selling
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111.
Effective Questioning in Negotiation
- 2007-01-04
Effective questioning is a powerful and often underused skill in negotiation. Asking questions has many benefits.1. It gives you a better chance of answering the brief effectively.2. It shows the clie... -
112.
Customers Know Too Much
- 2007-01-04
With the proliferation of the Internet along with blogs, wikis, social networks, and online communities, buyers today are making superior purchase decisions based on information that is now readily av... -
113.
Successful Managers
- 2007-01-05
Over the years I have been asked by many of the attendees in my management seminars, "What are the common traits of successful managers?" The list is too long for any article for this website but I w... -
114.
Are You A Planner Or A Crisis Management Expert?
- 2007-01-05
One of the biggest shortcomings of many managers and business owners is the lack of ability, willingness or time required to plan. Planning involves a variety of issues, steps, agendas, requirements a... -
115.
What's The Role Of The Sales Manager?
- 2007-01-05
There are four major issues that impact sales performance. They are:1. The type, frequency and content of sales training. 2. The coaching and training ability of the sales manager. 3. The management s... -
116.
Are Your People Busy or Hiding Out?
- 2007-01-05
Over the years, I have observed many salespeople and their routines - daily, weekly, monthly and yearly. It is my belief that many salespeople waste a great deal of time. Some of the common time waste... -
117.
Are Your Salespeople Confusing Your Prospects And Customers?
- 2007-01-05
Your ability, as a salesperson, to effectively influence and persuade your prospects and/or customers depends entirely on your ability to communicate effectively. Yes, sometimes having a product to d... -
118.
Traits Of Six Figure Income Salespeople
- 2007-01-05
As you begin a new year in your sales career, why not do a little self-evaluation on your strengths and weaknesses. The following list represents what I have discovered to be the common traits of succ... -
119.
Why Not Teach Your Salespeople This Great Technique?
- 2007-01-05
The critical ingredient in a successful sales outcome is the ability to get adequate and accurate information as early in the sales process as possible. Those of you who have read my books, previous t... -
120.
Are Your Salespeople Sabotaging Their Success?
- 2007-01-05
Many salespeople could be so much more successful than they are. All that is needed is a willingness to stop behaviors that hurt their success and replace them with actions and attitudes that will ens...
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