101.||Three Reasons Why People Won't Buy And Three Ways To Fix It! by Aubrey Richardson|
Most of us at some point in our career have experienced the frustration of being unable to "close the deal"! We've walked away wondering what else could have been said, shown or done in order to GTC (Get The Check).
Well, I'm here to suggest to ...
[Added: 08 Apr 2006 Hits: 273 Words: 783]
102.||Put Your Best Face Forward by Bill Lampton Ph.D.|
Blink--a recent book by Malcolm Gladwell--cites research to support the concept that a person's face can do more than mirror the individual's mood. . .it can create a mood for that individual. That is, if you start your day with a defeated look, before long you will become ...
[Added: 24 Mar 2006 Hits: 347 Words: 724]
103.||Salespeople: Position Yourselves with Power by Dave Kahle|
His eyes were narrow and bloodshot from staying out late and partying too heavily the previous night. A two-day old stubble framed his face. He was wearing a dark colored tee shirt, which he hadn't tucked in, a pair of jeans, and scuffed ...
[Added: 07 Mar 2006 Hits: 349 Words: 2021]
104.||Cold Calling Prospects Before and After Hours by Frank Rumbauskas|
One of the most popular myths surviving from the old-school days of sales training is the idea that you will have a better chance of reaching business prospects if you try calling either early in ...
[Added: 02 Mar 2006 Hits: 328 Words: 367]
105.||The Growing Need for Auto Sales Training Outside Of the Dealership by Patricia Jones|
Auto sales training is definitely a constant need in any successful auto dealership, and one that you will find many dealerships not implementing properly because of lack of time. In today's day and age, having a sharp and well trained staff is no longer a luxury; it's an absolute necessity.
[Added: 02 Mar 2006 Hits: 300 Words: 607]
106.||Car Sales Training and Tools for a Growing Competitive Dealership by Tim Davis|
Car Sales Training is something that the more successful dealers in America are embracing with open arms once again. As competition stiffens across the States, dealers are finding it more important that they have a well-oiled machine…accomplished through an effective car sales ...
[Added: 02 Mar 2006 Hits: 309 Words: 639]
107.||Stop Selling by the Month! by Frank Rumbauskas|
I can always tell what part of the month it is by my book sales. Want to know how? At the end of the month, everyone is scrambling to make sales so my sales are down. At the ...
[Added: 10 Feb 2006 Hits: 277 Words: 372]
108.||Auto Sales Training in the 21st Century by Tim Davis|
Auto sales training is definitely not what it used to be.
In the 70's, you could walk onto an auto dealers
showroom floor, ask for a job and be selling a car that
afternoon. No experience, no background to ...
[Added: 08 Feb 2006 Hits: 284 Words: 758]
109.||Frustrated With Your Company's Inability To Develop New Customers? Try A Sales Blitz. by Dave Kahle|
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."
There is a relatively simple, fun ...
[Added: 03 Feb 2006 Hits: 295 Words: 1430]
110.||5 Action Ideas to Deal with Difficult People by Alan Fairweather|
When was the last time you had to deal with a difficult
customer? It was probably and external customer but perhaps
it was an internal customer, such as a member of your team,
a colleague or even - your boss!
I'm sure that you always want ...
[Added: 03 Feb 2006 Hits: 286 Words: 637]
111.||Why Is Goal Setting Not Working For Me? by richard blair|
There over 4,000,000 articles on goal setting on the internet, that's 4 million. Yet with all this information available, people are still not getting it in their life. There must be something missing.
[Added: 23 Jan 2006 Hits: 257 Words: 485]
112.||Sales Recruiting - How to Hire More Top Sales Performers - Part 2 by Alan Rigg|
Another key reason why companies suffer from 80/20 performance is their processes for hiring, training and managing salespeople rely almost entirely upon SUBJECTIVE information. Think about it:
* What are resumes? They are an individual's subjective portrayal of their capabilities ...
[Added: 20 Jan 2006 Hits: 366 Words: 746]
113.||Sales Recruiting - How to Hire More Top Sales Performers - Part 1 by Alan Rigg|
Business executives and sales managers frequently complain about "80/20" performance on their sales teams, where approximately 80 percent of sales are produced by approximately 20 percent of salespeople. Why do salespeople perform so differently? What is it about top sales performers that ...
