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Latest Articles
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by Elinor Stutz - 2007-02-12
Clients sometimes tell me that the most difficult part of the selling process is obtaining the initial meeting. I often hear, “Once I’m granted an appointment, everything is fine and...
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by Elinor Stutz - 2007-02-12
Time and again, I witness businesspeople walking away from golden opportunities that may never present themselves again. They are golden because these opportunities work well, easily build busin...
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by Elinor Stutz - 2007-02-12
Most often, throughout my corporate sales career, I was a top producer. Much of my success was due to a willingness to learn from others, observation, and asking many, many questions. Each...
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by Elinor Stutz - 2007-02-12
You began your business with a vision of something that would bring you joy. Most likely you either had a passion for your area of expertise or considerable experience of which you wish to share...
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by Shaun Adams - 2007-02-12
When you are on the telephone talking to a potential prospect, it is very easy to become distracted and begin talking about the club, it's facilities, services and membership fees. This is a great mis...
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by Elinor Stutz - 2007-02-12
Have you ever noticed while networking some people force their business cards on you while others hold back; or some people will take careful note of the front of your card studying your name, company...
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by Rikki Arundel - 2007-02-11
I have spent a lot of my life in the business of selling. I have sold life insurance, computer software, pots and pans, beauty treatments, nutritional products, clothes and training services to name b...
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by Michael Lee - 2007-02-11
If you're in the business world, perhaps the most challenging part of the entire experience is selling. Indeed, nothing is more nail-biting than waiting for the other party to decide whether he or she...
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by Raamakant S. - 2007-02-08
Did you ask yourself any time that why you buy that particular item? Is something that triggers your mind and push you to buy that product? What’s the true reason that you don't leave that parti...
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by Jay Conners - 2007-02-08
I am sure you are familiar with the phrase, "I could sell ice cubes to an Eskimo." First, allow me to personally congratulate anyone out there who has sold ice cubes to an Eskimo, for I beli...
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by William Truax - 2007-02-07
Prospecting - it is simple, only DOING counts© "Actions speak louder than words." "The smallest action is better than the greatest grand intention." &n...
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by Roy Vera - 2007-02-06
If you are a recruiter, a manager or an owner of a medical staffing agency, your priority and lifeblood is finding talent for your medical staffing agency.The positions you are trying to fill are prob...
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by Nathan colon - 2007-02-05
Business is war and war is exciting! It’s the quantity as well as quality of clients one possesses determines success. The concept of lead generation is all about assisting service providers, ma...
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by Peter Geisheker - 2007-02-05
One of the leading causes of losing a sale is not knowing how to respond when a prospective customer raises an objection. I call this the "deer in headlights" syndrome.As business people, we have all ...
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by Jay Conners - 2007-02-04
When it comes to buying mortgage leads, there are many good companies out there for you to research, and many avenues to travel down when considering which lead type will work best for you.While worki...
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by Jimmie Newell - 2007-02-04
If you have been is sales for any length of time you have been exposed to numerous sales training seminars or full-fledged sales programs. Some you may have decided to take part in on your own, some y...
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by Brandon Hull - 2007-01-31
Can you tell me what you sell in a short but powerful way? You better learn how. In these days of "global marketplaces," mission statements, techojargon, and legalese, salespeople too often ...
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by Kim Duke - 2007-01-30
I have this quote taped right to my desk credenza." You'll never reach your destination if you stop to throw stones at every dog that barks."- Sir Winston ChurchillIt can happen so easily.You see, hea...
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by Jane Francis - 2007-01-28
Sometimes we miss out on the sale because we are our own worst enemy; we do not realize that all we need to do to succeed is get out of our own way! Here are three things you can focus on to improve y...
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by Jeff Hardesty - 2007-01-28
Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales ski...