Free Articles in Sales Management

Time Management - Sales Productivity's Black Hole

mnicksjr@focusomr.com (Martice E Nicks Jr) — Wed, 07 May 2008 20:41:32 GMT

Is time management the best approach to improving sales productivity?

The 7 Deadly Sins Of Voice Mail

mark@bettersalesresults.com (Mark Winder) — Wed, 07 May 2008 02:00:31 GMT

Despite the huge popularity of email in today's fast-paced business world, telephones and voice mail are still an important and vital part of business communication and new business development. Avoiding these 7 Deadly Sins of Voice Mail will ensure that you get the most 'bang' for your efforts on

The Secret of Recession Proof Sales Team Motivation

vcarlson@digitalbrandexpressions.com (R.L. Fielding) — Wed, 07 May 2008 01:56:02 GMT

During a recession you need to work harder to find solutions to increasing sales team motivation, getting customers to buy, and encouraging people to work smarter and more efficiently. Recessions don't spell the end of a business, but rather an opportunity to grow and improve your business model.

Medium is Beautiful

managementandbusinessarticles@ianbrodie.com (Ian Brodie) — Wed, 07 May 2008 01:48:33 GMT

Many salespeople mistakenly believe their largest accounts are their best ones. In reality it's often the medium sized accounts that are both the most profitable and have the highest growth potential.

You are What You Sell

managementandbusinessarticles@ianbrodie.com (Ian Brodie) — Wed, 07 May 2008 01:48:33 GMT

Customers are increasingly making judgements about your products and services based on their perception of you. Do you measure up?

It's the most commonly quoted rule in sales: the 80:20 rule. But does it really work?

managementandbusinessarticles@ianbrodie.com (Ian Brodie) — Wed, 07 May 2008 01:48:33 GMT

It's the most commonly quoted rule in sales: the 80:20 rule. But does it really work?

Back to Basics: The Vital Importance of Sales Activity Targets

managementandbusinessarticles@ianbrodie.com (Ian Brodie) — Wed, 07 May 2008 01:48:22 GMT

Everyone recognises the importance of having a clear vision for their business, and of setting specific, measurable objectives. Yet fewer companies focus on the key area of Sales Activity targets.

Rejection: Sometimes it Really is Personal

managementandbusinessarticles@ianbrodie.com (Ian Brodie) — Wed, 07 May 2008 01:47:02 GMT

"Rejection isn't personal" - it's the oldest saying in sales. But is it really true? If people buy from people they know, like & trust then surely rejection really is personal.

Lydia Ramsey's Six Secret Sales Weapons

articles@mannersthatsell.com (Lydia Ramsey) — Sun, 27 Apr 2008 16:43:26 GMT

Six secret sales weapons that wil open doors and build relationships that increase sales.

Using Google Alerts as a Sales Prospecting Tool

hal@marketstrategy.cc (Hal Warfield) — Mon, 14 Apr 2008 18:56:07 GMT

Find prospects and new business opportunities

Selling your Business - Step by Step Process

marketing@somethingdirectory.com (anthony church) — Mon, 14 Apr 2008 18:54:11 GMT

Selling a successful running business is not as simple as it sounds. This article throws light on the process of selling a business from start to end and emphasis on certain key points which are normally overlooked.

Sales Management: How to Manage Independent, Tech-Savvy New Millennial & Help Them Sell Effectively

peoplesavvypr@gmail.com (Gregory Stebbins) — Mon, 14 Apr 2008 18:53:02 GMT

Sales managers are facing challenges managing new sales professionals… Understand their work styles, motivations and view of the worlds to manage them better…

Cold Calling for Introverts

hal@marketstrategy.cc (Hal Warfield) — Wed, 09 Apr 2008 06:40:21 GMT

Being in sales poses many problems for introverts but probably the biggest is the idea of making cold calls. Now before we look at cold calling for introverts let's look at the concept of cold calling itself a bit more closely.

Does Your Team Sell Transactionally or Are They Trusted Advisors?

mnicksjr@focusomr.com (Martice E Nicks Jr) — Wed, 09 Apr 2008 06:29:41 GMT

If your sales team sells transactionally and your competitors are focused on becoming trusted advisors, what impact will it have on your competitiveness.

Turbo-Charge Your Selling Skills with the Art of Storytelling

managementandbusinessarticles@ianbrodie.com (Ian Brodie) — Wed, 09 Apr 2008 06:28:06 GMT

One of the most effective tools you can use to improve your selling skills is the use of stories. By crafting powerful stories that illustrate the value of your products and services you can grab customers interest and demonstrate your credibility.

Phone Sales Leads Are Worthless Trash

siegel@topsavings.net (Aaron Siegel) — Mon, 07 Apr 2008 21:35:50 GMT

Phone leads are the most powerful tool in a marketer's arsenal. Find out what can make them trash.

Warm Up for Cold Calls

siegel@topsavings.net (Aaron Siegel) — Mon, 07 Apr 2008 21:35:50 GMT

Learn some tips in this article that can help improve your sales ratio when utilizing phone sales leads. You may find you do better after reading this.

The Number One Best Piece of Sales Advice Ever

mark@bettersalesresults.com (Mark Winder) — Mon, 24 Mar 2008 06:47:43 GMT

No matter what the product or service is that you're trying to sell or promote, there's one piece of the sales puzzle that will guarantee a higher rate of sales success - unless you leave it out of your sales process. Not following this advice will either make your job significantly tougher or...

Using Neuro-Linguistic Programming to Close the Deal

coachtimharris@gmail.com (Tim Harris) — Mon, 24 Mar 2008 06:07:30 GMT

If you aren't closing as many real estate deals as you would like, you need to learn how to speak another language. I'm not talking about learning Spanish, French or German. You need to learn to speak the language of sales if you want your conversations to translate into profits.

How to Un-Stick Your Sales Efforts and Get Back to Sales Success

mark@bettersalesresults.com (Mark Winder) — Sun, 23 Mar 2008 18:32:40 GMT

Are your sales stuck in the doldrums even though you have an abundance of opportunity in your sales funnel? It happens to everybody, their business suffers because the sales are "there" but they just don't seem to come in. This article sheds light on this phenomenon...

Sales Training: Stop Traditional Based Selling & Focus on Consultative Selling Now

BrooksGroupTraining@gmail.com (Will Brooks) — Thu, 13 Mar 2008 18:11:38 GMT

Today, the sales role has more in common with a fighter pilot's job than anything else. It is defined by periods of patient waiting punctuated by moments of unimaginable excitement.

Mortgage Leads: A Referral System that Works Best for You

conn1229@yahoo.com (jay conners) — Thu, 13 Mar 2008 05:54:41 GMT

I worked for years as a mortgage loan officer. During this time I worked with two highly successful mortgage loan officers.

Winning tactics to deal with price objections

alan@themotivationdoctor.com (Alan Fairweather) — Sun, 09 Mar 2008 09:19:29 GMT

Do you ever lose business to your competitors on price? This article reveals 4 simple steps to deal with price objections and win more business.

Uncovering the Top Ten Sales Myths

mark@bettersalesresults.com (Mark Winder) — Fri, 07 Mar 2008 21:33:58 GMT

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..

Goal Setting To Leverage Sales Success

jf@jonathanfarrington.com (Jonathan Farrington) — Fri, 07 Mar 2008 05:01:06 GMT

If your sales team lacks clarity about why they are doing the job that they do, their sense of purpose will become diluted and as their sales manager you are losing out on a massive piece of their potential.

The Power Of Testimonials

jf@jonathanfarrington.com (Jonathan Farrington) — Fri, 07 Mar 2008 05:00:20 GMT

The power of using testimonials during different stages of the sales process increases sales when ‘real' customers are seen or heard testifying as to how beneficial a product/service has been for them.

