Sales-Training
Getting Passed the Gate Keeper
We all know the feeling of going out to make our cold calls, only to be shot down by the person at the front desk who looks at us as nothing more than a solicitor. Read more →Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers
DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) ? those professionals who ?guard? Read more →Getting Past the Gate Guard
Over the years, many prospects have hidden behind their well-trained secretaries to prevent interruptions from persistent salespeople. But in today?s electronic world, voice mail systems have frequently replaced the human gate guard. Read more →Getting Past the Gatekeeper
Sophia was doing some telesales training. She did a fair bit of cold calling, to sell cheaper phone calls.When asked what her most difficult challenge was, she replied it was getting past the gatekeeper. Read more →Getting People to Buy Without Selling
In my youth I landed a job selling encyclopedias door to door. I worked for commissions. If I didn?t sell anything, I didn?t get paid. Trying to sell a high ticket item such as encyclopedias door to door was no small task as you might imagine. Read more →Getting the Appointment
What are you doing now to try and set up an appointment with your prospect? Calling? Is that all? Guess what? Every other salesperson is doing the same thing. Read more →Getting Them to Buy: The Two Most Important Pieces to the Sales Pitch
Why are some sales pitches more persuasive than others? Are the salespeople just naturally more convincing, or do they know secrets about creating a sales pitch that the rest of us don? Read more →Getting Your Foot in the Door
One aspect of the law of dissonance is the urge to remain consistent with our commitments. Even if someone begins with a small request then follows it up with a larger request, we still tend to remain consistent in our behavior and answers. Read more →Goal Setting - Achieve Your Sales Goals by Focusing on ACTIVITIES
When I broke into sales in 1986, I read several books that talked about how important it was to set goals if you wanted to achieve success. I bought into the idea completely and started writing down extensive lists of goals that I expected to achieve, along with due dates for each goal. Read more →Got An Attitude? About Trade Shows? How You Think About Them - Shows - 5 Simple Q&A
Got an attitude about trade show? Love ?em, hate ?em or tolerate ?em, the way you think about trade shows ? shows. In your demeanor, vocabulary, conversational tone ? Read more →← Previous Next →
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Aphorism
You only have to do a very few things right in your life so long as you don't do too many things wrong.
Warren Buffett