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To be a good salesperson or marketer, you will need to master different sales negotiation skills. These skills serve as your weapons against other negotiators and difficult customers. You’ll need them to land today’s sales and ensure future ones as well.
As long as you have good sales ... Views: 2770
Positive thinking gives you the ability to see the positive possibilities in every situation. You can now use this one simple self improvement technique and gain the many benefits in both your personal and professional life that others miss. Imagine being able to stop those negative influences, ... Views: 2762
There is a major difference between being a sales manager and a top-notch seller, as there is a great deal of responsibility that goes along with being a manager. For starters, a manager must provide sales force motivation for the staff, as his or her career is dependent on how hard these other ... Views: 2731
People block you from their bosses and others for a whole host of reasons. For example they feel they will lose their power over you; they don’t like what you have and know that if you get past them their boss might buy what you have and they will be stuck with you; admins are told not to let ... Views: 2624
The most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ... Views: 2620
Do you know what one of the best kept secrets is in public speaking? It has nothing to do with your material but is vital in your delivery. All the great speakers do it while many novices do not. It is easy to do and natural. In fact, you do it in normal conversation with your family, ... Views: 2589
Never believe purchasing, delegated subordinates, or committees make final decisions. All they do is recommend their decision to their bosses. I frequently hear there’s a committee or some manager or functional person has been assigned the responsibility for the selection. The sad news is ... Views: 2566
CEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title ... Views: 2545
"Let a fool hold his tongue and he will pass for a sage," wrote Publilius Syrus more than 2,000 years ago in ancient Rome.
Such wise advice from ages ago has never been more relevant. In the modern professional world, we are suffering from a listening crisis.
Actually, it's a ... Views: 2533
When women cry, men often feel helpless and their first response is to try to problem-solve or to convince their partner that tears are not helpful or the situation is not as serious as she may think. The man’s intentions are certainly good ones as men often say that, while they feel extremely ... Views: 2529
Competition on the Sales Floor
One of the simplest elements of capitalism is that competition breeds excellence, and this is as true on a sales team as it is anywhere else. An appropriately competitive atmosphere among your sales people can be the key to getting the most out of your staff. ... Views: 2508
Think of the companies that have bought from you. There are powerful people in those companies beyond your primary contacts, who have benefited from what they bought from you. These are people you can ask for referrals and critical information on upcoming projects or cross-sells.
There are ... Views: 2466
Simply grabbing a marker and running up to the whiteboard isn’t going to produce fantastic results. Here are 5 little-known pro tips to boost your skills in whiteboard presenting.
If you want to give successful whiteboard presentations, you must learn how to plan, prepare and perform. In ... Views: 2444
Selling to C-Level and C-Suite Executives will go much faster and easier if you follow this simple nugget. C-Level and C-Suite Executives really value solutions that protect or enhance their careers. What make them look good? What helps them with their jobs? What solves their problems? What ... Views: 2440
You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final ... Views: 2431
Tactics For Keeping Score On Your Business.
Years ago when my son was part of the American Junior Golf Association (AJGA) tour, I tried not to miss one of those tournaments when it was anywhere near the Dallas / Fort Worth area. I even saw a few when it was out of state, like California, ... Views: 2429
Job hunting is similar to selling and you will realize that the challenge is tougher to those interested in sales positions. Naturally, employers are expecting that you can convince them to “buy” your services. Hence, you can’t stay complacent during the application process and promise that you ... Views: 2415
In every company each year they hire many new employees. Most companies have a new employee checklist and put them through a new employee induction of some sort. The sad truth is, many of these new employees just do not work out. Right from the outset I will say that generally the only ones to ... Views: 2410
Ascending to a new level of performance in any endeavor is a matter of taking intelligent risks well. Sales is no exception. Having written a book on intelligent risk-taking called The Power of Risk and often speaking to sales professionals, I’m regularly asked by ambitious sale people what ... Views: 2401
A sales professional without desire is like an engine without fuel. Even the best engine will fail to perform when it is lacking the necessary fuel. An idle engine creates no momentum. Your sales efforts need momentum, not only to get things started but to keep things moving. Desire is your ... Views: 2369
A winter scarf is said to be very versatile because it allows you to create any look when wearing it. However, not all winter scarves are good enough for you. There are some things that need to be considered in choosing the right winter scarf for you.
First of all, scarves are made from ... Views: 2361
Statistics show that more than 75% of sales calls end without the sales person asking for commitment. Believe it or not most customers buy rather than sales people asking for the order.
The purchasing discussion usually goes something like this,
"Send me a proposal." Then there's some ... Views: 2356
As a professional presenter for over fourteen years, I’ve seen PowerPoint used well and poorly. Unfortunately, is seems to be used poorly more often that well. Here are some suggestions for making PowerPoint a positive part of your presentation.
The secret to using PowerPoint successfully ... Views: 2352
Shhh…can you hear that? That growing noise you hear is either our once strong economy coming to a screeching halt or the sounds of economic experts offering up their noisy opinions. As a former Macroeconomics professor, I know if you ask 5 economists their thoughts on the direction of the ... Views: 2321
Increase your sales by using these simple C-level relationship selling, sales tips. Steal your competitors’ accounts. They are qualified, and they buy your type of products / services. Your competitors sell to these accounts. So what’s not to like, except they are not buying from you. To ... Views: 2293
Victor Frankl’s best-selling book, Man’s Search for Meaning, has been listed as one of the ten most influential books in the United States.
