Value Add Negotiating for Sales Professionals
Imagine this scenario. You are a sales representative for Baker distributing. One of your long-time customers, Albertson Metals, operates a mill that produces high nickel alloy ingots. Each year, this mill purchases approximately $500,000 worth of MRO products such as bar conditioning wheels, flap wheels, grinding belts, cutoff wheels, steel... Read More
Is It Time To Rethink Your Sales Training Program or Is Your Sales Training Delivering Results?
Sales is still a must for any company who wishes to stay in the marketplace. A recent Internet search uncovered over 471,000,000 hits on the words sales or selling. Visiting an Internet bookstore revealed similar interest with almost 11,400 titles including the key word of sales, over 8,208 titles with... Read More
Smart Discounting: The Right Way To Discount Your Products
If a store had a great discount in the middle of the woods and nobody was around to hear about it, would it make a difference?There are two types of discounting. There are arbitrary discounts; these are the type you just make up because you are trying to close a... Read More
Evaluating Your Customer
It is one thing to make a sales presentation, but it is another thing to make a sales presentation without first evaluating your customer. For all you know, you could be selling your customer something that they already have, or something they don't want, don't need, or can't afford.This is... Read More
Reaching Goals in Direct Sales
From surveys and experience, we've noticed many setting excellent goals for their business. We've also noticed that while the goals being set are good, the results aren't. Around 90% of those in Direct Sales do SET goals, but never reach them.So the question comes to mind.....are you making the right... Read More
How Can A Smelly, Hissing Goose Teach You To Be A Business Leader?
In the 1990's we lived on a farm in Iowa. Since I grew up in the country, I thought I knew everything there was to know about country living. Imagine my surprise at learning something life changing from a couple of old geese! When we obtained the farm I wanted... Read More
The 7 Deaths of a Salesman
In sales, you can work one of two ways. You can either do the things you should do or you can do the things you want to do. Sometimes these are one in the same, but more often they are at odds with one another. However, this article isn't about... Read More
Get Leverage & Increase Your Sales Results Immediately!
Have you ever started something and not completed it? Or maybe there's something that you know that you should do but you just don't seem to get around to it? Or perhaps there's something that you know would benefit from more attention / more focus but you just don't give... Read More
Sales Discipline: Five Steps To Recover From A Lost Sale
Ever lost a sale? Of course you have, we all have. The difference between the average salesperson and the great salesperson is how quickly you recover from the lost sale. When you lose a sale that you thought you should have won, it is often tempting to take it personally... Read More
Three Essential Questions You Must Ask To Make More Sales ? Ignore Them At Your Peril
There's loads of material about making money available on the Internet. Most of it is called "How you can make money on the Internet by selling products called How to make money on the Internet".If it's not that title, it's about how to write "killer" advertising copy or how to... Read More
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Win More Sales With a 5-Step Sales Process
Facilitating the buying process can be very straightforward and fairly... Read More
Sales 101
For many individuals in business the hardest part is selling.... Read More
Got Sales Objections? Wheres Your Value?
A sales manager who reads this newsletter regularly suggested the... Read More
How Pareto?s Principle Impacts Your Sales Success
Pareto's Principle {the 80/20 rule) is vividly illustrated in the... Read More
7 Ways to Get to the Truth: When the Sale Disappears
Based on his most recent e-mail, "Everything looks good --... Read More
Like It or Not... You?re in SALES!
Mention the word sales or salesman and two out of... Read More
Transforming Problems into Sales
My silent fish tank was no more. Enough water had... Read More
Elearning Is Dead - Long Live Blended Learning!
There is little doubt that eLearning has not achieved the... Read More
Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!
Education plus Motivation is a powerful formula. But how do... Read More
The Choice between Yes and Yes: A Psychological Revelation
Three year old Kara was throwing a tantrum. She didn't... Read More
Generate Sales with Lead Generation Marketing Tools
One of the best projects to undertake as an online... Read More
Turning Sales Techniques Into Sales Success!
The goal of all sales training is not just to... Read More
Do You Know the Emotion Behind the Objection?
Prospects have many reasons (you might think excuses) for not... Read More
Prep Your Customer
When I first moved to Seattle, I worked for 9... Read More
9 TIPS: Dont Sell Me - Persuade Me
We all have something in our past we believe someone... Read More
Increase Your Influence, Increase Your Sales
Selling is everyone's lifeblood whether they realize it or not.... Read More
Probe Before You Sell
When selling a product to a customer, it is very... Read More
Successful Sales Strategies: Winning the Close Ones
The "Three Cs" in building customer relationships are a key... Read More
Boost Buyer Confidence By Assuming The Sale
I saw something in town the other day that just... Read More
Success Secrets Of A Famous Vacuum Salesperson
I have to admit, I have an 'addiction'.Sometimes this addiction... Read More
The Art And Science of Closing - How To Close More Sales Right Now
One of the questions I often get asked as a... Read More
Selling - Always Go for Top Money
If you've ever flown economy class on an international flight... Read More
Sales Techniques to Help the Customer to Buy
Three times I have revisited Turkey after living in the... Read More
Sales Marketing: 10 Explosive Strategies To Amplify Your Sales
Marketing is a skill. Once you master it, you can... Read More
Make Your Referrals Count
Just because we receive a referral, it doesn't mean that... Read More
Sales Skills are Life Skills
I love the art of selling. LOVE IT. When I... Read More
Unlocking the Myth of Hypnotic Communication
Unquestionably when the word hypnosis pops-up in a conversation or... Read More
Say What?!? Sales is a Profession?
