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sales

• 71.

  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...
• 72.

  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...
• 73.

  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...
• 74.

  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...
• 75.

  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...
• 76.

  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...
• 77.

  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...
• 78.

  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...
• 79.

  9 Steps to Building a Profitable Customer Relationship

  
  by Colleen Francis - 2006-12-11
  Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know ...
• 80.

  How's Your Overall Productivity?

  
  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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