Sales Subcategories
Sales Articles
You created interest with your prospect by making a big promise, and stated a feature to back up your promise.
You gave them a logical and emotional benefit, and backed everything up with evidence.
Finally, you asked their permission to ask questions.
Wed, 6 Feb 2008: Everything You Should Know About Sales Training
Quites simply a fantastic piece of advice on why you should be making the most of sales training.
Mon, 4 Feb 2008: Will You Pass the Flinch Test?
There is a little test that professional buyers give to every sales person. It is a test to see if they are confident in the price they presented. They call it the flinch test. Will you pass the test?
Tue, 29 Jan 2008: To Persuade More (and Sell More) This Comes First
You're sitting in front of your prospect. You've spent time building a deep level of rapport, trust, and making them your best friend. They're smiling and very at ease with you.
So what's next?
Thu, 24 Jan 2008: Uncovering The Top Ten Sales Myths
While its no secret that entrepreneurs and self-employed professionals need sales skills in order to thrive and survive, often times sales is exactly what stands in their way to success. And, too often one (or more) of these Top Ten Myths, is to blame. This article uncovers these misconceptions - one-by-one - and sheds light on them for what they are: false myths that can kill ANY business.
Wed, 23 Jan 2008: What's in Store For Trade Show and Event Industry in 2008?
Trade show industry veterans share expert predictions on trends for 2008 to help exibitors and event promoters alike stay ahead of the changes and succeed in the coming year.
Sat, 19 Jan 2008: How To Help Your Prospect See The Problem
There is a right way and a wrong way to point out problems to your prospects. This is the right way
Sat, 12 Jan 2008: How To Set A Selling Price For Your Product Or Service
Setting the price at which a business sells its products or services is one of the most crucial decisions a business must make. Setting a selling price too low throws money away while setting a price too high loses sales volume and inhibits growth.
Thu, 10 Jan 2008: Cold Calling: Not Just for Fools, Crazies and Door to Door Salesmen Anymore
Cold calling is everyone's bane. But it needn't be. Getting out does wonders for the mind and body and sometimes even the pocketbook...
Wed, 9 Jan 2008: How To Quickly Establish Rapport With Your Prospects!
I'm sure you'll agree, establishing rapport and trust with your prospects is one of, if not the most important presentation skills you can learn. It's been said many times, people only buy from people they like and trust.
Mon, 17 Dec 2007: Why Can’t I Hire The Right Sales People?
A disconnect exists between sales managers and recruiters that causes challenges for both. Together, they can resolve this issue by creating their company’s Sales Talent Screening Program.
Mon, 17 Dec 2007: When the Sale Doesn’t Happen
In a perfect world, every buying process would conclude with an award of the business. Unfortunately, that doesn’t happen. There are lessons to be learned in sales gone awry.
Mon, 17 Dec 2007: What’s The Plan?
If you don’t have a destination, how can you develop a map to get there? This may sound like a question for a driver, but it is also a question for sales people.
Mon, 17 Dec 2007: What Every Sales Person Could Learn From the Yankees
The falling-out between the Yankees and Joe Torre happens every day in business. Sales people can learn a lot from the experience.
Mon, 17 Dec 2007: The Secret to Overcoming the Price Objection
If you are in sales, not a day goes by without hearing the dreaded price objection. Or is it really an objection at all? In this article, you will learn a new approach to resolving the price concern.
Mon, 17 Dec 2007: The Most Underutilized Strategic Advantage
Sales people are always looking for a way to differentiate themselves to win an account. Few use one of the most powerful tools in their bag, the right reference.
Mon, 17 Dec 2007: Successful Selling and the Theory of Relativity
Are you as successful as you can be? Are you limiting your personal growth? In this article, you will learn how to remove all barriers that prevent you from maximizing your success.
Mon, 17 Dec 2007: Migrating from Vendor to Partner
There is no bigger insult to a sales person than being called a “vendor.†Are you the reason why prospects see you that way? In this article, you will learn how to be seen as a partner.
Mon, 17 Dec 2007: Finding The Right Sales Talent For Your Company
Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.
Mon, 17 Dec 2007: Finding the Right Home for Your Sales Skills
Want to find a new sales job? Think it is all about more money? Think again. There is much more to finding the right sales job than just earning potential. This article will show you how to find the right match for your skills.
Mon, 17 Dec 2007: 12 Keys to Tuning Up Your Sales Force
Not sure if your sales organization is up to snuff? Here are twelve keys to help ensure that your team is focused on the right things every day.
Mon, 17 Dec 2007: 5 Keys to Hiring the Right Sales Manager
There are few decisions more critical for a company than the hiring of the leadership of their sales organization. Yet, few know how to do it well.
Mon, 17 Dec 2007: 5 Keys to Ensuring a Spectacular Sales Training Engagement
Sales training is critical for the success of the sales team. However, before you hire your next trainer, consider the five keys to ensuring you find the right person for the job.
Mon, 17 Dec 2007: The Sales Person’s Kryptonite
RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!
Wed, 5 Dec 2007: How To Ask For Referrals - Using 5 Events
Opportunities to generate postive word-of-mouth referrals about you and your business are everywhere. Included, are times of the year where you can use word-of-mouth about you and your services to influence your business positively....
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