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101. Does Your Sales Training Program Address Your Sales Performance Issues? Part 2

     by Jeff Hardesty - 2007-01-28
     In Part 1, we went over the steps to uncover sales performance issues and decide which are applicable at a high priority for pin-point sales skill training.  We first documented the main sales pe...

102. 3 Simple R.A.T.I.O.S. to Fuel Skyrocketing Success in Closing Sales - Part 2

     by Larry Gassin - 2007-01-27
     Last time we discussed how no matter what you do, what business you're in, what you're involved in pursuing, or what relationship you're trying to build or impact, the old saying that "nothing happens...

103. Turn Customers Into Clients for Life

     by Marc Eskew - 2007-01-26
     Do you constantly find yourself battling with your customers on price? Are you losing sales that you were sure you were going to get? If you want to start winning more sales, you need to stop selling ...

104. Education-The Foundation You Should Build Your Company's Future Upon

     by Everett Abrams - 2007-01-24
     You would not build a home without a foundation and you should not try to build a business venture without a successful foundation as well. As children we are sent school to get an education - to buil...

105. The Sales Theory of Relativity: ABC = Always Be Closing!

     by Geoff Ficke - 2007-01-23
     Albert Einstein's famous "Theory of Relativity" (e = mc2) is as familiar to many millions of people as a popular modern commercial limerick for a soft drink or a jingle for a candy bar. Even though ve...

106. Prospects Refuse To Learn How To Work Any Business Opportunity For One Simple Reason

     by Britt Phillips - 2007-01-23
     You've most likely heard it said... "You must be willing to do the things others won't do in order to have the things others won't have." And it's true. After working with literally thousands of peopl...

107. Is it Time to Spend Real Money on Sales Training?

     by Brian Lambert - 2007-01-23
     There is no doubt that "sales training" is a big business, but what people have to realize is the fact that "product knowledge training" is not the same thing as sales training. Over 2/3rds of all tr...

108. Getting Past Gatekeepers: Don't Get Left At the Gate When Calling on Decision Makers

     by Craig Harrison - 2007-01-23
     DOES IT SOMETIMES SEEM AS THOUGH DECISION MAKERS are residing in a gated community? Learn how to bypass gatekeepers (GK) — those professionals who “guard” the decision makers and oft...

109. How to Double Your Sales Appointments in Half the Time; Part 3

     by Jeff Hardesty - 2007-01-22
     In Part 2 we discussed how to determine if a sales action is a critical sales performance competency, and we determined the following:·          It ...

110. How to Double Your Sales Appointments in Half the Time; Part 4

     by Jeff Hardesty - 2007-01-22
     In Part 3, How To Double your Sales Appointments in Half the Time, we reviewed and remedied the first 3 sales prospecting errors that start us down the ‘Slippery Slope’ to low Sales prospe...

111. You Want to Sell as a Career, but What Do You Sell and Why?

     by Jim Masson - 2007-01-22
     Many individuals decide that a selling career is right for them. They recognize the wonderful benefits that they can enjoy. Unfortunately, many begin their career by making a critical mistake. The goo...

112. Don't Make Your Prospects "Wrong" When Handling Objections In Medical Selling

     by Mace Horoff - 2007-01-21
     Handling objections. When we are giving a sales presentation to one of our healthcare customers and we hear an objection we know we can handle without much thought, what do we do? We handle it, us...

113. How to Double Your Sales Appointments in Half the Time; Part 2

     by Jeff Hardesty - 2007-01-20
     In Part 1, we summarized that you may have the best service in the world and the best widget in its category.  But if you can't physically get in front of your targeted business prospects on a ro...

114. How to Double your Sales Appointments in Half the Time; Part 1

     by Jeff Hardesty - 2007-01-20
     Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue…there are only three ways to do it:1. Increase the number of...

115. 10 Tips to Increase Your Referral Ratio

     by Jeff Hardesty - 2007-01-20
     Tip # 1 Discipline Yourself to a Routine of ‘Asking’Here’s something profound. The reason most of us do not get referrals on a routine basis is because we do not ask for them on a ro...

116. The Ultimate Sales Training Tip

     by Jim Meisenheimer - 2007-01-20
     Well - I just got back from delivering two sales training programs.Both groups were loaded with talented salespeople.Each group had specific objectives they wanted to accomplish with their sales train...

117. The Three Most Important Lessons You Will Ever Learn In Training

     by Kevin Cahalane - 2007-01-20
     When I commenced my training career in 1980 (with a major manufacturing, distribution and retail tire company, based in Australia) something I read in those early days had a major influence on me and ...

118. Selling Success, Is Your Ego Preventing You From Reaping the Rewards You Want?

     by Jim Masson - 2007-01-19
     Everyone possesses an ego. I like to describe ego as our 'sense of self'. It can also be described as our 'self worth' or our 'self esteem'. A big ego is considered both an asset and a liability in ou...

119. Why Consider ‘Sales Prospecting' as a Sales Management Training Course

     by Jeff Hardesty - 2007-01-18
     The last thing a sales manager wants to do is to go through a certification course in ‘Sales Prospecting’.  They’ve been there and they’ve done that, or they’d not h...

120. Real Estate Agents-Day timers and Prospecting

     by James Osmar - 2007-01-16
     This is the time of year to start working on your business plan.I have laid out a guideline for my team to follow and I believe if they work on these simple steps, success is all but guaranteed.The fi...

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