing a deal is one (see Close the Deal by Sandler Sales Institute for more details); the average length of the sales cycle is another. Revenue generated per salesperson is a third. Compare such data over the years - a stagnant or declining trend may indicate a need to shore up sales effectiveness within your firm.... Sales Force Automation - Selling Made Easier - In simple words, Sales Force Automation is the method of using technology to automate the sales activities within an organization to better meet the demands of customers. SFA software can be used to automate sales related tasks such as order processing, contact management, inventory monitoring, information sharing, sales forecasting, customer management and employee performance evaluation.... Talk About Selling the Business - There may come a time when you wish to sell the business. This can become a complex and stress ridden experience, to the detriment of the business as well as its owners, if the process is not managed right. Besides the nitty-gritty of finding customers, completing a valuation and looking into the financial aspects of the deal, you also have to worry about how you will break the news to the wider stake holders.... Dealing With Debtors - It's Payback Time! - Sales are great, customers are delighted with your service and the market is on a roll. If this isn't entrepreneur heaven, then what is? Cut to another scenario - you're reviewing cash flow with your accountant, and no matter how good the sales look, your business continues to struggle to balance collections with monthly payouts.... How to Unlock Sales Person Competency - What is professional sales competency? What really determines if salespeople are any good? What do "great" salespeople have?... Exhibiting Your Candles & Associated Products at a Home Show - There are so many different ways to sell candles. Home Shows are a perfect way to exhibit, educate, sell and promote Soy Candles to customers that are in the mood for spending. Here we present a number of key issues that help you take advantage of this opportunity. Selling can be one of the most exciting parts of your business when you know how to do it properly and remember candles are a high demand consumable product that people want to use and... The Two Essential Ingredients For Being Successful in Sales (and Life) - Some weeks I find it difficult to come up with an appropriate subject for my blog and this week I was struggling until the last minute. Then late Friday I received an unusual and exciting e-mail. This is what it said ... Why Aggressive Closing Will Make You Lose the Sale - One key technique that most traditional sales training teaches is "ABC" - Always Be Closing. Unfortunately, unless you lock your customers in a room and throw out the key, if you are over-aggressive when closing, your customers will feel very pressured and agitated, and are likely to run away from you.... What Sales Guys Get Wrong When Dressing in Business Attire - This is one of my by biggest pet peeves in our current sales world. I want to go through some standard areas of "dress" that a lot of sales guys get wrong. I also don't want anyone to think of me differently because I am addressing this area. I'm no Rico Suave or latte drinker (coffee, straight up black). I am not a "fashion" elite, either. I just want everyone to know some of the basic standards when it comes to business attire. I would ha... Remove Distractions to Ignite Sales Growth - Part 2 - Your success can grow dramatically by managing distractions. We all have them and some avoid them better than others. While we cannot win every sale, every minute spent on a distraction is a guaranteed no sale. This article provides a list of 14 common distractions that sales people fall prey to.... Increase Sales by Following Mark Twain's Wise Words - Did you ever realize that Mark Twain could be a sales coach for those truly want to increase sales. His wise words can be as aptly applied today as they were over 100 years ago. So what did Twain know about how to increase sales. You will have to read this article to find the answer to that question.... Even Engineers Sell - If you offer a professional service, you need to sell that service in order to grow. Change how you view selling and you'll see immediate growth.... How to Make a Ton of Money in Sales - Many people lack the focus needed to really make a significant income in sales. Here is some quick advice to get people going in the correct direction.... Dealing With the "S" Word - Selling is not trying to convince someone to buy. It's asking appropriate questions so the buyer concludes for himself that he needs what you are offering.... The Politics of "Change" and What it Teaches Salespeople - As we enter yet another presidential election season, the politics of "change" have taken center stage (which they always do after eight years of any president). Both candidates are scurrying about trying to present a strong image of change. There is a lesson that we as salespeople can learn from this presidential election.... Medical Sales - Know Whether Your Customers Are Telling the