Before Looking Outwards, Be Sure To Look Inwards

jf@jonathanfarrington.com (Jonathan Farrington) — Fri, 07 Mar 2008 04:59:48 GMT

If we want to change aspects of our lives, including the way our prospects and customers react to us, first we have to change our own thinking.

Sales - Does It Have to Be Another Bad Word?

dreamteammarketing@gmail.com (Matthew Glenn) — Thu, 06 Mar 2008 05:52:14 GMT

When the topic of selling and sales come up most of us run and hide. But if the truth be told this is a skill that we can not pass up if we are looking for success. Here are some common sense approaches to handling your fears when it comes to sales.

Negotiation - The Importance Of Trading Concessions

jf@jonathanfarrington.com (Jonathan Farrington) — Sun, 02 Mar 2008 02:09:56 GMT

The way concessions are handled is a vitally important negotiating skill and can have a huge impact on the final result. Here are ten tried and tested tactics to help you.

No Pain, No Sale

jf@jonathanfarrington.com (Jonathan Farrington) — Sun, 02 Mar 2008 02:08:50 GMT

If a prospect feels content with their current supplier or their current situation, then it will be a huge challenge to motivate them to want to buy your product or service. That is why every pain your prospect feels is an opportunity for you.

How Important Is Self-Motivation In Selling?

jf@jonathanfarrington.com (Jonathan Farrington) — Sun, 24 Feb 2008 02:53:34 GMT

As sales people, if we continually look to find motivation from outside of ourselves, then we are placing ourselves in a risky situation because it may not always be possible to have a drip feed of motivation feeding us when we need it most.

Closing With Ease

jf@jonathanfarrington.com (Jonathan Farrington) — Sun, 24 Feb 2008 02:52:29 GMT

Next to objections, closing is one of the most talked-about sales training topics among sales people and sales managers. Everyone wants to know how to close and how to speed up the buying process.

The Sales Person's First Day

lsalz@salesdodo.com (Lee Salz) — Thu, 21 Feb 2008 12:45:18 GMT

Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.

Motivating the Passive Sales Candidate

lsalz@salesdodo.com (Lee Salz) — Thu, 21 Feb 2008 12:44:15 GMT

Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?

Priming the Sales Applicant Pump

lsalz@salesdodo.com (Lee Salz) — Thu, 21 Feb 2008 12:43:11 GMT

Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.

Secrets Buried In a Sales Person's Resume

lsalz@salesdodo.com (Lee Salz) — Thu, 21 Feb 2008 12:41:44 GMT

The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.

How To Deliver Persuasive Sales Presentations

jf@jonathanfarrington.com (Jonathan Farrington) — Mon, 18 Feb 2008 05:48:15 GMT

Here are ten suggestions that help improve the effectiveness of any presentation

How To Identify & Sell To The Four Personality Types Resident In Every Boardroom

jf@jonathanfarrington.com (Jonathan Farrington) — Mon, 18 Feb 2008 05:22:56 GMT

It is of course dangerous to generalise and there will always be exceptions, however based on my experience, I have very rarely been mistaken using this concept of personality identification.

To Have Growth In Profits, You Must Have Growth In People

jf@jonathanfarrington.com (Jonathan Farrington) — Tue, 12 Feb 2008 02:31:05 GMT

It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way or to simply skip steps and take shortcuts that can lead to long-term trouble.

Are Self-Limiting Beliefs Constraining Your Sales Team?

jf@jonathanfarrington.com (Jonathan Farrington) — Tue, 12 Feb 2008 02:27:46 GMT

Intuitively, Sales Directors understand the vital importance of the right mindset. Yet far too many feel powerless to help their salespeople turn their negative beliefs into positive ones.

How to Effectively Overcome Objections

publications@directsellingacademy.com (Jeffrey Zalewski) — Tue, 05 Feb 2008 05:44:47 GMT

Objections from a prospect are inevitable and a part of business life. To overcome objections effectively requires understanding objections. This article digs into the biggest reason most marketers struggle in having to handle and overcome objections. Plus, you will discover a little known secret...

The Simple Way to Close More Sales Effectively

publications@directsellingacademy.com (Jeffrey Zalewski) — Wed, 30 Jan 2008 07:29:15 GMT

Chances are you are not closing as much business as you would like. Rarely do you need more leads. What you need is to become more efficient and more effective in closing the prospects you have already made contact with. In this training article, we will uncover a simple way to close more sales...

The Core Skills You Need To Learn Hypnosis

idtabije@yahoo.com (Ismael Tabije) — Tue, 29 Jan 2008 08:21:38 GMT

Conversational hypnosis is the practice of inducing hypnotic trances through the focused skills learned in language, speech and suggestion. The primary objective is to induce a trance in order to accomplish a motivated outcome or reach a specific purpose;

How to Price Handmade Jewelry

christinegierer@sympatico.ca (Christine Gierer) — Wed, 23 Jan 2008 02:57:47 GMT

Pricing handmade jewelry seems to one topic that jewelry artists never agree on. There are lots of different viewpoints and philosophies. This article will discuss some of the things to think about as you consider how to price your jewelry, and some of the common pricing models...

Finding The Right Sales Talent For Your Company

lsalz@salesdodo.com (Lee Salz) — Tue, 22 Jan 2008 06:40:26 GMT

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.

Try Before Buy

lsalz@salesdodo.com (Lee Salz) — Mon, 21 Jan 2008 10:26:10 GMT

In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.

Eight Habits of Good Sales and Marketing

articles@dti.eu.com (Paul Sutherland) — Thu, 17 Jan 2008 04:20:01 GMT

You do not wake up one morning with the idea for an excellent product or service and automatically know the skills required for equally exciting sales and marketing techniques. Like anything else in your life...

The Starbucks Momentum

adsthatmakemoney@yahoo.com (Tommy Yan) — Wed, 16 Jan 2008 15:31:46 GMT

I'm downtown one business morning. There are coffee lovers parading their Starbucks boldly and proudly. They don't drink them because you don't drink a status symbol.

Instant Gratification

adsthatmakemoney@yahoo.com (Tommy Yan) — Wed, 09 Jan 2008 15:18:58 GMT

The more exotic the reward, the more response you'll get. The more unique the gift, the more sales you'll make. And the more in-demand the prize, the more customers you'll attract.

Hidden Power of Reciprocity

adsthatmakemoney@yahoo.com (Tommy Yan) — Wed, 02 Jan 2008 17:23:20 GMT

Picture the Salvation Army bell ringers. As you exit the store, they smile and wish you a nice day. Even if you opt not to donate eighty percent of the time, they get you for twenty. That's twenty percent that could have stayed in your pocket.

"Hunter" vs. "Farmer": How Do You Sell?

phassett@salesnowonline.com (Pat Hassett) — Wed, 02 Jan 2008 01:42:53 GMT

Are you a transactional ("hunter") or a consultative ("farmer") salesperson. Find out the difference and learn which method is most likely to help you increase your sales, your profits and your customer loyalty.

Business Basics: 5 Elements of a Sales Relationship

helaine@pathofpurpose.com (Helaine Iris) — Mon, 17 Dec 2007 18:19:32 GMT

I've seen it over and over - small business owners who get nervous and uncomfortable when it's time to assume the role of salesperson.

The Reality of Telemarketing

bgrinonneau@masmllc.com (Brian Grinonneau) — Mon, 17 Dec 2007 17:32:34 GMT

The most effective direct marketing strategy comes from one of the most overlooked places-the telemarketing firm.

The Sales Person's Kryptonite

lsalz@salesdodo.com (Lee Salz) — Mon, 17 Dec 2007 09:31:30 GMT

RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power!