[Added: 20 Jan 2006 Hits: 348 Words: 714]
114.||Sales Process - Maximize Sales by Minimizing "Windshield Time" by Alan Rigg|
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. The traffic was horrendous, and the time I wasted driving to and from appointments ...
[Added: 13 Jan 2006 Hits: 373 Words: 674]
115.||The Sales Training Series: The Right Way To Sell by Duane Sparks|
The Sales Board Sales Training Programs
How Will This Buying Decision Be Made?
Three-quarters of the secret to professional, strategic selling boils down to asking The Best Questions and listening carefully to the answers. Most of the Best Questions have to ...
[Added: 10 Jan 2006 Hits: 391 Words: 480]
116.||Strategic Selling - How to Sell Strategically by Alan Rigg|
If you want to maximize your sales performance, take a STRATEGIC approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?
The starting ...
[Added: 07 Jan 2006 Hits: 341 Words: 652]
117.||Myths of Sales Management: The Entrepreneurial Salesperson by Dave Kahle|
I just had a phone conversation with a client who had a familiar story to tell. He had built his business on the model of an entrepreneurial sales force. Give them a territory, pay them straight commission, and tell ...
[Added: 06 Jan 2006 Hits: 318 Words: 1099]
118.||Work from home: 4 Ways to be a Closer-Get More Sales! by J. Kenneth Ezra|
In my previous article: Work from Home: 5 ways to generate sales ( http://thephantomwriters.com/redir/5step-to-sales.html ). I explain the ways people can zero-in on sales. They can get their numbers up and start selling. In this article we examine ...
[Added: 04 Jan 2006 Hits: 442 Words: 1149]
119.||Sales Territory Management - How to Prioritize Your Activities to Produce Maximum Results by Alan Rigg|
How you prioritize your sales territory management activities depends upon whether you are managing a territory that has existing customers, or whether you are building your customer base from scratch.
If you manage a territory that has existing customers, your first priority should be to ...
[Added: 04 Jan 2006 Hits: 460 Words: 630]
120.||Sales Prospecting - Increase Your Sales by Avoiding the #1 Prospecting Mistake by Alan Rigg|
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. That was it ...
[Added: 28 Dec 2005 Hits: 274 Words: 793]
121.||Sales Prospecting - How to Stand Out From Competitors in a Commodity Market by Alan Rigg|
I have received a number of requests for advice from salespeople and sales managers that sell "commodity" products and services. When I refer to commodities, I don't just mean pork bellies or frozen concentrated orange ...
[Added: 22 Dec 2005 Hits: 271 Words: 585]
122.||Sales Proposals - How to Write Proposals That Sell by Alan Rigg|
Depending upon how much you enjoy writing, writing sales proposals can be a joy, purgatory, or something in between. However, if you sell a complex product or one that involves the delivery of professional services, learning how to ...
[Added: 22 Dec 2005 Hits: 322 Words: 741]
123.||Sales Recruiting - Why Performance-Based Recruiting Produces Top Sales Performers by Alan Rigg|
Many recruiting ads and job descriptions include "knockout factors" that can actually screen out QUALIFIED sales candidates. One example is a requirement that candidates have an undergraduate degree, a graduate degree, or a degree in a specialized field of ...
[Added: 16 Dec 2005 Hits: 300 Words: 803]
124.||Goal Setting - Achieve Your Sales Goals by Focusing on ACTIVITIES by Alan Rigg|
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 ...
[Added: 16 Dec 2005 Hits: 278 Words: 739]
125.||Sales Training - How to "Get Dangerous Quickly" With New Products and Services by Alan Rigg|
In 2000 a computer distributor hired me to help them build a software specialist sales team. The distributor had more than 100 "generalist" salespeople, but these salespeople were doing a poor job of selling software. The distributor's ...
[Added: 09 Dec 2005 Hits: 260 Words: 505]
126.||Sales Training - What's Your Goal - Exposure or Behavioral Change? by Alan Rigg|
When your company invests in sales training, what is the expected outcome? Is it a change in how your salespeople perform their daily activities - in other words, a change in BEHAVIOR?
