Sales-Management
Foundational Principles of Persuasion
Central to understanding persuasion is the concept of neutrality. The laws of persuasion are neither good nor evil. They simply exist. Just as nuclear power can be used to create electricity or an atomic bomb, persuasion can be used to create unity or to force compliance. Read more →Franchise Sales; Recruiting of Laid Off Employees
Because of corporate downsizing, many people have been laid-off or voluntarily taken early retirement packages and/or incentives. This happens when times are good due to mergers and acquisitions or when the economy is in the dumps and corporations are working to cut payroll costs. Read more →Franchising Concerns of Sales and Marketing of National and International Accounts
All franchisors must address issues of national account pricing and service. The renegade franchisee who does not wish to follow the pricing guidelines for the demands of the customer can in fact cause the entire franchise system to lose a major national or international account. Read more →Free to Succeed: Effective Sales Leadership Using A Coach Approach
About 2 years ago, I participated in a training program I'll never forget. The leader divided us into two teams. Each team's task was to fire a whack of darts into each number on a dartboard. Read more →Frustrated With Your Company's Inability to Develop New Customers? Try a Sales Blitz
One of the most common complaints I hear from my clients is this: "I can't seem to motivate the salespeople to call on prospects and develop them into new customers. Read more →Gain Willing Cooperation
Reward Power refers to the ability to deliver rewards or benefits to influence others. These can be financial, material, or psychological rewards. Reward Power is the fastest way to persuade. Read more →Game, Set and Match
There is one question I want to ask you today, does your current customer and prospect list qualify to be on your customer list? I ask this because I was looking at my list the other day and realized that some of the companies on my list really shouldn? Read more →Generous Donor Refused (how qualified business slipped away)
Generous Donor RefusedPicture this. You are a fund development director for a respectable school at a well-known state university. Someone calls and says they wish to donate $25,000 for a special scholarship fund in honor of her deceased brother, an alumnus of the school. Read more →Getting Motivated and Getting Results: How to Build the Right Sales Staff
What can you do to motivate your sales staff?Absolutely nothing.I know it sounds contrary to everything you?ve come to believe, but if you want a team of great salespeople who get results, understanding this is the first step. Read more →Getting Off The Advertising And Sales Rollercoaster
Seeing the results of advertising your business can be like watching a roller coaster. The day you run your ad you see a flurry of activity; your ph0ne starts ringing, your web site traffic increases and/ or potential clients visit your store. Read more →← Previous Next →
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Aphorism
He replied, "Compound interest."
Albert Einstein