Cold Calling: It's Chilly Out There

phassett@salesnowonline.com (Pat Hassett) — Thu, 13 Dec 2007 19:41:36 GMT

Cold call reluctance got you down? Follow these tips to warm up your cold calling experience and to achieve solid results for you and your customers.

Gatekeepers are No Trouble Anymore

pj1@thepauljohnson.com (Paul Johnson) — Thu, 13 Dec 2007 19:16:58 GMT

If you can't get past the gatekeeper, it's probably your own fault. Learn a simple 3-step approach that puts the gatekeepers who control executive access on your side.

Why Your Customer's Buy: 3 Motivators Small Business Owners Should Know About

warlow@smallbusinesssuccess.biz (Rob Warlow) — Thu, 13 Dec 2007 10:10:18 GMT

What motivates people to buy and how you can apply this knowledge to help make your business more successful by increasing sales and profit?

Perfecting the Art of Silence in Negotiating

jag@liztahir.com (Liz Tahir) — Thu, 13 Dec 2007 05:09:12 GMT

Silence is the secret tool of power negotiators. Knowing when to listen, not talk. Using facial expressions, not your voice, to make a point. Here are five tips on how perfecting the art of silence can make you a better negotiator

Will You Pass the Flinch Test?

lsalz@salesdodo.com (Lee Salz) — Mon, 10 Dec 2007 11:50:09 GMT

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?

Understanding the Value of the Taguchi Method of Testing

bonniejean@dreamdoerleague.com (Glen Hopkins) — Thu, 29 Nov 2007 17:50:01 GMT

The most sophisticated level of testing is a multi-variate form of testing that utilizes the Taguchi Method. Marketers have learned that while an A/B test might create a 5-10% improvement, a Taguchi test could provide a 15-45% improvement.

The Top 10 Reasons to Outsource Sales Appointment Setting

bgrinonneau@masmllc.com (Brian Grinonneau) — Wed, 28 Nov 2007 15:15:17 GMT

The top 2% of sales organizations separate prospecting from selling to realize increases in sales productivity.

Testimonial and Guarantee Secrets that Sell More

bonniejean@dreamdoerleague.com (Glen Hopkins) — Tue, 27 Nov 2007 18:27:30 GMT

Regardless of the persuasion power of your copy, the reader knows that you are the one endorsing your own product. But if you're in the middle of reading an advertisement, then a friend calls up and tells you how great that the competitor's product is, which product would you be more likely to buy?

When the Sale Doesn't Happen

lsalz@salesdodo.com (Lee Salz) — Tue, 27 Nov 2007 10:32:16 GMT

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.

FROM TOLD TO SOLD! Leverage Your Stories to Resonate with Prospects and Customers

harrisonarticles@yahoo.com (Craig Harrison) — Sat, 24 Nov 2007 21:33:20 GMT

Stories connect! And they connect deeply, often stirring us emotionally at a heart level. That's what makes them memorable, and powerful as a sales tool.

Increase Result from Referrals

edgar_biggs@yahoo.com (Obinna Heche) — Tue, 20 Nov 2007 16:16:12 GMT

It is a growing myth that once a company has acquired a rhythmic system of referrals, the owner of that company can just as well hang up his sales hat and coast into retirement with a never ending stream of revenue.

“Why Can't I Hire The Right Sales People?” (Part 2)

lsalz@salesdodo.com (Lee Salz) — Fri, 16 Nov 2007 13:58:36 GMT

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.

“Why Can't I Hire The Right Sales People?” (Part 1)

lsalz@salesdodo.com (Lee Salz) — Fri, 16 Nov 2007 13:57:03 GMT

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.

Avoiding Sour Negotiations in Real Estate

realestate@escapesomewhere.com (Ki Gray) — Thu, 15 Nov 2007 19:17:35 GMT

Negotiations can go sour, especially when emotions run high. The agent's responsibility is to understand the overall situation and help prevent it from getting too disruptive to the process. These are some techniques and tips on how to negotiate a win-win outcome.

How to Deal with Voicemail when Prospecting

joeylmt@bellsouth.net (Gregory McGuire) — Thu, 15 Nov 2007 17:19:50 GMT

Statistics show that 60%-70% of your phone prospecting will be answered by voicemail. I can say for certain, and you probably can too, that when a strange number shows on my caller ID, I do not answer it. Period. I listen, however, to the voicemail message.

5 Steps to Explosive Sales

patrice@thepatricecompany.com (Patrice Walker) — Tue, 13 Nov 2007 19:11:39 GMT

The professional network marketers who do well have the formula for success tightly packed. It's a proven fact that network marketers that are simply unaware of this system must get in on the action or they will sink!

Create a 1 Step System and Start Making Money!

md07@goldenhandshakellc.com (Mike Dillard) — Sun, 11 Nov 2007 18:51:15 GMT

A 1 step system, if put together correctly, can sky-rocket sales in your business.

Five Methods of Cold Calling Success

floyd@hijackmyebooks.com (Floyd Bogart) — Sat, 10 Nov 2007 21:01:08 GMT

A little bit of help overcoming the somewhat daunting task of Cold Calling.

What's The Plan?

lsalz@salesdodo.com (Lee Salz) — Wed, 07 Nov 2007 13:18:42 GMT

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.

How to Improve Your Negotiation Skills & Get the Best Possible Deal by Playing Poker

peoplesavvypr@gmail.com (Gregory Stebbins) — Tue, 06 Nov 2007 11:40:32 GMT

Why Your Sales Team's Ability to Read Their Opponent's Actions is Critical to Getting the Best Deal They Can.

Selling to Target: 10 Ways to Get a Target Buyer Interested in Your Product

mzfisherarticles@gmail.com (Margie Zable Fisher) — Tue, 06 Nov 2007 06:30:42 GMT

It's not all that hard to get Target interested in selling your products. Here's how to Attract Target Buyers & Actually Get Your Products on Target's shelves.

The Most Underutilized Strategic Advantage

lsalz@salesdodo.com (Lee Salz) — Tue, 30 Oct 2007 10:13:51 GMT

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.

Building your Business with layers of Brand

drew@gettingtothefinishline.com (Drew Stevens PhD) — Thu, 25 Oct 2007 20:57:21 GMT

95% of most businesses fail in the first two years. 91% fail in the first five. Slow sales, poor location, perhaps a bad idea/investment are the primary excuses. Yet, my work finds another more intriguing issue—branding.

Cold Calling - a powerful strategy for growth or simply a waste of time?

nikki@trainique.com (Nikki Owen) — Thu, 25 Oct 2007 20:48:55 GMT

The organisations that rely on their existing customers for ongoing sales revenue are quickly overtaken by organisations that have a clearly defined strategy in place for the acquisition of new customers. Yet, what is the best approach for winning new customers?

When Life is Hard

nikki@trainique.com (Nikki Owen) — Thu, 25 Oct 2007 20:47:54 GMT

We all have desires, dreams, fears and emotional needs that drive us in our quest to create more of the life we want, trying to attain our own vision of success and that ellusive, tantalising taste of permanent happiness and personal fulfillment.

A Magical Selling Tale

nikki@trainique.com (Nikki Owen) — Thu, 25 Oct 2007 20:46:31 GMT

When I was a little girl I believed in fairy tales, magical kingdoms and a world where all wishes came true.It didn't take long to discover that life has a cruel way of shattering illusions and the adventures of life can cause a cynical hardening of aspirations in the face of adversity.

Is Sales Training Passing its Sell-By Date?

nikki@trainique.com (Nikki Owen) — Thu, 25 Oct 2007 20:45:24 GMT

Traditional sales training courses are costly, time-consuming and rarely have an impact after three months. Is there a more efficient way to improve the performance of sales people that encourages them to become hooked on their own continual development?