Truth - Perhaps one of the more difficult and frustrating parts to pharma medical sales is never really knowing whether you have sold or not. At best you will walk out of your call with an idea that you may have got a result, but you may have to wait a couple of months to see it in your figures, and you may not be able to isolate a call then.... Medical Sales and 5 Ways to Find the Door! - I spent several years managing teams of medical sales people in the pharmaceutical industry with the unfortunate task of removing several from their roles. Medical sales is a great career, very rewarding with lots of opportunities to progress. I always found it surprising how many squandered their position down to such simple things they should or shouldn't have done. Here's my top five.... Are You Saying This Magical Phrase to Your Customers - I just loved how Maria captured selling with one phrase. "I offer change." And yet, you and I both know that the majority of people try to sell by INFO DUMPING all over their customer vs ASKING what kinds of CHANGE their customer is looking for. Remember - selling is when you're offering a means, an opportunity for someone to make a positive change.... Powerful Selling Secrets Found Hidden in Classic Saturday Morning Kid's Cartoon TV Show - As a kid Saturday mornings had a very strict ritual - a cartoon ritual. My brother and I sat hypnotized in front of the black and white TV from 6AM until noon. We were immovable objects - only barely aware that anything existing beyond the glow of the gigantic 19" tube.... The 3 Best Sales Tips You Can Learn - But what I really loved watching was The Barbara Walters Special. Why? She would interview famous people of all shapes and sizes. Hollywood actors and actresses, politicians, writers and anyone who was "Super Flavor Of The Year." This was pretty big stuff for a small-town Canadian girl.... The 6 Steps to Collecting Money Without Guilt - So you've made the sale. Provided the product or service. Sent the invoice. Waited. Waited. Waited. And now your stomach is in a knot because you absolutely HATE having to call customers for cash? When I first got into sales, my biggest complaint to my boss was about collecting. I HATED IT.... Direct Sales Success - Make Yourself Scarce! - You are the most important product your company has to offer - then why isn't your calendar chocked full of shows? Perhaps you're not taking advantage of scarcity and leveraging it successfully. Using tips from one of today's greatest marketing minds, this article looks at ways to apply and leverage scarcity to your direct sales business for maximum results.... How to Increase Sales and Profit With Success Selling Patterns - Part 1 - This is the first article in a five part series about The Patterns of Successful Selling. The first article is about identifying selling patterns, next patterns in people, then patterns of motivation and last the patterns in the sales process. The final article will be about how to put it all together and profit from this valuable information.... How to Find Vending Machine Locations - A vending business is all about location. Where you choose to put you machine can dramatically effect your profits. Learn simple and free ways to start increasing your vending profits today!... Beating Phone Fear Subconsciously - Virtually everyone is afraid of picking up the phone and initiating contact. Learn why and how you can make permanent changes in how you view your telephone time.... 8 Tips For Sales Success - Why do some people sell more than others? Is it the type of person they are, or what they do that counts. If your new to sales, here's some words from and experienced salesman.... Can a Salesperson Increase Overall Sales and Gross Profit Margins at the Same Time? - A pretty common sales question is the following: Can I increase my overall sales and grow gross profit margins at the same time? That question has perplexed almost every CEO, business owner, executive, and top sales pro for centuries. It is certainly one of the most difficult tasks to accomplish in sales, maybe even the most difficult. Sales managers and top level executives try to rally the troops (salespeople) into believing is it very realis... Increase Sales Coaching Tip - Improve Your Sales Skills by Changing Whines - Are you a small business owner or a sales manager who wants to increase sales? Have you checked for any old or new vintage whines?... Success, by Choice - Every month we diligently publish our newsletter presenting ideas, techniques, as a means helping sales professionals sell better. Add ours to the thousands of other fine newsletters appearing each month, hundreds of books published, webinars, blogs and multitudes of other sources of sales advice available. Yet despite this wealth of quality advice and techniques, consistent application and results continues to be an unattainable goal for many.... Work For Free - Work for Free I always felt crappy after having a sales call and spilling my guts, telling a customer everything I knew about the job, spending hours talking about product knowledge, techniques and such. And then giving the customer the estimate, only to call back several days later to ask the outcome of their decision and to find that the client wouldn't give me the time a day, needless to say, I felt betrayed, and really angry. After reading s... How to Find the Compelling Sales Pitch For Your Product Or Service - Hi! I am Jack Higgins, I sell chocolate cookies, likes of which you have never tasted before. I have been in this business for the past six years, buy from me." Some would consider this to be a good sales pitch to attract people to buy cookies. However, if you want to attract intelligent and shrewd consumers to buy your cookies then you may have to work harder at your sales gimmick.... 