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21. Forged Under Fire

    by Hector Cadena - 2007-04-08
    I lost out on two big contracts the last two weeks. Typically I don't let losses like these affect me mentally. Sales is no different from sports in that you can't win them all. And if you allow the...

22. Preparation in Sales

    by H. Whitelock - 2007-04-08
    The adage 'If you fail to prepare, then you should prepare to fail' rings true in sales and in all other professions. Many sales professionals expect to surpass sales quotas become top producers and...

23. Speed Kills - Selling Too Quickly Can Cost The Sale

    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...

24. 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...

25. 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...

26. 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...

27. 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...

28. 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...

29. Pre-Qualifying Prospects

    by Donna Vestre - 2007-04-07
    Have you ever wasted too much time and energy preparing a proposal for a potential client that isn't committed to committing? I call these prospects "window shoppers" the problem is... I don't have a ...

30. Good Email Advertising

    by Lance Brown - 2007-04-06
    I thought it might be good to talk about a few of my likes and dislikes about email advertising.I have picked up a few good pointers over the years.Even though a lot of these may be known or said befo...

31. Selling Slumps, How to Pull Out Before You Crash and Burn - Tip 5

    by Jim Masson - 2007-04-04
    It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shor...

32. Selling Slumps, How to Pull Out Before You Crash and Burn Tip 4

    by Jim Masson - 2007-04-04
    It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shor...

33. Selling Slumps, How to Pull Out Before You Crash and Burn - Tip 1

    by Jim Masson - 2007-04-04
    It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shor...

34. Selling Slumps, How to Pull Out Before You Crash and Burn - Tip 2

    by Jim Masson - 2007-04-04
    It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shor...

35. Selling Slumps, How to Pull Out Before You Crash and Burn Tip 3

    by Jim Masson - 2007-04-04
    It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shor...

36. Starting Your Career as a Heavy Machine Operator by Attending Equipment Operator School

    by David Foreman - 2007-04-04
    If you are looking for a career as a heavy machine operator, then you have a pretty good outlook for your future. The Manufacturing industries employ 10 out of 11 workers, and you could have very good...

37. Surviving in a Selling Career, Develop Street Smarts

    by Jim Masson - 2007-04-04
    Selling is a great career choice that can provide people with freedom, security and daily challenges to keep their mind energized and stimulated. Unfortunately, many people in the selling profession v...

38. It's a Prosperous Time - Where Have Business Ethics Gone?

    by Jim Masson - 2007-04-02
    Times are good. The economy is booming. Consumerism seems to be insatiable. In the midst of it all there is a frightening trend appearing. Business ethics seem to be slipping away. Individual salespeo...

39. Control of Your Personal Destiny, Part 1

    by Jim Masson - 2007-04-02
    Control of your personal destiny might very well be contained within your awareness of this incredibly simple concept. In fact, it is so simple that it slips well beneath the radar of what most people...

40. Closing a.k.a. Success Ratios, a Valuable Lesson From Nature

    by Jim Masson - 2007-04-02
    When you sell for a living, one of the toughest things to handle, even for seasoned pros, is the negative emotions often created when sales opportunities fail to materialize after effort, time and som...

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