What exactly is the sales profession? Without a common dialogue... Read More
How To Master The Art And Science Of Super Salesmanship In 3½ Minutes Flat!
Dear Friend,You #1 weapon in advertising will always be...Superior Salesmanship.I... Read More
The Most Underused and Powerful Method of Lead Generation
Are you worried about whom you'll sell today so you... Read More
Why Salespeople Dont Take Risks
Proponents of traditional sales training simply teach the material, sometimes... Read More
Being Politically Correct When Selling Can Cost You Sales
In our culture it is basically un-American for a prospective... Read More
10 Boundless Ways To Anchor Down More Sales
1. Multiply your marketing and advertising efforts on the Internet.... Read More
How Business Coaches Avoid the Yearly Training Feeding Frenzy
What is it with appraisals? In September and October there... Read More
Direct Sales and the Use of Clipboards
Do you ever feel that when you are doing direct... Read More
3 Tips to Get Clients Now
"I need more clients!" wails Steve, a 32 year old... Read More
It Is Not The Price That Is Keeping You From Making The Sale
Most salespeople are under the false belief that the lower... Read More
Growing Sales Through Creating Connections
Your mission as a business owner is to develop a... Read More
When The Clock Strikes Twelve!
I just finished reading another sales copy ending with the... Read More
The Changing Role of the Sales Consultant
"Leadership rests not only on outstanding ability. It also rests... Read More
Are You Missing Out On Sales Through Fear of Pain? Improve the Persuasive Power of Your Words!
Education plus Motivation is a powerful formula. But how do... Read More
Sales and the City
It's all about relationships!Here is how a popular TV show... Read More
Unleash Your Inner Sales Superstar & Win More Business Right Now!
It's a rainy afternoon on a typical mid week afternoon... Read More
Elearning Is Dead - Long Live Blended Learning!
There is little doubt that eLearning has not achieved the... Read More
Sales Trap - We Love to Talk, But Need to Listen
My research has clearly shown that, when it comes to... Read More
3 Steps to Immediately Improve Sales
Want to increase sales within your company? It's not as... Read More
Dont Read This Issue: Why Saying No Can Make Your Sales Rate Soar!
Yes, it's true. Saying "No" is a great way of... Read More
In Sales - Heres News You Can Use
Here's an idea on how to make reading the daily... Read More
Sales: The Secrets Of Super Salesmanship Exposed
Most people tremble when they hear the word "sales".This explains... Read More
You CAN Be a Great Salesperson!
When you are in sales, you have the choice to... Read More
7 Keys to Turning Cold Calls Into Warm Calls
Let's face it when it comes to cold calling many... Read More
3 Hot Ways To Crank Up Your Sales
1) QUICK FOLLOW-UPSWhen you make your first sale, follow-up with... Read More
Eliminating Objections to Increase Sales
You want to increase the flow of sales revenue, but... Read More
Seven Keys To Closing More Sales During The Second Half Of 2006
It's not too early to start planning for the sales... Read More
Leverage Avoidance Values for Irresistible Selling
What are values? Values are filters that everyone uses to... Read More
Effective Account Management
Congratulations! You successfully sold one or more of your company's... Read More
Secrets That Lead To Failure In Sales
Let's be realistic nobody really wants to be labeled a... Read More
Transforming Problems into Sales
My silent fish tank was no more. Enough water had... Read More
Your Business Approach Can Make or Break a Business Deal
Every sales presentation should start with the approach, or introduction.... Read More
Are You Doing What It Takes To Win More Sales
What does it take to be a WINNER during these... Read More
A Stupid Question
This is a stupid question but it has to be... Read More
The Canned Sales Pitch Myth
Canned or scripted sales approaches are rarely successful, because one... Read More
How to Sound Just Like a Salesperson
Prospect - "So now that I've told you what we... Read More
Sales 101
For many individuals in business the hardest part is selling.... Read More
12 Sure-Fire Steps To Improve Your Retail Sales
The purpose of any business is to bring in customers,... Read More
Just Ask
For the 'big three' automobile sales consultants, the 'employee discount... Read More
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