"If you've heard this story before, don't stop me, because I'd like to hear it again."Groucho Marx (1890-1977) Comedian and actorFacts tell, while stories sell.Have your salespeople tell stories. I ha...
Be you-nique.Everyday in the mail, there are tons of junk that I get and throw away. But every now and then, a piece comes in that is so unique I am compelled to open it. Why? Because it is unique!No...
You can't strike it rich mining for gold unless you are in the river prospecting for it - and it's NOT on the bank - it's in the water!First let's take a look at how you feel about prospecting - becau...
The characteristics of a successful salesperson will vary due to the market being served, the culture of the sales territory and the organization that the salesperson works for. It's like a recipe fo...
In these times, there are a lot of businesses that surface everywhere. And needless to say, when the term "business" comes along, it only means that selling is entailed. After all, what kind...
Top salespeople spend their time focused on a few qualified top opportunities. Focus is key, as numerous studies have shown that it takes an average of twelve contacts to make a sale in typical busine...
When dealing with problems or adversity, salespeople generally fall into one of two categories-they're either ‘life suckers' or ‘life givers'. Life suckers blame others for their actions and re...
Misunderstandings about the sales process are the main reason why people just don't sell as much as they can.Rather than focusing on the 'sales process', sales people need to be taught how to notice t...
Six steps you can take to keep cut-rate competitors from stealing your customersIn the last article, we covered the top mistakes sales people make that can keep them from closing more business. ...
In business to consumer telesales, the sales volume or conversion rates of your agents can make all of the difference to your businesses success. If everyone in the team can get one more sale per day...