strategies
strategies
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91.
by Jim Masson - 2007-04-08
In a time when more and more people are seeking instant gratification and seem to have less and less time and patience, many salespeople are trying to rush their sale cycle. In my experience and opini...
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92.
by Jim Masson - 2007-04-08
The higher the speed at which a salesperson moves through the sales cycle, regardless of the reason, will inversely affect his or her overall performance in terms of closing ratios, customer satisfact...
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93.
by Jim Masson - 2007-04-08
Salespeople often have the need to set up appointments, either offsite or in their place of business to engage a prospect in a selling opportunity. Many salespeople waste massive amounts of time throu...
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94.
by Jim Masson - 2007-04-08
For salespeople who sell motorized products such, cars, trucks, motorhomes and other vehicles, the act of properly demonstrating the product can turn dangerous or even prove deadly. Proper safety proc...
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95.
by Jim Masson - 2007-04-08
Whether you are starting out in your selling career or working to improve your performance on an ongoing basis you understand that there are certain criteria that must be in place so that you will ach...
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96.
by Dave Lindbeck - 2007-04-11
Not long ago, one of my clients in the real estate business hired the perfect person as his office manager and administrative assistant. She had most of the qualifications he was looking for and a gre...
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97.
by Jim Masson - 2007-04-14
Losing sales opportunities or having previously closed sales unravel cause more ulcers and headaches for salespeople than almost any other one thing. As salespeople, we fully understand that these eve...
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98.
by Jim Masson - 2007-04-14
Over years of sales management and sales training, I often heard salespeople say something like, "I'm smarter than almost everyone working here, I take sales courses and read stacks of books, yet they...
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99.
by Jim Masson - 2007-04-14
Master salespeople are always looking for a performance edge. One of the tools that they employ is measuring their performance ratios. The average salesperson works hard to avoid dealing with those me...
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100.
by Jim Masson - 2007-04-14
Wow, what a scary title! It's not what most people believe to be true and it certainly is not something they want or expect to hear from a sales trainer. Yet there are two scenarios where it is defini...