The key to making your salespeople 20 times more productive

nikki@trainique.com (Nikki Owen) — Thu, 25 Oct 2007 20:43:14 GMT

Looking at the tangible proof that concludes regular one-to-one sales coaching produces a dramatic impact on salespeople's performance, productivity and retention.

The Secret to Setting Appointments with Prospects

tammy@tammystanley.com (Tammy Stanley) — Thu, 25 Oct 2007 01:45:10 GMT

Book more appointments with prospects by relinquishing old techniques that fail to build rapport and trust.

The Value of a Success Driven Sales Team

ereed@igbsinc.com (Eric Reed) — Tue, 23 Oct 2007 23:44:09 GMT

A strong sales force makes for a strong and successful company. There are steps to take to better your chances at getting that strong sales force.

The Importance of Acknowledging Prospects

tammy@tammystanley.com (Tammy Stanley) — Mon, 22 Oct 2007 17:40:05 GMT

One of the simplest ways to get prospects listening is to acknowledge them.

If You Do Not Ask, The Answer is Always No

kismetrei@earthlink.net (Willard Michlin) — Mon, 22 Oct 2007 17:23:47 GMT

There is an old saying that is very true even today. It gives quite an interesting insight into the process of “Making and Negotiating Offers” on businesses or anything else you might want to buy.

Does the Fear of Cold Calling Stop You from Calling Prospects?

tammy@tammystanley.com (Tammy Stanley) — Thu, 18 Oct 2007 11:31:48 GMT

Plenty of sales professionals dream of being able to make cold calls first thing in the morning so they can get appointments set in their calendar and start seeing an increase in their income. However, that scenario seldom occurs....

Sell Yourself, As Well as Your Product

conn1229@yahoo.com (jay conners) — Wed, 17 Oct 2007 11:30:30 GMT

When selling a product to a consumer, one of the things we tend to overlook, is that it is as equally important to sell ourselves.

The Secret to Overcoming the Price Objection

lsalz@salesdodo.com (Lee Salz) — Mon, 15 Oct 2007 14:04:24 GMT

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.

Successful Selling and the Theory of Relativity

lsalz@salesdodo.com (Lee Salz) — Mon, 15 Oct 2007 14:03:06 GMT

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.

Finding the Right Home for Your Sales Skills

lsalz@salesdodo.com (Lee Salz) — Mon, 15 Oct 2007 14:01:37 GMT

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.

Close Doors, Not Sales

lsalz@salesdodo.com (Lee Salz) — Mon, 15 Oct 2007 13:58:56 GMT

You have probably been told that the key to sales is closing. I beg to differ. In this article, a new perspective is shared on how sales really happens.

Migrating from Vendor to Partner

lsalz@salesdodo.com (Lee Salz) — Mon, 15 Oct 2007 13:57:27 GMT

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.

Can't Sell Today

lsalz@salesdodo.com (Lee Salz) — Mon, 15 Oct 2007 13:55:35 GMT

The following is a diatribe from a fallen sales hero.

Is Your Follow-Up Communication Committing Prospecticide?

pmccord@mccordandassociates.com (Paul McCord) — Thu, 11 Oct 2007 11:53:56 GMT

Every communication you have with a prospect is just as important as your first. Are your follow-up communications killing your prospects?

How to Get Prospects Listening

tammy@tammystanley.com (Tammy Stanley) — Wed, 10 Oct 2007 18:56:42 GMT

The key to getting prospects to listen is to craft your message with a specific customer in mind.

12 Keys to Tuning Up Your Sales Force

lsalz@salesdodo.com (Lee Salz) — Tue, 09 Oct 2007 18:32:56 GMT

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.

5 Keys to Ensuring a Spectacular Sales Training Engagement

lsalz@salesdodo.com (Lee Salz) — Tue, 09 Oct 2007 18:31:59 GMT

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.

Excel Your Sales Career: How to Overcome Fear, Beat Your Competition and Achieve Higher Sales

machepr@yahoo.com (Chuck Mache) — Tue, 09 Oct 2007 06:49:21 GMT

Even sales professionals with tremendous track records have fear, but excelling in sales is about going where no others will go. Here's how to overcome fears & excel your sales career.

Using Business and Greeting Cards Effectively

conn1229@yahoo.com (jay conners) — Mon, 08 Oct 2007 10:10:58 GMT

Business cards and greeting cards almost go hand in hand when being used for marketing and business purposes. With a few exceptions.

Poor Credit Mortgage Leads, To Avoid or Not To Avoid

conn1229@yahoo.com (jay conners) — Mon, 01 Oct 2007 23:34:47 GMT

These days with the mortgage industry being the way it is, mortgage brokers and loan officers may be finding it tougher and tougher to close deals for people with poor credit.

Six Simple Steps for Getting More Mortgage Applications

conn1229@yahoo.com (jay conners) — Sun, 30 Sep 2007 18:45:21 GMT

When I first started out as a loan officer, one of the things I found to be the toughest, was taking an application over the phone. I just didn't seem to have the skills, nor did I have a plan.

Internet Impact on Retail Customer's Buying process

kevin.dwyer@changefactory.com.au (Kevin Dwyer) — Thu, 27 Sep 2007 19:32:42 GMT

The internet has changed the face of retail selling. Customers are able to search for information and evaluate alternatives on-line. In store retail sales processes have, in many organisations failed to adapt to the increased power consumers have now.

Mortgage Leads, Making the Most of Them

conn1229@yahoo.com (jay conners) — Wed, 26 Sep 2007 02:13:35 GMT

If you are a loan officer or mortgage broker and you are currently investing in mortgage leads, or you have given thought to investing in mortgage leads, make sure you are making the most of them.

The Challenge Of Sales Leadership

jf@jonathanfarrington.com (Jonathan Farrington) — Tue, 25 Sep 2007 03:51:53 GMT

In 2004, a significant piece of research was conducted involving 2663 organisations: The report highlighted the fact that a major barrier to sales success was a failure to select and develop a sales leadership team capable of nurturing and fully developing their sales people's potential.

Is Your Forecast Too Sunny? How to Improve the Accuracy of Sales Forecasts

gy@solutions4training.com (Graham Yemm) — Thu, 20 Sep 2007 22:59:29 GMT

Forecasting is vital for any business - well, accurate forecasting is vital!! This is true for professional services as well as commercial organizations. How often are your forecasts accurate?

Unfair Sales Technique

adsthatmakemoney@yahoo.com (Tommy Yan) — Wed, 19 Sep 2007 19:20:03 GMT

One-by-one, the victims haplessly and helplessly gave in. No arguing. No haggling. And no excuses.

Real Time Internet Mortgage Leads

conn1229@yahoo.com (jay conners) — Fri, 14 Sep 2007 02:13:49 GMT

For loan officers and mortgage brokers looking to purchase internet mortgage leads, buying mortgage leads in real time is one method you should put serious consideration in to.

Be a Successful Sales Manager - not a super seller

gy@solutions4training.com (Graham Yemm) — Mon, 10 Sep 2007 06:08:27 GMT

A challenge for many sales managers is to let go of their old role as a sales person. They may really enjoy the actual selling, or think that they will gain the respect from their team by proving how good they are as a seller - neither of which helps them be a good manager or sales leader!

How to Write Effective Sales Copy

md07@goldenhandshakellc.com (Mike Dillard) — Sat, 08 Sep 2007 17:05:28 GMT

Learning how to write an effective sales copy is the closest thing to picking money off a tree in the world. You can literally turn your thoughts into money over and over again.

