Sales-Training
Purple Envelopes
In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters. Read more →Put Yourself In Your Prospect's Shoes
You've had a few good meetings with a prospect. You've successfully overcome their objections. Before you close the deal, you must ask yourself a very important question. Read more →Putting Benefits Before Features
Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation.As I listen patiently and attentively, I privately critique the sales person as they make their pitch. Read more →Qualifying vs closing
The art of effective question asking (qualifying) determines the effectiveness and the success of the "close".EXAMPLE: Let's assume you're a candy sales rep. Read more →Questions: Open-ended or Close-ended?
Almost all salespeople know the "right answer" to that one. Or do they?If you are practicing "Needs Selling," or any of its modern derivatives, such as Consultative Selling or Solution Selling, you're asking open-ended questions. Read more →Quick Tips On Handling Rejection
Looking for a way to handle rejection?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice. Read more →Quit Talking and Listen! Give Clients and Prospects Your Undivided Attention
I have found that the best sales people are the best listeners, not the ones that talk your ear off. Listening is a skill that much more than just hearing the words coming out of their mouth. Read more →Quiz: What Kind of 'Sales Shoe' Are You?
Have you ever wondered what type of saleswoman you are? It doesn?t matter if you run your own company or sell for someone else ? it is extremely important to know what your style is. Read more →Reach Out and Sell Someone
When you are actively trying to develop business you must be proactive. Sitting back and waiting for the phone to ring does not lead to sales. If you think that the world's most successful sales professionals are simply highly paid "order takers", then you are mistaken. Read more →Reaching Goals in Direct Sales
From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Read more →← Previous Next →
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Aphorism
Success is getting what you want. Happiness is wanting what you get.
Warren Buffett