Unfortunately, most companies drastically underestimate the amount of time and effort that must be invested ...
[Added: 09 Dec 2005 Hits: 249 Words: 812]
127.||A Standardized Company Sales Plan - Good Idea or Bad? by Frank Rumbauskas|
I came across an article today that explains how companies can successfully implement a company-mandated sales plan and be sure that all of the salespeople are following it.
I found the advice given in that article to be deeply disturbing to me, especially since it ...
[Added: 02 Dec 2005 Hits: 340 Words: 611]
128.||How Sharp is Your Sales Structure? by Dave Kahle|
How can I get greater productivity out of my salespeople? In one form or another, that's a question every owner and sales manager ponders regularly.
As a sales trainer and consultant, it is the basic question that I confront. And it is ...
[Added: 30 Nov 2005 Hits: 485 Words: 2019]
129.||Sales Training - How to Maximize Sales by Changing Your Sales Training Focus by Alan Rigg|
Maximizing account penetration is one of the most critical functions in sales. Why? The depth of account penetration has an enormous impact on revenues and profitability.
Think about it - if every one of your company's salespeople sold every product and service in their portfolio to every ...
[Added: 22 Nov 2005 Hits: 305 Words: 718]
130.||Sales Commission - What Return Should You Expect On Your Sales Compensation Investment? by Alan Rigg|
This article answers the following questions:
* How do most companies look at return on investment (ROI) for their sales compensation expense?
* What portion of sales compensation expense do companies allocate to managing existing accounts versus pursuing new ...
[Added: 11 Nov 2005 Hits: 321 Words: 767]
131.||How Can I Sell More When I Have So Much To Do? by Dave Kahle|
That's a question I'm often asked whenever I'm talking to a group of salespeople. I'm sure you can empathize with the feelings behind it. You have new products to learn, paperwork to complete, hundreds of customer problems to solve, meetings to attend, ...
[Added: 10 Nov 2005 Hits: 353 Words: 947]
132.||If Cold Calling Works For You... by Frank Rumbauskas|
I receive e-mails on a regular basis from people who state that cold calling is working perfectly well for them and that they've become quite successful by it. That's fine - as I've always said, if it works for you, then keep doing it. My ...
[Added: 10 Nov 2005 Hits: 351 Words: 625]
133.||The Sales Training Series: Gaining Commitment by Duane Sparks|
Employers value salespeople based on their ability to Gain a Sales Commitment. Improving this sales skill has never been more important than it is today. So, what are you doing to get better?
Here are several ideas ...
[Added: 09 Nov 2005 Hits: 410 Words: 399]
134.||Nicky Pattinson Interview by Damien Senn|
Nicky Pattinson is a straight talking, sharp shooting, high flying sales professional.
Her ability to instantly build rapport and thoroughly engage people is breathtaking (believe me, I've seen her in action!). Over the past decade she has written multi-million pounds worth of new business and now she's on ...
[Added: 07 Nov 2005 Hits: 464 Words: 1245]
135.||11 Rules for Selling to a Skeptic by Vicky Therese Davis, William R. Patterson, and D. Marques Patton|
Let's face it: the greatest accomplishment for a member of the sales community is closing a deal with a skeptic. Many who are proficient at this art agree that it is far more gratifying to convince someone who initially felt your product was not necessary ...
[Added: 06 Nov 2005 Hits: 336 Words: 1388]
136.||Best Price or Biggest Margin? by Frank Rumbauskas|
With so many companies paying commissions as a percentage of gross margin, it's tempting to quote full price - or at least a very high price - when writing proposals. You'll certainly make the biggest commission this way, ...
[Added: 05 Nov 2005 Hits: 365 Words: 555]
137.||Is Successful Selling All About Lowest Price? by Charles Dominick, C.P.M., SPSM|
In most of my public speaking appearances, I speak to groups of corporate purchasers. However, I recently had the enriching opportunity of speaking to a group of sales professionals.
I asked them to tell me about the experiences they've had with ...
