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Latest Articles
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by Tim Connor - 2006-12-11
We are living in an interesting, as well as challenging, period of history. The world is getting smaller and bigger at the same time. You may have new competitors and customers half way around the wor...
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by Tim Connor - 2006-12-11
One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats...
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by Tim Connor - 2006-12-11
I constantly hear from managers "how do I motivate my employees?" You can't. Motivation is an inside-out individual responsibility.The role of a manager is to create an environment in which employees...
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by Tim Connor - 2006-12-11
One of the topics I am asked to deliver frequently for my clients is how to get people who come from different areas of the organization to work together effectively. These people also may have differ...
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by Tim Connor - 2006-12-11
There is a difference between training and coaching. Training is teaching people what to do, when to do it, and how to do it. (That's the next chapter.) Coaching is catching people doing it right or w...
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by Tim Connor - 2006-12-11
There is a tendency of many salespeople to see their competition as only those businesses selling a similar product, service or idea. In other words, salespeople selling computers tend to see their co...
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by Tim Connor - 2006-12-11
Have you ever computed the cost of your lost sales revenue in a week or year?My 35+ year research of - the ratio of clients sales efforts to sales income, regardless of industry, organization size, in...
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by Tim Connor - 2006-12-11
One of the critical factors in a successful sales outcome is the sense of urgency a prospect brings to the sales process. A question I have been asked many times in my sales seminars is: can you crea...
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by Tim Connor - 2006-12-11
For years, sales managers and sales trainers have been saying that sales is a 'numbers' game. I can recall my first sales manager telling me over 35 years ago, "If you will see enough people, you wil...
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by Tim Connor - 2006-12-11
For many salespeople it would seem that a 'let's get back to basics' approach would be in order for any number of reasons:-The emotional buy-in to a difficult economy -Increased pressure from senior m...
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by Tim Connor - 2006-12-11
Any time is a good time to sell creatively. Uncertain economic times are an excellent time to sell creatively. And, poor economic times require that salespeople sell creatively. What exactly do I me...
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by Bill Irby - 2006-12-09
Your sales representative skills are of key importance if you have a small business, or if you are a sales person. If you want to increase your company's revenues, you have to increase the skills of y...
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by Bill Irby - 2006-12-09
Are there common sales objections that you hear over and over again from your customers? Do you have problems handling sales objections? If so, read on for some tips on overcoming and handling common ...
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by Bill Irby - 2006-12-09
Motivating sales people can be a challenge for any company. Motivating sales people to perform at a consistently high level is especially important for small companies. Motivated and drives sales peop...
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by Dr. Gary S. Goodman - 2006-12-07
A "close," as you know, is a stylized way of bringing a sales conversation to a positive conclusion. Technically, it is the place at which we ask for approval.We're seeking a yes, but not in a way tha...
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by Jayant Hudar - 2006-11-28
How often has it happened to you?A prospect walks into your center, you give him your information. You counsel them to the best of your ability. You have had a good friendly interaction with them.You ...
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by Jayant Hudar - 2006-11-28
These are few important things as a counselor you should know before you start counseling. Especially the new counselors. Use every one of them, don't do the mistake of just stop with the Syllabus and...
