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Sales

Are You a Stupid Person and Read Those Long Sales Letters?

Well, the time has come to ask you a simple question and really this is for my own personal benefit and I promise not to tell anyone your answer. Do you find yourself reading those long sales letters, which are four to ten pages or more of psycho babble? Read more →

Are You A Victim Of Sales Cycles

Many products and services have different sales cycles ? from the first prospect meeting to the close of the sale. Some cycles can be several months to a few years. Read more →

Are You a Victim of the Financial Services Industry?

Most buyers want to do business with people they can trust: Being trustworthy is key to successful selling. Yet, most salespeople who work in the field of Financial Services have been deliberately and calculatedly misled by their employer- usually a Brokerage Company or an Insurance Company. Read more →

Are You a Winner or Whiner?

I've found that winners say ?I choose to.? Whiners, on the other hand, say ?I have to.?Let me explain. On a plane, I mentioned to the executive next to me that I? Read more →

Are You Afraid of Email?

Since the days of telephone party-lines, it has been a fact of life that some communicators have tended to cause others of us frustration. Teenagers tying up the family? Read more →

Are You An Order Taker Or A Sales Pro

What is the difference between a clerk (order taker) in sales and a professional salesperson? A definition I have used can be summarized as follows: You go into a tire store to buy new tires and they take your credit card and put on the new tires. Read more →

Are You Changing With The Times Or Are You Going To Be Left behind?

The profession of selling is changing and has been for a number of years. This change is being driven by:- Advances in technology - Changing consumer attitudes - Increased competition - An aging population - Increased consumer annoyance with repetitive sales tactics that offer nothing new - Corporate ethics - A global market place - Corporate mergers, restructuring and re-definingAll of these create significant challenges for today? Read more →

Are You Charging Enough?

What Happens When You Are Under Pressure? We have all been there. Cash flow is a little lean and you are really starting to hate eating Blue Box Kraft Dinner. Read more →

Are You Correctly Reading Your Prospect's Signals?

One of the fundamental premises I teach in my two-day sales boot camp is that, ?If two people want to do business together, they won?t let the details get in the way. Read more →

Are You Creating A Favorable First Impression?

There is an old saying ? ?you never get a second chance to make a first impression?. I don?t really know whether it is true or not. Many old clich?s have a way of hanging around for years and people seldom question them. Read more →

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