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61. The Art of Business Development Mastery

    by Geary Morales - 2007-03-10
    THE EDGE …Up Close and Personal with Robert J. Lambert; Founding Partner of the Samurai Business Group of Chicago, IllinoisThe Art of Business Development MasteryBy Geary MoralesThere is an emerging i...

62. 5 Words That Sell

    by Mike Dandridge - 2007-03-07
    1. You - customers want to know you're talking to them. Instead of saying, "Customers who bought this cordless drill saved money in labor," say, "You'll cut down on labor costs when you own this drill...

63. Million Dollar Words, or Words That Sell

    by Mike Dandridge - 2007-03-07
    The sales counter plays a dual role as a call center and storefront, and is thus undoubtedly the voice of a wholesale distributor. This means that, for a counter pro, whether face to face or over the ...

64. Are You Undertrained? Ten Ways to Know

    by Jim Masson - 2007-03-04
    As professional salespeople with positive attitudes and a bit of ego, most would like to believe that they possess a good deal of knowledge and most likely do. But do they really have all that they ne...

65. Your Social Conditioning Can Create Your Reality and Limit your Success Potential

    by Jim Masson - 2007-03-04
    You might say, "Reality is reality" or "what is ... is". I would like you to consider another possibility if you are willing. Consider that "Your perception is your reality". Then add this concept, "Y...

66. The Number One Buying Motive: What Every Prospect is Seeking Through the Buying Experience

    by Jim Masson - 2007-03-04
    Over the years that I have spent in sales and sales management, I have heard of a multitude of surveys that questioned consumers of both products and services on what was their number one buying motiv...

67. How To Sell With Ease: 5 Simple Steps

    by Debbie LaChusa - 2007-02-28
    Creating a successful business is a two-step process.FIRST, you must be able to effectively market your products and services.SECOND, you must be able to convert the prospects or leads your marketing ...

68. How Telemarketing Services Can Attract Customers And Increase Sales Leads

    by Claudine Waskowycz - 2007-02-26
    The sales process of telemarketing services goes like this: Initial attraction generates sales leads… sales leads generate sales presentations… and sales presentations generate customers. So, assuming...

69. The Most Important Item To Measure With Your Elearning Management System

    by George Ritacco - 2007-02-26
    Organizations continue to struggle with how to gauge the business value of training. Research data shows a significant disconnect between what organizations view as the important and valuable areas t...

70. Sales Through Storytelling: Story Tell, Story Sell!

    by Craig Harrison - 2007-02-24
    An old French proverb tells us "Nothing succeeds like success!" And in sales nothing succeeds quite like success stories. Are you sharing yours? Why not? The secret is in how you share your ...

71. The Clock is Ticking on Your Leads

    by Jay Conners - 2007-02-22
    Every day is critical when you are in the business of sales. That lead you receive today could very easily be gone tomorrow.It is very important to act on your lead the very second you get it, not an ...

72. What You Need To Know To Recruit And Retain Generations X And Y

    by Dr. Joanne Sujansky - 2007-02-20
    We are about to see a more open, responsive healthcare workplace. Flexible hours. Cooperative scheduling. Supervisors who listen to their staff and find creative ways to meet their needs.Why are these...

73. Sales Skills & Tools - Use Agenda for Presentations

    by Jimmie Newell - 2007-02-18
    Learning new sales skills and tools, should be a lifelong part of being a professional salesperson. Adapting those new skills and tools to your unique style, and then using them to increase your effec...

74. A "Warm Calling" vs. "Cold Calling" Rant

    by Wendy Weiss - 2007-02-18
    Had another conversation with yet another entrepreneur who told  me he does not "cold call," he only does "warm calls."   I continue to be baffled by those who cut o...

75. How To Move The Sale Forward

    by Sean McPheat - 2007-02-16
    I must admit I get a little bored every time I hear a trainer or article say "There are two types of questions, open and closed. Only use open questions when xyz and only use closed questions when abc...

76. High-Income Seller Behaviors: 5 Attitudes A Sales Executive Must Have To Close The Deal

    by Bill Caskey - 2007-02-14
    Read almost any book about sales and you’ll see some reference to, “you need to have a good attitude.”  So what does that mean?  Sometimes my most effective selling is when...

77. High Achiever Sales Professional Tool Kit: 5 Tools To Advance Your Sales Income

    by Bill Caskey - 2007-02-14
    To become a high achieving sales professional, you must first become an expert communicator. Ask any sales person if they would like to make $250,000 a year and they universally say “yes.”...

78. High-Income Selling Strategies: 5 New Rules To Govern Your Behavior And Actions In The Sales Cycle

    by Bill Caskey - 2007-02-14
    Everyone wants to earn more, but few are willing to change behavior to do so. In fact, most aren’t. In my work of over 19 years with the high sales achiever, I find that most of them operate wit...

79. 7 Reasons Why Your Sales Results Suck: Part 3 & 4

    by Joe Crisara - 2007-02-13
    REASON #3 - They try to sell what is already sold.Selling a solution for a problem that the customer has called you for should be the easiest thing to do. After all, the customer wouldn't have called ...

80. How to Build Rapport in 7 Seconds!

    by Tim Stokes - 2007-02-13
    I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months didn't even make one ...

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