Top 10 Sales Articles Viewed
 Broadens the relationship with good customers by proactively introducing them to other employees - Dave KahleThe best salespeople understand that the more comfortable the customer is with your company, the less risk the customer perceives there to be in dealing with you, and the more likely it is that the customer will prefer your company as a supplier. That means that the customer should be comfortable with more people in your org... |
 Sales is Easy, Changing Our Sales People Is Not - Tim HagenI often laugh when I hear people say they could never do sales. When I ask why, they state all that rejection and hearing the word "no". It hit me, that's why so many people actually fail at sales because they hear the word "no" so often. The sad fact is they should never hear that word at all if they follow a simple to use sale... |
 The Eight Reasons Why Salespeople Fail - Jonathan FarringtonThe responsibility for ensuring that every member of the sales team is successful, lies entirely with management and below are the eight reasons why sales people fail. In fact, I usually ask just three very straightforward questions, in order to identify why a salesperson is underachieving i.e. |
 Three Words That Will Help You Sell More - Kelley RobertsonI'm frequently asked: "How do I close more sales?" This, of course, is a challenge that every sales-based organization faces. In my experience, the best and most useful answer is a very simple one. Ask more questions! Most sales professionals understand that effective qualifying can lead to more sales. Unfortunatel... |
7 Steps to Powerful Sales Presentations - Kelley RobertsonThe quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision. Here are seven strategies that will help you cre... |
 We're Wired For Stories: Telling And Selling - Brian BielerIf you want to sell more, tell more tales. A good sales story stimulates the mind and engages people to conversation. If you are selling and people are not tuned to what you are saying, it's almost impossible to move them to action. Executives and world-class sellers tell stories to get people involved. Stories are not more i... |
Effective Telemarketing Techniques - Jonathan FarringtonUncovering new opportunities and potential new business is an essential task of any sales team, however, it is probably one of the most unpopular activities. The main reason for this is that professional salespeople, just like the rest of us, fear rejection. The reality is though, if we have confidence in our products, soluti... |
Sales Management Myths: Straight Commission - Dave KahleI had just hung up from a phone conversation with one of my clients. He was commiserating with me on the sorry state of his sales force. He had a group of seasoned, experienced salespeople, each of whom was making a good income on a 100% commission compensation plan. The problem was he couldn't get them to promote new products o... |
The Top 7 Sales Blunders - Kelley RobertsonWe all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been teaching this stuff for almost a decade. I hope you can learn from them. 1. Allowing a prospect to lead the sales process. ... |
Seven Ways To Build Rapport With Anyone - Dave KahleBuilding rapport with customers is like squirting oil into gears. Imagine some gears grinding together. When you squirt lubricating oil into the gears, you reduce the friction and make everything work smoother. So it is when two people interact with each other. Rapport, like lubricating oil, reduces the friction and makes the... |