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    • 21.

      Got Any Sacred Cows?


      by Tim Connor - 2006-12-11
      Over the years I have discovered that many organizations have a variety of policies, products, services, positions, techniques and even people that are what I refer to as 'sacred cows'. In other word...
    • 22.

      Same Stuff - Different Day?


      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...
    • 23.

      Do You Need To Get Back To The Basics?


      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...
    • 24.

      Still Selling By The Numbers?


      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...
    • 25.

      Do Your Salespeople Have Walk-Away Power?


      by Tim Connor - 2006-12-11
      Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteris...
    • 26.

      Negotiating Concessions


      by Tim Connor - 2006-12-11
      First of all, effective negotiation skills will NEVER make up for poor selling skills or attitudes. With that as a given, let's look at some of the negotiation problems common to many salespeople toda...
    • 27.

      Is It Easier To Create Or Discover The Sense Of Urgency?


      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...
    • 28.

      Do You Know What Your Lost Sales Are Costing You?


      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...
    • 29.

      Do You Know Who Your Competition Is?


      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...
    • 30.

      The Myth Of Sales Forcasting


      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...