Building Client Relationships: How to Use Sales Psychology to Create More Lifetime Clients Now

peoplesavvypr@gmail.com (Gregory Stebbins) — Thu, 06 Sep 2007 06:58:42 GMT

You can double or even triple your sales by getting a grasp on your customer's behavioral style. It will make a difference in your sales figures and will turn one-time customers into lifetime customers.

7 Tested-and-Proven Ways To Grow Your List And Make More Sales

info@mmc84.com (Gowri Cumba) — Wed, 29 Aug 2007 02:42:46 GMT

The most important business building activity you will perform as an infopreneur is building your own mailing list.

Is Your Sales Team Submerged In A Comfort Zone?

jf@jonathanfarrington.com (Jonathan Farrington) — Wed, 22 Aug 2007 23:28:47 GMT

Perhaps of all the temptations we meet in life, money, power, sex, alcohol, drugs and fame, the subtlest of all is the comfort zone, that invitation to settle for less, to go for content when the stresses of over achievement beckon.

Sales Managers: Invest in the Best

wally@threestarleadership.com (Wally Bock) — Wed, 22 Aug 2007 20:01:36 GMT

Sales managers have a huge impact on both the top line and the bottom line. To get the best sales management, you need to invest in smart selection, management training, and on-the-job support.

How to Increase Sales 100% in 9 Months or Less

articles.articlemarketer@gmail.com (Article Marketer) — Wed, 11 Jul 2007 22:08:22 GMT

Did you know that the top 5% of the sales force earns 75% of the income? I would rather be in that group. They don't ever have to worry about being laid off - something that the degreed non-full commission people do.

Poor Negotiation Skills: Lose Your Shirt in 7 Days

joseph@xtrememind.com (Joseph Plazo, Ph.D) — Fri, 06 Jul 2007 02:18:04 GMT

Guaranteed tips and techniques to lose your spouse, your home and your shirt: in seven days!

Business Fashion for Women Executives: Pearl Jewelry at Your Next Sales Presentation

articles@purepearls.com (Amanda Raab) — Fri, 06 Jul 2007 00:37:16 GMT

While the men looked comfortable in suits, the women often struggled with finding a business fashion sense that would clearly emphasize their business credibility. Here are My Top 7 Reasons Why You Should Wear Pearls at Your Next Sales Presentation.

Higher Sales Performance: A New Approach for Setting Sales Goals & Achieving Outrageous Results

rfentonarticles@gmail.com (Richard Fenton) — Thu, 05 Jul 2007 04:41:20 GMT

Every sales executive has heard how important it is to set sales goals. I am going to suggest a somewhat radical, new change to the way you currently set goals so you can achieve higher sales performance.

Does the Fear of Cold Calling Stop You from Calling Prospects?

tammy@tammystanley.com (Tammy Stanley) — Wed, 04 Jul 2007 03:06:49 GMT

Five Levels of Selling

bob@decision-makingtoday.com (Robert Cannon) — Wed, 04 Jul 2007 02:51:58 GMT

There are different levels of selling and you can increase your sales and profitability by moving your sales approach to a higher level.

What You Actually Broadcast When You Bash Your Competition

tammy@tammystanley.com (Tammy Stanley) — Tue, 03 Jul 2007 02:15:41 GMT

When you bash your competition, you run the risk of destroying your credibility with your prospects for several reasons. Learn what your prospects might feel or infer when you speak poorly about your competitors.

Should You Wait for Your Prospects to Call You?

tammy@tammystanley.com (Tammy Stanley) — Tue, 03 Jul 2007 01:58:27 GMT

Expecting prospects and/or customers to call is the same as expecting prospects to do the sales person's job.

"Hunter" vs. "Farmer": How Do You Sell?

phassett@salesnowonline.com (Pat Hassett) — Sat, 30 Jun 2007 02:59:55 GMT

The Art of Successful Sales Lead Generation

articles.articlemarketer@gmail.com (Article Marketer) — Thu, 21 Jun 2007 19:09:42 GMT

Is your business looking at sales lead generation? Like many businesses getting the right type of sales lead into your business is the key to it's success. In this article we will look at sales lead generation and the types of methods you can use to generate your own sales leads

How to Make Maximum Sales in Minimum Time

articles.articlemarketer@gmail.com (Article Marketer) — Thu, 21 Jun 2007 15:20:08 GMT

How would you like to get more positive results in sales? I want to give you an exercise you can use to dramatically change the results you are currently getting.

10 Surefire Ways to Grab a Skimmer's Attention

kevin@ksinclair.com (Kevin Sinclair) — Wed, 20 Jun 2007 15:48:26 GMT

People don't have much time to read your sales letters and would rather skim them. They will scan your letter and read only those that catches their eyes. Is the solution to have a short one? No, it's not.

Repeat Business Game Plans Can Build Your Residual Income

cashtomarket@aol.com (James Lowe) — Wed, 20 Jun 2007 14:21:26 GMT

How you set up your product mix for your inter net business can bring you a constant stream of income if you start off or make adjustments to bring customers back on a regular basis

Performance Indicators for Coaching Retail Staff to Improve Performance

kevin.dwyer@changefactory.com.au (Kevin Dwyer) — Mon, 18 Jun 2007 06:45:21 GMT

Most retail stores would agree that they can improve their sales performance. What I observe though, is that store mangers and sales managers often do not know how to get better performance from their staff.

What Sales Technique Kills More Deals than Any Other?

omega-3@charter.net (Bob Bergeth) — Mon, 18 Jun 2007 05:08:50 GMT

Do you know which sales technique kills a deal faster than any other does? Do you know what this sales technique is so that you do not use it and blow deals?

Achieving Sales on the Telephone - Effective Outbound Calls

andrew@trainerbubble.com (Andrew Wood) — Mon, 18 Jun 2007 03:21:00 GMT

The key to making effective outbound calls is structure. The most effective telephone sales person will have a set process for contacting customers and will stick to it, no matter what the temptation to alter their methods.

Improving Sales Effectiveness - The Question is Why?

andrew@trainerbubble.com (Andrew Wood) — Sat, 16 Jun 2007 07:00:24 GMT

Achieving sales success is crucial to every business, after all sales is the only revenue generating function within a company, everything else costs money. So what do we do to ensure that our key players in the sales arena are doing all they can to develop this most important of areas?

Use Video Plus One Friend to Check Yourself Before Your Next Presentation

craig@marketinghawks.com (Craig Lutz-Priefert) — Wed, 06 Jun 2007 01:55:47 GMT

Fast internet connections and easy-to-use video cameras means sales people can have their friends quickly review their sales pitch and supply them valuable pointers.

Interpersonal Skills: How to Use Sales Psychology to Create Longer, Lasting Sales-Winning Relationsh

peoplesavvypr@gmail.com (Gregory Stebbins) — Wed, 30 May 2007 00:39:12 GMT

By understanding sales psychology and enhancing your interpersonal skills you will make more sales. Knowing how to analyze and use keys to the customer's psyche is what separates the ordinary sales representatives from the sales professionals.

Beating Your Competition: How to Easily & Cheaply Win the Hearts & Wallets of Competitors' Clients

hoardclients@yahoo.com (Michael Kaselnak) — Sun, 20 May 2007 23:28:49 GMT

Why pro teams and successful businesses spend so much time in the screen rooms? They are looking for weaknesses to exploit. To win championships you can't just be a great athlete and to win in business, you can't just be a great businessman.

Using the Consultative Approach to Gaining Sales

BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.) — Thu, 17 May 2007 22:03:13 GMT

What do we mean by a consultative approach? When you hear the word “salesman”, it usually brings to mind someone that is pushy and will not take no for an answer. If you stated you were in sales with a prospective client, it would likely turn him off.

