by Jim Meisenheimer - 2006-12-08
The more things change, the more it seems they don't change.Here's a big sales tip. Most salespeople just don't get it. Too many salespeople just talk to much.One of the fatal flaws of professional s...
by Don Westacott - 2006-12-29
When I first entered the insurance industry I had the good fortune to join a small insurance brokerage as a partner. There were only two of us in the business, and my partner wrote mainly general ins...
by Derrick Moe - 2007-01-11
How many times has this scenario played out in a company? The candidate's resume indicated that he had extensive success in our market and had progressed in each of his positions. When we brought hi...
by Dr. Sander Marcus - 2007-03-28
Increasingly, in today's world, more and more importance is being placed on asking the applicant to give specific examples, and this is certainly a classic and extremely effective method of follow...
by Nicki Weiss - 2007-04-07
Has one of your salespeople recently made you angry or frustrated?The answer is probably yes. Friction frequently arises when people depend on one another to get work accomplished. If co-workers don't...
by Steve Martinez - 2007-04-11
If you ask salespeople what wins sales today, they will tell you they are the key to success and all they need is quality time with customers. The belief is that building a strong customer relationshi...
by Steve Martinez - 2007-04-25
One of the questions I am asked is, when should I hire a salesperson and what should I look for? I have always felt that hiring a salesperson should be like any business decision. The business should ...
by Derrick Moe - 2007-05-27
Hiring salespeople is a daunting task in that they are good actors with the ability to project more skills than they actually possess. Bad salespeople can masquerade long enough to get through the hi...
by Rochelle Togo-Figa - 2007-06-15
Before you pick up the phone to make a sales call, uncover all you can about your prospect. Become a "detective" to do your research. The more you learn about the prospect, the more you will mean to t...
by Tom Richard - 2007-07-20
"Treat others as you would like to be treated," that's the golden rule. Well, the golden rule of sales isn't far from it.Too many salespeople today try to sell by adopting a sales approach that is not...