Changing the Image of Sales

July 3, 2012 by  | Leave a Comment Filed under: Sales 

Sales are one of the most tedious jobs within the business. A lot rides upon ones shoulders when performing this task, especially when you are commissioned. You not only have the responsibility of selling a product, but you also are presenting the image of the company as a whole, in whatever (read on...)

4 Simple Sales Tips, If You Hate Selling

June 28, 2012 by  | Leave a Comment Filed under: Sales 

Let’s face it, sales is here to stay. Your success in business depends upon your ability to sell your product or service. So with that said, it’s high time you get an attitude adjustment about sales. “I hate selling!” or “I can’t stand salespeople!” If I (read on...)

Is It "Ok" to Be Average In Sales?

June 16, 2012 by  | Leave a Comment Filed under: Sales 

It is the general belief that every sales person strives to be #1 in sales; to be the top sales person; to exceed their quotas and win those rewards for great performance. Recently the New York Times carried a piece on mediocre employees indicating that they were content in earning their paycheck (read on...)

How to Pitch Your Customers for Success

May 16, 2012 by  | Leave a Comment Filed under: Sales 

It seems that everybody at one time or another has met someone who might be described as a “naturally born” salesperson. As human beings, we tend to stereotype people in our minds and label them as having an ability which is unique to that individual. But the reality about sales and (read on...)

7 Reasons Why Talking Heads Seldom Reach Their Sales Quotas

May 16, 2012 by  | Leave a Comment Filed under: Sales 

In 1987 a TV series called “Max Headroom” broke onto the scene. It was a futuristic show about a network reporter who gets caught up in an experiment and becomes a computer-generated personality. The series only lasted one season (14 episodes), I think but it was fun to (read on...)

Stellar Products Sell Themselves, or Do They?

April 25, 2012 by  | Leave a Comment Filed under: Sales 

My world is consultative selling and all my clients require a consultative sales approach. In other words, they sell something that you can’t take a picture of. Consultative selling is viewed as more challenging and demanding than selling a product, but even if you are in the lucky position (read on...)

Why The Salesperson Ought To Feel That They Are A Real Professional

April 15, 2012 by  | Leave a Comment Filed under: Sales 

A trainer I know is continually asked by delegates on his sales training courses: “Just how important is it that I believe that I am a professional salesperson?” In answer to this question he replies that he thinks it truly is vital. Additionally, he would like to see even higher (read on...)

Sales and Delivery

April 10, 2012 by  | Leave a Comment Filed under: Sales 

Any business regardless of size or industry must do two things effectively if it going to succeed – Sell and Deliver. Though delivery comes last in the sequence it is actually more important for the long term success of the business than sales is. Your sales people might be able to (read on...)

Story Telling and Sales – How It Can Help Growing Your Business

March 16, 2012 by  | Leave a Comment Filed under: Sales 

Once upon a time… From a very early age on I was fascinated by fairy tales and stories. Story telling is essential in a consultative sales environment. Remember 1001 Nights? When I was a kid I loved the idea of people gathering in a tent or square and listening to stories. Still to this day (read on...)

When Prospecting, Listen to Your Prospects Rather Than Pitching Them

March 14, 2012 by  | Leave a Comment Filed under: Sales 

When we sell in a consultative environment, listening is more important than talking. Yes, we need messaging and a pitch and we need to communicate with our prospects, but it’s how we do it that is essential to success. It is up to us sales people to raise the bar and be viewed as advisers (read on...)