[Added: 05 Nov 2005 Hits: 334 Words: 719]
138.||Sales Process - How to Avoid Wasting Time on Prospects Who CAN'T or WON'T Pay by Alan Rigg|
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! This belief can waste your time, effort, and company resources.
Unfortunately, time and resource investments do not ...
[Added: 04 Nov 2005 Hits: 361 Words: 824]
139.||Sales Process - The Secret to Closing More Sales by Alan Rigg|
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!
What is a Business Problem?
A business problem ...
[Added: 04 Nov 2005 Hits: 685 Words: 786]
140.||Sales Conflict Vs. Cooperation by Frank Rumbauskas|
There are two main types of communication that take place in selling situations: conflict and cooperation. Which type of communication you're using will have a profound impact on whether or not you get the sale.
Conflict takes place as the result of the ...
[Added: 28 Oct 2005 Hits: 371 Words: 464]
141.||How to Build Great Relationships through Cold Calling Master the foundation for cold calling success by Ari Galper|
Sometimes the finest solutions are the simplest. Focusing on relationships
when making cold calls is one of them. It keeps us genuine, and eliminates
our dread of making cold calls. We¡¯re real people talking about real things.
We¡¯re interested in the conversation, ...
[Added: 21 Oct 2005 Hits: 316 Words: 845]
142.||The Fallacy of Funnels & Forecasts by Frank Rumbauskas|
If there is one mainstay in virtually every sales office, it would have to be funnels & forecasts. Sales managers swear by them; however, I've found that they frequently do more harm than good.
Funnels seem like a good idea in theory. The problem with funnels, ...
[Added: 21 Oct 2005 Hits: 351 Words: 416]
143.||The Hidden Cost of Cold Calling by Frank Rumbauskas|
The majority of sales organizations today continue to mandate cold calling by their salespeople. They do this despite the fact that cold calling has the lowest return of all prospecting methods. Managers like to require ...
[Added: 14 Oct 2005 Hits: 309 Words: 417]
144.||How to Genuinely Enjoy Cold Calling by Ari Galper|
Most of us dread our days of making cold calls. We take a deep breath, pump
ourselves up, and prepare to talk with a perfect stranger. Is there any wonder
a gray cloud sometimes ...
[Added: 14 Oct 2005 Hits: 282 Words: 936]
145.||Selling Effortlessly by Numbers by Harry S Richards|
My whole world changed once I realised that selling was really not hard to do. You don't need any fancy scripts. Neither do you need any clever closing phrases such as "which color would you prefer ...
[Added: 13 Oct 2005 Hits: 323 Words: 1078]
146.||Sales 101: Learning About Price vs Cost by Daniel Sitter|
For as long as there have been documented records, there have been merchants, or as we are called in modern vernacular, salespeople. People want things. People need things. Considering that there will always be a public demand for something, there will always be a need for salespeople! It has ...
[Added: 26 Sep 2005 Hits: 335 Words: 741]
147.||Sales 101: Asking For The Order by Daniel Sitter|
"Ask, and you shall receive", a biblical principal that offers some of the best sales advice for beginning salespeople and experienced sales professionals alike. The best sales presentation imaginable generally will not yield the desired results unless the salesperson asks for the ...
[Added: 26 Sep 2005 Hits: 333 Words: 549]
148.||Expect the Best and Get It by Daniel Sitter|
The famous prayer of Jabez, where Jabez prayed for prosperity, is a model of expectant thinking that we can all benefit from. "And Jabez called upon the God of Israel saying "Oh, that You would bless me indeed, and enlarge ...
[Added: 26 Sep 2005 Hits: 327 Words: 802]
149.||Persuasion Is The Art Of Getting What You Want by Dave Lakhani|
Traditional sales training has been broken for quite some time.
Buyers today want something more than slick talkers and hackneyed closing lines. They don't want to be put through a process that is designed to ...
[Added: 26 Sep 2005 Hits: 301 Words: 777]
150.||How Effective is Your Elevator Pitch? by Alan Rigg|
Do you truly believe that your company's products and services will help your prospects? Have you ever thought, "I KNOW I could find ways to help (company name) if I could just get (prospect name) to talk to ...
[Added: 26 Sep 2005 Hits: 266 Words: 937]