Sales-Training
Sales Process - How to Avoid Wasting Time on Prospects Who CAN'T or WON'T Buy
Do you have blind faith that, if you can somehow convince a prospect to engage in a sales cycle, you will eventually make a sale? If you do, watch out! Read more →Sales Process - Maximize Your Sales by Minimizing "Windshield Time"
During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. Read more →Sales Process - The Secret to Closing More Sales
Most sales training programs that teach salespeople how to sell specific products or services do not mention business problems. This is an unfortunate oversight, as qualifying and quantifying business problems is the secret to closing more sales! Read more →Sales Professional's Characteristics That Make or Break
What companies look for when recruiting a new sales representative are the characteristics that give you a successful sales career. If you have been hired to be part of a sales team, it? Read more →Sales Prospecting - Increase Your Sales by Avoiding the #1 Prospecting Mistake
Recently I received a prospecting voice mail message from a salesperson. The salesperson explained his company was "the leader in Microsoft hosted Exchange solutions" and he encouraged me to visit his company's website. Read more →Sales Prospecting To Get More Sales Appointments Without Cold Calling
To a large degree, sales is a numbers game ? the more prospects you present to, the more sales you will close. Cold calling is also a numbers game. However, cold calling has the lowest success rate (if we define a success as booking a sales appointment) of any other prospecting method which you can use. Read more →Sales Prospects Avoiding You?
This issue's topic on sales prospects comes in response to a question I received from a reader. Question: Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. Read more →Sales Questions Designed To Work
The best sales questions to ask customers are the ones that get your customers talking. Yup - it's pretty basic.Once you ask your questions you can employee your ears before you engage your mouth. Read more →Sales Skills are Life Skills
I love the art of selling. LOVE IT. When I first entered the field of sales, the one thing I quickly grew to appreciate was the fact that anything I did to increase my ability in selling also increased my ability in life. Read more →Sales Skills for the Non Sales Professional
Have you ever wondered how in the heck you?re going to do it? You are a lawyer who wants to make partner, an accountant, an engineer or other professional and part of your business plan is that you have to attract business customers? Read more →← Previous Next →
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Aphorism
In investing, rely on the ordinary virtues that intelligent, balanced human beings have relied on for centuries: common sense, thrift, realistic expectations, patience, and perseverance.
John Bogle