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Latest Articles
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by Clayton Shold - 2007-01-16
Picture the announcer in the middle of the ring broadcasting - "In this corner, wearing the red shorts we have the challenger, weighing 217 pounds, winner of this year's collegiate championship, ...
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by Jeff Hardesty - 2007-01-15
What’s your approach to sales training? Do you have a process that defines which sales performance competency to train to and what impact it will have on selected performance silos if the ...
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by Kelley Robertson - 2007-01-14
My wife and I recently needed to renew our mortgage for another term. The last time our mortgage was due, our bank called several months in advance and offered a good interest rate so we automatically...
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by Jim Masson - 2007-01-11
There are several comments that salespeople hate hearing from their prospects. I'm just looking is just one of them. It creates a sense of panic in the minds of thousands of salespeople every single d...
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by Jim Masson - 2007-01-11
There are several comments that salespeople hate hearing from their prospects. I'll be back is one of them. When Arnold Schwarzenegger says it, it gets a chuckle, when a prospect says it, it creates a...
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by Jim Masson - 2007-01-11
There are several comments that salespeople hate hearing from their prospects. I need to shop around is one of them. It creates a sense of panic in the minds of thousands of salespeople every single d...
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by Alan Kintel - 2007-01-11
The advantage of an insurance lead is that the salesperson will be speaking with someone who had at least indicated some interest in the idea that will be discussed. This means it will not be an uphi...
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by Duane Sparks - 2007-01-09
Do you procrastinate and spin your wheels to avoid the dreaded task of prospecting for new clients? Call reluctance is a common ailment among salespeople. But the fact remains that nothing...
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by Jay Conners - 2007-01-09
If you are a loan officer or mortgage broker, you may be on the market for live transfer leads mortgages.This particular type of lead is not such a bad choice when you are determining what type of lea...
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by Eric Garner - 2007-01-09
Whatever kind of customer service you offer - whether big or small, expensive or cheap, large-scale or small - do it with style. Style means doing things in your own special way -- with confidence, ch...
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by Eric Garner - 2007-01-09
Your aim in giving your customers exceptional service is to make them say "Wow!" as soon as you leave them. You can do that if you make the following 7 tips part of your normal pattern of se...
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by Eric Garner - 2007-01-09
If you want your front-line staff to remember the essentials of customer care, there's no better way to teach them than with the ABC of Superior Customer Service.A is for Attention to Detail. Because ...
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by Eric Garner - 2007-01-09
Have you ever been on the receiving end of an irate customer and found yourself unable to placate them? If so, try remembering the mnemonic LASAGNE and use it to turn your customer complaints into cus...
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by Jim Masson - 2007-01-09
Wow, that's a no brainer, isn't it? It's got to be those darn pesky customers, doesn't it? Wrong! Wrong! some more! In fact that couldn't be further from the truth.It is a marketplace reality that mos...
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by George Ritacco - 2007-01-08
I think most people agree that when employees are trained properly... wonderful things happen to an organization. More often than not however - a successful training program typically costs an organi...
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by Stan Billue - 2007-01-08
SALES SKILL: According to Yale University, the twelve most Persuasive Words in the English language are Easy, Results, Save, Discover, Guarantee, Safety, Health, Love, Money, Need, Proven, and You.Whe...
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by Sharon White - 2007-01-08
John F. Muth of Indiana University coined the theory of rational expectations in the early sixties. He used the term to describe economic situations under which, the outcome depends on peoples' expect...
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by Kim Duke - 2007-01-08
OK - a little Diva confession here!Something you may not know about me is I LOVE heights and going realllllllly fast. (and I have the occasional speeding ticket to prove it)This Sales Diva has sky-div...
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by Jeff Hardesty - 2007-01-08
What’s a Targeted Selection Process? As related to prospecting, it is a process or system of defining whom you want to call on and performing the due diligence of data procurement to under...
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by William Truax - 2007-01-08
With all the advances we have experienced in business during that time I thought sales people would have "wised up" to what is required to be successful. But it doesn't seem like it.If...
