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Thinking With Your Customer
For those of us who have been in the sales profession for many years (25 for me personally!) we know how hard it is to overcome the stigma of being a “salesman”... It's only been in recent years that we've actually been considered a respectable profession … and it will continue to be respectable... »
3 Things That Will Increase Your Sales
There isn’t any magic bullet in what you’re about to read, but there are always things that you can do that without a doubt will increase your sales. There are three things that will increase your business if you do them and work at it. No matter if you pick one or all of... »
The Real Role of Product Knowledge
I thank Mrs. Menard. In Kindergarten, this sweet old lady taught me to read. In first grade, Mrs. Beach taught me to write (and let me use my left hand – quite a challenge in “those days”!). Thanks to the two of them, I got the basic foundation for my learning. When I first got... »
Question the Question The Art of Opportunity Discovery
So you called the prospect and qualified them, then you did the research and now is the time to get down to brass tacks and find out how you can really help. Since you understand their business at least on the surface, the image and value they present to their customers and of... »
If they look at their shoes…I’ve got them
All too often we forget that it is really the little things that make the difference, perhaps even more so when it comes to making sales and caring for customers. All too often people are tempted to go off and tackle the big issues, to move mountains to prove their ability to... »
One More Call
So it’s been a long day, it’s a tough economy, or maybe it’s been a great day a big deal closed a blue bird fell into your lap and your coming up aces. No matter which just when you think you’ve hit the end of the line and need to head out for... »
Prepare for the Sales Call Do Your Homework
In this profession, there are people who think that they just “wing it” when someone actually gets on the phone or returns their phone call. Being unprepared is a sure fire way to lose sales and become very frustrated very quickly. The first impression that you give someone is likely the lasting one…and surely... »
15 Places to Find New Sales Prospects
15 Places to Find New Sales Prospects …Since they don’t grow on trees some of them are tried and true all take a bit of work on your part but will lead to as much business as you want based on effort the effort. 1. Print media: newspapers, business journals, trade... »
There’s a Hole In my Bucket
If the phone rings and people give you an order 1) You’ve either reinvented the wheel 2) You’re an order taker or 3) You’re a prospector. Sorry, facts are facts. Which is what leads us into the topic of prospecting because great... »
Sales a Career of Choice, Challenge and Change
Change isn’t throwing away all the things that didn’t work. It’s accepting the fact that the way you did things yesterday might not have been the best, and for certain the way you do things today is not how they will be done in the future. Yes, the basics stay the same... »