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• 91.

  Selling Too Quickly Can Cost Referral Business - Speed Kills

  
  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...
• 92.

  Set the Proper Pace of Your Sales Cycle with this Important Tool

  
  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...
• 93.

  Appointments, How Not to Waste Your Time

  
  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...
• 94.

  Demonstrations Gone Wrong Can Prove Deadly, Ten Safety Tips

  
  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...
• 95.

  Professional Sales Training, How to Find the Most Effective

  
  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...
• 96.

  Lost Sales and Lost Sales Opportunities, Taming the Ego

  
  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...
• 97.

  Sales Results, Are You Lagging Behind Your Peers?

  
  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...
• 98.

  Tools for Selling Success, Measuring Your Ratios

  
  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...
• 99.

  Success in Selling, Can It Lead You to Disaster?

  
  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...
• 100.

  Sales Training - Not Only Salespeople Benefit It May Benefit You As Well

  
  by Jim Masson - 2007-04-14
  When someone who is not involved in big ticket sales thinks about sales training they think it's meant for someone else. What does someone who is a factory worker, a clerk in a large department store,...

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