8 Secret Tips for Your Sales Letters

kevin@ksinclair.com (Kevin Sinclair) — Thu, 17 May 2007 03:16:00 GMT

Did you know that fortunes were made or lost on the strength of sales letters? It is not "Build a better mousetrap" that will make you rich. It is "Create a better sales letter" that will lead you to fame and fortune.

Are You Practicing on Your Best Prospects

tim@timconnor.com (Tim Connor) — Mon, 14 May 2007 02:42:30 GMT

How much time do you spend practicing and developing your skills? Do you practice a new technique on a prospect or on a fellow salesperson or your supervisor first? Do you not practice at all, but just show up?

Do You Act Like You Need the Business?

tim@timconnor.com (Tim Connor) — Mon, 14 May 2007 02:37:00 GMT

Do you ever sound pathetic? Why not ask a fellow salesperson to eavesdrop on your telephone conversations or presentations with the only objective of looking for pathetic statements or questions.

If Your Sales Strategy is Not Clear Sales Will Suffer

tim@timconnor.com (Tim Connor) — Mon, 14 May 2007 02:34:08 GMT

Ask any of your sales managers to define sales strategy and you might get a myriad of responses. Some right, some wrong and many just vague. Ask them to define operational effectiveness and you will tend to get more accurate answers depending on the level of the manager.

Do You Have a Lost Sales Strategy or Do You Just Let Them Go Without a Fight?

tim@timconnor.com (Tim Connor) — Mon, 14 May 2007 02:23:17 GMT

Lost business does not necessarily mean lost forever. Many salespeople unfortunately neglect this lucrative source of new business. I say new because, if you learn to treat these past customers as brand new prospects, you may just regain their business.

Trainee Salesman Stumbles on a Cold Fortune

articles.articlemarketer@gmail.com (Article Marketer) — Wed, 09 May 2007 20:15:25 GMT

When you are able to talk naturally to your prospects you will also be able to answer all their questions with enthusiasm, without hesitation, and they will be impressed by your product knowledge.

The Twelve Golden Principles of Selling

jf@jonathanfarrington.com (Jonathan Farrington) — Wed, 09 May 2007 19:27:00 GMT

People buy from people - they always will...

This is One Technique I Guarantee Will Increase Your Sales and Customer Loyalty

tim@timconnor.com (Tim Connor) — Tue, 08 May 2007 20:01:51 GMT

Read on, what I am about to share with you can guarantee your continued success and when you finish reading you will say to yourself, it can't be that easy? But, I am here to tell you that after using this technique for my entire career, that it is.

The Importance of Empathy of Selling

jf@jonathanfarrington.com (Jonathan Farrington) — Tue, 08 May 2007 19:51:25 GMT

Nowhere is this truer than in selling, where you are trying to persuade another, often a stranger, to make a decision they may not even have considered prior to your meeting.

The Natural Born Salesperson is a Myth

tim@timconnor.com (Tim Connor) — Tue, 08 May 2007 19:39:56 GMT

There is no such thing as the natural born salesperson, any more than there is a natural born pilot, athlete or physician. There has been a myth circling for years that people who are successful at selling have some natural skills, attitudes or personalities.

Are You a Victim of Sales Cycles

tim@timconnor.com (Tim Connor) — Mon, 07 May 2007 22:20:48 GMT

Many salespeople believe that they are not in control of the sales cycle. They put the buying control into the hands of the prospect. Of course, you cannot sell something to someone before they are ready, but you can discover the sense of urgency or attempt to create it.

Improve Your Skills for Sales Success Today

articles.articlemarketer@gmail.com (Article Marketer) — Mon, 07 May 2007 20:47:21 GMT

If you are a sales person, have you gone through any real sales training? Do you really need it? Many sales persons do, because there are many people who don't understand that selling implies two parties. It is a dialogue.

Selling is 90% "Understanding People"

virden@TheSellingEdge.com (Virden Thornton) — Mon, 07 May 2007 20:43:21 GMT

When Joe Gandolfo, a life insurance salesman was asked how he had sold over one billion dollars of life insurance in 1975, he said that all it takes is “understanding people.”

Practice Active Listening and Boost Your Sales

warlow@smallbusinesssuccess.biz (Rob Warlow) — Mon, 07 May 2007 01:29:02 GMT

In sales it's always said that if you understand your product and solve your customer's problems then you'll do well. But this presupposes one thing … that you have really listened and understood what the customer is saying. We're talking about the importance of active listening in sales.

Sales Challenges in a Competitive Economy

tim@timconnor.com (Tim Connor) — Tue, 01 May 2007 22:41:05 GMT

Salespeople face a variety of challenges in their career. Selling is like no other profession in that it requires exceptional people skills as well as the mastery of a great number of specific sales competencies and attitudes that are not generally found in other careers.

What is Your Excuse?

larry@larrygaller.com (Larry Galler) — Tue, 01 May 2007 22:15:21 GMT

The prospect may say the issue is price, but often that means that the seller didn't create enough value.

Assuming Anything in Sales is to Invite Failure

tim@timconnor.com (Tim Connor) — Tue, 01 May 2007 22:12:37 GMT

One of the biggest mistakes many salespeople make is to assume. To believe that something is true without any verification, validation or evidence. In the area of the spiritual this is accepted practice and can be a healthy way to go through your life.

Sales Objections are a Good Thing - Don't Hide from Them

tim@timconnor.com (Tim Connor) — Mon, 30 Apr 2007 02:35:08 GMT

How many prospects do you have in your funnel now who are stalling? How many excuses for not buying have you accepted during the past thirty days? How often do you think your prospects lie to you about why they are not really buying?

Sales Letters - How to Write Them

alan@themotivationdoctor.com (Alan Fairweather) — Fri, 27 Apr 2007 02:02:39 GMT

You could just send out your brochure to potential customers but it's much better to personalise your mailing with a well written sales letter.

Excellence in Sales Starts with the Right Approach

articles.articlemarketer@gmail.com (Article Marketer) — Mon, 23 Apr 2007 23:12:47 GMT

These characterizations of sales types are extreme, but they set the context for thinking about how salespeople approach sales. Whether you belong to one group or another or not, review your technique and begin real sales training if you think that's the case.

Objections Overruled

harrisonarticles@yahoo.com (Craig Harrison) — Mon, 23 Apr 2007 22:59:43 GMT

Objections offer valuable insights into clients' concerns, fears & values. Once you understand these you can tailor your responses accordingly & thus sell more effectively.

How to Move From Call Reluctance to Call Willingness

tammy@tammystanley.com (Tammy Stanley) — Mon, 23 Apr 2007 22:52:50 GMT

Contrary to popular belief, you can't stop sales call reluctance. What you can do to overcome it is to put your focus on something far more productive... call willingness.

How Inquisitive are You?

harrisonarticles@yahoo.com (Craig Harrison) — Mon, 23 Apr 2007 22:29:39 GMT

Questions are cues to customers. They uncover customers' needs & wants, their fears & frustrations. They'll tell all you need to know to formulate your sales approach. Read, to know how good are the questions you are asking?

Sales Training for Success with Customers Today

articles.articlemarketer@gmail.com (Article Marketer) — Wed, 18 Apr 2007 21:29:21 GMT

What exactly is basic sales training? If you already are a sales person, do you really need that? Actually, you will be surprised about how many sales persons do.

How to Get Sales Leads at Trade Shows

articles.articlemarketer@gmail.com (Article Marketer) — Mon, 16 Apr 2007 21:52:36 GMT

Getting sales leads is vital to every business. The typical sales leads, however, are those that have the potential to be customers whom sales people get in touch with in many ways, several times before they jump into conclusions in buying and procuring the company's product or service.