5 Factors - Why People Don't Buy Your Products - Every businessperson wants to sell his products and services to as many people as possible. This is the primary aim for which they all work. However, not everyone is successful in this task.... Phone Selling Techniques - Here are a few phone selling techniques. There is a right way and a wrong way to use the telephone when you're talking to sales prospects and customers.... Learn to Achieve Excellence in Selling - This article talks about how to create a positive reputation in sales for you and your company. It gives tips on ways to accomplish these goals and how to carry yourself when doing it.... Are Routines Holding You Back? - What routines are preventing you from increasing your sales? Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, follow the same routine to wake up and get yourself ready for the day, drive the regular route to work, do the same things once you get to work, and take the same route home at the end of the day.... Secrets of Effective Sales Presentations - This article talks about a different way of looking at presentations. It will give you a guide of things to remember before and during a presentation and how it will affect your outcome.... Selling Vs Manifesting - What is the difference between selling and manifesting? To me, it's simple. Selling asks "How may I be of service to you?" Manifesting asks "How may I be of service to me?"... What Sales Guys Get Wrong When Dressing in Business Attire - This is one of my by biggest pet peeves in our current sales world. I want to go through some standard areas of "dress" that a lot of sales guys get wrong. I also don't want anyone to think of me differently because I am addressing this area. I'm no Rico Suave, latte drinker (coffee, straight up black), and I am straight (and married!). I am not a "fashion" elite, either. I just want everyone to know some of the basic standards when it comes... Your Sales Need a Little R & R - Every sales person needs to improve their approach in tough economic conditions. A little R & R is in order and it's no vacation!... Increase Sales by Just Learning How to Read and Not Waste Your Prospect's Time - So many sales are lost because salespeople do not take the time to read. They are sooo anxious to make the sale or presume that they know what the customer wants truly truly becomes the deal breaker. Are you one of these people? Learn some simple strategies to improve sales communication.... Sales Professionals Must Be "Professional" - Every salesperson must spend adequate time to be truly "Professional" if earning a major amount of money and recognition are to be attained. Understand how the prospect views your professionalism.... Undersell, Overdeliver - The term 'salesperson' had earned a bad reputation in modern times. Even inside organizations, some of the employees are uncomfortable dealing or working with salespeople. Personally, I have been involved in companies where salespeople were generally viewed as people who were overpaid and indulged at best, and in some cases seen as devious and liars.... Explode Your Sales Success - In the last several years, I have had a revelation about the art and science of sales. The answer to sales success is within all of us. The answer is simple but the key to unlock the answer is elusive.... The Ten Golden Rules of Sales Force Productivity - Successful sales people bring in lots of deals, no matter the cost. Productive sales people bring in lots of high-profit deals, at manageable costs, retain more customers, and are happier at their jobs. Here are the Ten Golden Rules of Sales Force Productivity.... Cold Calling Works! - We all dread doing it. We make excuses not to do it, we procrastinate, delay, we put it off. We even consider paying someone else to do it. I refer, of course, to the dreaded cold call. Why do we fear it so much?... Are You Boring? - You probably answered "no." Who wouldn't? I wonder how your customers would answer that question.... Why Do Great Salespeople Make Poor Sales Managers? - It is sort of a rule in the selling community to take your best salesperson and make this individual a sales manager. After all, if a salesperson is blowing away quotas, can you imagine what this person can do running an entire sales group? It makes sense, right? Making this assertion is a big mistake in most cases.... Copyright © 2008, Fwenz.Info. All Rights Reserved. |