Frankl chronicles his experiences as a prisoner in the Auschwitz concentration camp during World War II.
In the opening of his book he ... Views: 2288
You are a professional sales person, you generally reach on or about target, and life is good.
Have you ever wondered just how some people become a sales legend? What secret do they have that is not common knowledge? Why do the same people win the competitions and make club year after year, ... Views: 2287
Developing strong listening skills is a key element in building collaborative, professional and long-lasting personal relationships. Listening is an integral part of the whole communication cycle. As you move through the levels of listening, you’ll generate different responses from the speaker. ... Views: 2285
Most sales people know enough to ask questions. And every sales person has heard a thousand times to listen more than they speak. However, most sales people interrogate rather than interview. The difference is; interrogating is about the sales person, and interviewing is about the prospect or ... Views: 2271
Sales force compensation options are plentiful—commission based on sales, blend of stock options, incentives and special bonus plans. Successful plans are always aligned to fit the overall goals of the company.
Threads
The list of variables to consider in a compensation plan include: new ... Views: 2260
Ahh the dreaded gatekeeper. For most salespeople, gatekeepers just might be the most emotionally frustrating and professionally challenging of all sales encounters. They can say “no” but they can rarely say “yes” to a value-oriented relationship with you.
While getting to the decision maker ... Views: 2259
This sales negotiation training article will serve as your guide on how to become the most effective sales negotiator you can be. But this requires discipline and a hunger for success. This requires you to stick with the regimen this article suggests and trample down obstacles that hinder you ... Views: 2184
Your buyers from the top C-level echelon to lowly subordinates will stick buy you if you continue to meet their needs. Likewise, they will switch to competitors if you don’t. This means, if you want your competitors’ accounts, get to the c-level leaders and show them you can satisfy their needs ... Views: 2184
The reason for C-Suite selling is to attain the final yes on a contract or sale. Additionally, C-Suite selling is the most effective way to generated excitement to start a project or sale.
So what excites C-Suite executives to buy and/or initiate projects? It’s the expectation to eliminate ... Views: 2180
How many times have you heard the executive who’ll make the final decision is too busy to meet with you? C-Levels and top executives have so many things to do. Well, something is wrong here because at some time the C-Level will have to take the time to learn before s/he makes the final ... Views: 2176
“When the student is ready the teacher will appear.”
The other day, a board member was lamenting on the poor performance of his company. So I said, "You should hire me to help your company get more sales." To which he replied, "Not right now, Sam. The timing's not right." So I said, "Timing?? ... Views: 2164
Ten years of competitive hell!
That was the title on the seminar brochure I received recently. As I survey some of the forces flowing through our economy, and witness the way in which they effect my clients, I have to agree. The Information Age is certainly one of the most turbulent ... Views: 2133
What is it that will make your prospect buy today? Why didn’t he buy yesterday? Why won’t he wait until tomorrow?
To answer that, you must first define what exactly a prospect is. There are four common characteristics that all companies share in order to be described as a ... Views: 2127
Part I, Active Networking
For salespeople to be effective lead generators, they must have both active and passive marketing programs. Now (1) their marketing program must be their own -- not the company’s (although the two can be in sync with each other), and (2) they will do both, ... Views: 2125
Networking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. ... Views: 2111
Ever wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota?
In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who ... Views: 2110
We have identified 5 separate sales rep motivational profiles. We have discussed a few in previous shows. As we continue on our motivational, leadership and coaching series on personality types and motivational profiles, today we are going to talk about the sales people that are primarily ... Views: 2103
Now we’ve all had them.
If you haven’t had them, then you will have them.
If you have had them, then you know exactly what I am talking about.
And those are the most difficult sales people, the ones that are motivated through a variety of different motivations, but the biggest ... Views: 2091
All Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ... Views: 2091
How can your organization sell more and sell smarter? By creating a powerful sales culture – an environment that inspires and engages everyone in the organization to become part of the virtual sales team and support the sales efforts.
What Is Sales Culture?
Sales culture is the concept that ... Views: 2088
Creating a topic for a teleseminar is one thing. Developing great content is something completely different. The content has to provide solutions to whatever your listeners are interested in. The following is a very simple formula for creating a hot topic AND great content.
1. Determine topic ... Views: 2087
The comfort that our pillows bring constitutes on how well we sleep at night. This comfort can only be achieved if our pillows are in the right quality and this means that it is still close to its original state when first bought. Of course, just like our sheets, pillows get dirty as well while ... Views: 2081
Prospects buy products based on the perceived value they will derive from those products. However, what one prospect values is not the same as another. They both may buy the same product, but they can buy it for completely different reasons.
For example, why do people buy cotton swabs? ... Views: 2054
Sometimes, hiring medical sales reps feels like a roll of the dice. You hope you get a winner, but you’re never sure you will.
In an article called “Stop Hiring Poor-Performing Salespeople,” Brian Jeffrey wrote about 3 specific pitfalls of hiring sales reps you should look out for, and ... Views: 2037
Ever wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota?
In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who do ... Views: 2018