Sales Management Mastery: How to Turn Your Sales Effort Into a Rocket Ship of Results

holmesarticles@yahoo.com (Chet Holmes) — Sun, 15 Apr 2007 23:36:42 GMT

Most business leaders don't know how to structure their sales organizations or even themselves for maximum productivity. They don't know how to change, adapt and re-organize for new stages of growth.

5 Sales Follow-Up Tips that Work

BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.) — Sun, 15 Apr 2007 23:10:19 GMT

In reality, you go to events and do marketing campaigns to get business and you need to follow-up. You cannot wait until someone else does it, you may wait forever. Even when you have a marketing campaign on the go, you still need to follow-up with people that have responded.

What Does It Take to WIN a Sale?

BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.) — Thu, 12 Apr 2007 23:04:55 GMT

When you lose a deal, it is important that you take time to debrief with the client to learn why you did not get the contract. If you win, what happens? You usually go on with the project.

Power of Upselling...

adsthatmakemoney@yahoo.com (Tommy Yan) — Wed, 11 Apr 2007 23:03:59 GMT

The customer has handed you her credit card. She's in a buying mood. She's hot for your product. This is the best time to make her another offer to increase store revenue and personal commissions.

When You Lose Your Walk-Away Power - You Lose Your Objectivity

tim@timconnor.com (Tim Connor) — Tue, 10 Apr 2007 23:45:43 GMT

I am suggesting that you weigh the consequences of spending too much time with a poor prospect. Every hour you spend with a poor prospect is an hour you are not spending with a good one. While you are cultivating a poor prospect, your competitor may be cultivating your good ones.

Do You Know What the Number One Cause of Failure is in Sales?

tim@timconnor.com (Tim Connor) — Tue, 10 Apr 2007 01:31:32 GMT

What is the number one cause of failure in sales? The inability to overcome the fear of rejection. Why do people let this fear negatively influence their behavior? Here are a few thoughts to consider.

Losing Control of the Sales Process is the Kiss of Failure

tim@timconnor.com (Tim Connor) — Thu, 29 Mar 2007 01:17:04 GMT

One of the biggest mistakes poor salespeople make is that they lose control of the sales process. There are many ways they accomplish this feat. Here are a few for your consideration...

Are You an Order Taker or a Sales Pro

tim@timconnor.com (Tim Connor) — Wed, 28 Mar 2007 01:47:34 GMT

Clerks generally make a modest wage. The pros can make a fortune. What's the difference? Here are a few of what I feel are the important traits of professional salespeople today.

Are You Selling By the Numbers Only?

tim@timconnor.com (Tim Connor) — Wed, 28 Mar 2007 01:26:06 GMT

First of all what's enough sales? Second of all, how many is enough people? Thirdly, is this the best approach to take to prospect for new business?

How to Boost Your Sales in 4 Easy Steps

warlow@smallbusinesssuccess.biz (Rob Warlow) — Tue, 27 Mar 2007 00:40:11 GMT

To some people, selling just comes easily. How do they do it? The key to successful selling is finding a formula or framework that works, practicing it and sticking with it.

Selling is a Process Not a Static Event

tim@timconnor.com (Tim Connor) — Tue, 27 Mar 2007 00:00:18 GMT

Traditional sales training focused on the “close of the sale” as the most important element. Then the 70's and 80's- the hot topic was prospecting, qualifying and getting to the key decision makers. Then it was the 90's and consultative selling. What will the next decade bring?

Are You Selling at the Right Level

tim@timconnor.com (Tim Connor) — Thu, 22 Mar 2007 22:57:10 GMT

There are 5 possible sales levels where you can direct your energy, time and talent in the sales process. They are selling at...

Before They Buy What You Say - 10 Steps to Selling Yourself

alan@themotivationdoctor.com (Alan Fairweather) — Thu, 22 Mar 2007 22:52:49 GMT

Most of the time we'll meet with resistance - "you're too expensive" or "we deal with someone else" or "I don't agree with you" or "your proposal isn't good enough." There are many things that people will say when they resist what you utter; however how many of these statements are true?

Good Negotiation Skills Don't Make Up for Poor Selling Skills

tim@timconnor.com (Tim Connor) — Thu, 22 Mar 2007 22:34:02 GMT

Both skills - selling and negotiating - are necessary if you are to have any degree of career success in sales. Which is more important? You decide.

Are You Losing Control of the Sales Process?

tim@timconnor.com (Tim Connor) — Tue, 20 Mar 2007 23:29:01 GMT

One of the common sales traps that many salespeople fall into is the loss of control of the sales process. Here are a few common examples.

Being Politically Correct When Selling Can Cost You Sales

virden@TheSellingEdge.com (Virden Thornton) — Tue, 20 Mar 2007 23:06:15 GMT

If you believe you must ask permission to ask questions, you dramatically reduce your ability to access the information needed to consistently close your sales, because most prospects have an inborn resistance to helping you make your sale.

Month End has a New Meaning for Sales

BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.) — Mon, 19 Mar 2007 23:52:48 GMT

Touch points are one of the keys to sales success. You have a schedule that includes many places on a daily basis to keep in touch with your customers.

The Myth of Closing Sales

tim@timconnor.com (Tim Connor) — Mon, 19 Mar 2007 23:51:36 GMT

When a salesperson has ‘closing the sale' as his focus, he will tend to look at the overall process in a short-sighted way. He may unconsciously say or do things that he would not do or say if he were thinking longer term.

Selling Yourself - It's Not About You

alan@themotivationdoctor.com (Alan Fairweather) — Mon, 19 Mar 2007 23:50:23 GMT

Selling yourself (or anything else) isn't about talking about you or what you do; it's about listening and understanding the other person's situation. So if you want to be INTERESTING then be INTERESTED!

More Sales - You Must Keep Asking

alan@themotivationdoctor.com (Alan Fairweather) — Tue, 13 Mar 2007 21:11:36 GMT

These are only two small opportunities of lost sales and irritation for the customer. To be fair, I'm often asked - "Is there anything else we can do for you today sir?" I usually say "no" because I can't think of any thing.

Closing the Sale - It Doesn't Have to be Uncomfortable

alan@themotivationdoctor.com (Alan Fairweather) — Tue, 13 Mar 2007 21:08:51 GMT

"The Close" is sales jargon for the bit where you ask the customer to make a decision or to place an order. However, it doesn't always relate to sales. Many people feel uncomfortable when they ask someone to make a decision.

Top Ten Ways to Become a Great Salesperson

articles@fromtheheartsalestraining.com (Jim Klein) — Tue, 13 Mar 2007 02:20:32 GMT

Being a better salesperson is more than learning new skills and techniques. Here are my top ten ways to become a better salesperson.

Learn Selling Through the Perspective of a Buyer

wood128@singnet.com.sg (Max Ng) — Tue, 13 Mar 2007 02:18:39 GMT

As you can see, by simply switching the roles, I am able to learn a lot about selling. Selling is not just able selling products or service. I can be selling myself as potential good friend and build a network.

Selling - Always Go for Top Money

alan@themotivationdoctor.com (Alan Fairweather) — Mon, 12 Mar 2007 02:07:51 GMT

Many sales people believe that if they tell the customer that their price is really excellent compared to the competition then this will motivate the customer to buy. But price is seldom the reason for buying anything.

Cold Calling - 10 Techniques that Really Work

BetteD@BlueprintBooks.com (Bette Daoust, Ph.D.) — Mon, 12 Mar 2007 01:58:24 GMT

First, there is a myth that cold calling is necessary to gain new business. Second, it seems to be a challenge to many salespeople to make the cold call. All of this is totally unnecessary if you can change the cold call into a warm call.

