Skills for Sales: Improving the Outcome of a Sales Meeting

February 3, 2011 by  | Leave a Comment Filed under: Sales 

When you are a salesperson, you can really shoot yourself in the foot and cripple your chances of closing the deal before your meeting or presentation really gets started. When some salespeople begin their meeting or presentation, they go into a trance-like state and start reciting their generic (read on...)

No More Costs to Cut? Practical Tips to Grow Your Business and Improve Your Profits

January 29, 2011 by  | Leave a Comment Filed under: Management 

Over the last few years businesses have acted vigorously to remove excess costs and trim the workforce. Reducing costs further is likely to damage the business. So what can pragmatic and positive business leaders do to equip their business for the months and years ahead? Review your offer. Which (read on...)

The 8 Toughest Customer Objections

January 27, 2011 by  | Leave a Comment Filed under: Sales 

Whenever you are going to sell something, be it yourself or for the company you work for, you will always meet objections. Things will not always go as smooth as one might hope and you will have to find new ways to convince your audience that you are offering quality. What I have found to be the (read on...)

7 Sales Steps When Opening New Accounts

January 27, 2011 by  | Leave a Comment Filed under: Sales 

Initial Sales Steps can make you a winner or loser with new accounts. You must both know the correct sales steps and then do the correct sales steps. Anything less could impact your customer sales forever. I had occasion to make a sales call with one of my consulting clients to evaluate his work (read on...)

Selling Tips for Salespeople – How to Win Sales by Being Positively Predictable

January 11, 2011 by  | Leave a Comment Filed under: Sales 

This article is about creating a positive predictable experience for your prospects and customers. Your expertise as a salesperson is not based on your product/industry knowledge alone. Decision-makers also factor in your behavior as you interact with them throughout the sales process. Your goal (read on...)

What’s the Difference Between Good Sales Questions and Bad Sales Questions?

January 6, 2011 by  | Leave a Comment Filed under: Sales 

Not Bad Questions…Only Bad Timing The difference between great sales questions and ordinary or “bad” sales questions isn’t the question itself…it’s the intention and timing of the question. Rather than memorizing questions, learn the pattern of a consultative (read on...)

Getting Customers Happens When You Demonstrate Leadership and Sales Skills Simultaneously

December 31, 2010 by  | Leave a Comment Filed under: Sales 

Recently, I attended a local business-networking luncheon as a guest of client. This well orchestrated business-networking event was sponsored by the Crossroads Chamber of Merrillville and Crown Point, IN. Beyond having the opportunity to meet a few new people, I had the opportunity to once again (read on...)

Selling Skills – 5 Steps To Obliterating Your Fear Of Selling For Good

December 28, 2010 by  | Leave a Comment Filed under: Sales 

Most business owners and entrepreneurs have no problem coming up with ideas of how to make money. The problem they do have, however, is a total sense of fear about taking their idea to market and find the people who pay for it. People will not just magically appear and freely hand over cash. You (read on...)

Retail Sales Skills Case Study – The Upscale NYC Glasses Store

December 22, 2010 by  | Leave a Comment Filed under: Sales 

The High-end Upper East Side New York City Glasses Store – 1. The other day, for my website photo, I was told that I look too young and that the boyish looks may preclude many executives from hiring me to recruit executives. It was suggested that I wear glasses in the photo. However, my (read on...)

December – Why It Can Be the Most Important Month of Next Year!

December 17, 2010 by  | Leave a Comment Filed under: Sales 

I would like to share the following poem with you: Wouldn’t life be worth the livingWouldn’t dreams be coming trueIf we kept the Christmas spiritAll the whole year through? I would love to take the credit for those splendid words but alas I cannot and sadly the author chose not to (read on...)

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