Why Not Take the Sales Quiz to see How You are Doing?

tim@timconnor.com (Tim Connor) — Mon, 12 Mar 2007 01:45:50 GMT

Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results.

10 Simple Steps to Self-Motivation and More Sales

alan@themotivationdoctor.com (Alan Fairweather) — Mon, 12 Mar 2007 01:44:57 GMT

Before we can get down to the process of selling our product, our service or our ideas then we need to be as sure as we can be - that the customer has bought us and that we have their full attention.

The 16 Biggest Mistakes New Salespeople Make

tim@timconnor.com (Tim Connor) — Fri, 09 Mar 2007 00:58:01 GMT

There are only three ways to sell more. Do more right. Do less wrong. Do both. Here is a list I have compiled during my 35 year sales training career. that will help you understand the most frequent mistakes new salespeople make.

Selling the Sizzle or the Steak?

adsthatmakemoney@yahoo.com (Tommy Yan) — Thu, 08 Mar 2007 00:59:37 GMT

Which method is more lucrative? Which has greater long-term growth potential? Can they be combined?

A Favorable Juncture of Circumstances

virden@TheSellingEdge.com (Virden Thornton) — Wed, 07 Mar 2007 00:05:02 GMT

Research shows that people decide whether to follow the advice and buy from a sales professional in the first two minutes of the conversation. By following the track outlined, you can truly turn each meeting of transaction into a favorable juncture of circumstances (a sales opportunity).

Would You Like Fries With that Order? Super-Size Your Sales Through Up-Selling and Cross-Selling

harrisonarticles@yahoo.com (Craig Harrison) — Tue, 06 Mar 2007 00:26:15 GMT

The reality of business is that customers want to be sold. Not manipulatively bombarded with sales pitches or indiscriminately pressured with endless offerings, but intelligently informed, guided and suggested with related, logical and natural purchases that further their goals.

12 Things Every Sales Super Star Knows

tim@timconnor.com (Tim Connor) — Tue, 06 Mar 2007 00:11:52 GMT

There are only three ways to sell more. Do more right. Do less wrong. Or, do both. Every sales super star knows that there are many skills and attitudes that contribute to their success, but there are twelve critical attributes that they have integrated into their overall sales strategy.

Would you buy from anonymous@....?

paul@b46.org (Paul Chiswick) — Sun, 04 Mar 2007 22:59:11 GMT

Why is it that so many organizations are afraid to publicize their key contacts? In a service oriented world, aren't they doing themselves a disservice?

The Processionary Caterpillar Syndrome Costs You Sales?

virden@TheSellingEdge.com (Virden Thornton) — Thu, 01 Mar 2007 23:25:07 GMT

Like the caterpillars, many sales professionals mistake daily activity for accomplishment, working hard for working smart. To change your behavior you need a plan and a program to move to a new level of sales excellence like the system we use to help our clients change their sales activities.

Ask for More - You May Get More

gy@solutions4training.com (Graham Yemm) — Wed, 28 Feb 2007 23:00:15 GMT

Developing your ability to negotiate more firmly and flexibly is not a contradiction in terms, it can be the foundation for increasing business success and also improving relationships.

25 Sales Fundamentals for Success

tim@timconnor.com (Tim Connor) — Tue, 27 Feb 2007 23:16:40 GMT

1. Your attitudes are the significant contributors to your sales success or failure. 2. Make a sale, you will make a living. Sell a relationship and you can make a fortune. 3...

Your Extended Shadow and Successful Sales Management

virden@TheSellingEdge.com (Virden Thornton) — Tue, 27 Feb 2007 23:15:31 GMT

At the supervisory level in your company or firm, it is the extended shadow of the manager, more than any other single element that is the key to developing a sales culture and consistently achieving sales success.

Stop Selling and Make More Sales

alan@themotivationdoctor.com (Alan Fairweather) — Thu, 22 Feb 2007 23:24:45 GMT

Many people who are new to sales and also some experienced sales people want to keep talking about their product or service. What then happens is that the customer thinks "Oh no, I'm being sold to" and immediately disengages the brain and stops listening.

Eight Keys to Unlock Key Account Management

paul@b46.org (Paul Chiswick) — Thu, 22 Feb 2007 06:07:53 GMT

Key Account Management is becoming big...as companies realise getting it right is a great way to increase sales and profitability.

Blame the Salesman

paul@b46.org (Paul Chiswick) — Thu, 22 Feb 2007 06:07:24 GMT

Are your sales poor? Well if they are the easiest and most obvious people to blame are your sales folk. But there may be deeper reasons for your problems...

Positively Fearless Selling

debbie@debbieallen.com (Debbie Allen) — Thu, 22 Feb 2007 00:19:56 GMT

When you let go of your fears, or act in spite of them, your sales will skyrocket. Great salespeople put themselves at risk, no matter what their fears.

Silly Voicemail, Serious Business

ncain@web-magnets.com (Nathan Cain) — Wed, 21 Feb 2007 23:58:02 GMT

My accountant was always telling me I need to change my phone system greeting. He said it was unprofessional. I disagreed. When my customers call me, they thinks its great. I am always hearing, "I love your voicemail by the way. Its hilarious!"

Are Your Shoes Too Tight?

info@salesdivas.com (Kim Duke) — Wed, 21 Feb 2007 23:54:34 GMT

3 Action Steps designed to shake things up & get new & better results!

Are You Making This Sales Mistake?

info@salesdivas.com (Kim Duke) — Wed, 21 Feb 2007 23:36:03 GMT

You are what you think! A Sales Diva perspective on how to maximize your thoughts and your results.

Secrets to Becoming a Master Sales Communicator

debbie@debbieallen.com (Debbie Allen) — Wed, 21 Feb 2007 23:31:04 GMT

Knowing how to effectively communicate is essential for any person to become successful in sales. The purpose of communication is to get your message across to your prospects in the best way possible.

It Isn't a Sale Until You're Paid

info@salesdivas.com (Kim Duke) — Wed, 21 Feb 2007 23:12:19 GMT

6 Tips to make sure you get paid.

6 Steps to Help You Achieve Your Sales Goals

debbie@debbieallen.com (Debbie Allen) — Wed, 21 Feb 2007 23:01:15 GMT

Why do you want to achieve higher goals? Do you know the purpose of your goal and why you feel compelled to accomplish them. Knowing the answers to these questions will help keep you on course. This is what will give you meaning and direction. Here are 6 steps to guide you towards achievement.

Dignity - Salesmanship and the Beatle-card Close!

paul@paulshearstone.com (paul shearstone) — Wed, 21 Feb 2007 22:54:23 GMT

The competitive genre of salesmanship is based on a brotherhood that honors its members with respect, who, in turn, owe each other, uncompromising loyalty.” …Paul Shearstone 1997

Shifting Your Mindset for Sales Success

gy@solutions4training.com (Graham Yemm) — Mon, 19 Feb 2007 23:48:35 GMT

How do you feel about selling? Ouch!! Do you want to stop reading now? Many of you reading this will probably admit (if only to yourself) that you do not enjoy it.

Killer Fears People Struggle with Daily

donprice@donlprice.com (Don L. Price) — Sun, 18 Feb 2007 23:49:33 GMT

The two deadly fears that many people struggle with and think they should never experience if they are to be successful in life and business are...

Effective Sales Letters Can Make the Difference

tim@timconnor.com (Tim Connor) — Thu, 15 Feb 2007 23:15:04 GMT

One of the weakest areas of poor salespeople is the ability to communicate on paper - whether it is a letter accompanying a proposal, a follow-up letter after a sales visit, or a letter or memo to a prospect on a new product, service or policy.