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<item>  <title><![CDATA[So You Think You Can Sell?]]></title>   <link>http://www.salesresources.com/articles/article.cfm?ID=1626</link>   <description><![CDATA[     A while ago I was in the market for a new car; so, one afternoon I went down to the dealership to look around, and a sales man approached me. He asked me if I was looking to buy a car, and when I said yes, he asked me what I did for a living. I told him I was in sales and training. He immediately took this information and went on to tell me that as a sales man I must travel a lot and probably needed a car with a lot of miles. Not just any car though, I needed a sporty car that would impress my clients. This was not what I was in the market for; so, I left. I went back to the same dealership a week later and was approached by a different salesman. He started the conversation by asking me what type of car I was looking for, and he listened while I explained that I wanted a large SUV. He then proceeded to ask me why I wanted a large car, and I told him that I had kids. Once he realized that this was my value driver, he brought me to look at SUVs with high safety ratings. This man re]]></description>   <guid>http://www.salesresources.com/articles/article.cfm?ID=1626</guid>   <pubDate>Sat, 31 Jul 2010 06:25:01 CST</pubDate>  </item><item>  <title><![CDATA[Top 4 Sales Excuses That Stop You From Winning More Clients ]]></title>   <link>http://www.salesresources.com/articles/article.cfm?ID=1621</link>   <description><![CDATA[Excuse #1: "I Dont Have Enough Time To Prospect or Focus on Sales Related / Dollar Productive Activities."Solution: Create Time.Sales professionals of all levels and business owners who achieve extraordinary levels of success have days just as hectic as everyone else, right? Yet somehow they make prospecting a part of their daily or weekly activities.So how do they do it? They create the time. You can instantly create time if you begin to plan ahead and stay committed. This means planning your days and weeks. One of the best time-creating techniques is to schedule prospecting or selling time on your calendar and delete unimportant activities.Schedule your most important tasks earlier in the day to ensure they get done. Ask yourself, "Where am I wasting time?" Make sure you remove those activities from your daily schedule right away. Set up a recurring event for prospecting and dont miss it. To be successful with this, be sure to eliminate your distractions.Excuse #2]]></description>   <guid>http://www.salesresources.com/articles/article.cfm?ID=1621</guid>   <pubDate>Sat, 31 Jul 2010 06:25:01 CST</pubDate>  </item><item>  <title><![CDATA[Be Prepared!]]></title>   <link>http://www.salesresources.com/articles/article.cfm?ID=1622</link>   <description><![CDATA[Its been said that salespeople dont plan to fail, they simple fail to plan! How much time do you currently spend preparing for your client appointments? If youre honest with yourself, the answer is probably not enough. In my opinion, the single most common characteristic shared among all successful salespeople is the value they place on pre-appointment preparation, research, and planning. I believe that when W. D. Boyce founded the Boy Scouts of America in 1910 he selected "Be Prepared" as the organizations motto, because he understood that preparation was the key to unlock the door of opportunity.Being prepared for an appointment gives the salesperson a major competitive edge and boosts his or her self-confidence, credibility, and professional image. Prospects are truly impressed when they meet with a salesperson who has taken the time to customize his or her presentation. Two thousand years ago the Roman philosopher Seneca remarked that "luck is what happens when preparation ]]></description>   <guid>http://www.salesresources.com/articles/article.cfm?ID=1622</guid>   <pubDate>Sat, 31 Jul 2010 06:25:01 CST</pubDate>  </item><item>  <title><![CDATA[Fun And Work Go Hand In Hand]]></title>   <link>http://www.salesresources.com/articles/article.cfm?ID=1616</link>   <description><![CDATA[In his book, The 13 Secrets of Power Performance, author and trainer Roger Dawson tells the story of a meeting between two iconic figures in the restaurant industry:  Tom Monaghan, CEO and founder of Dominos Pizza, and Ray Kroc, CEO of McDonalds.Krocs assistant had scheduled a 15-minute meeting, but it turned into a 2 1/2-hour mutual admiration session.  Kroc peppered Monaghan with questions about his operation and impressed Monaghan with how quickly he caught on.  "In no time at all he understood Dominos as well as anyone except me," Monaghan said.Finally, Kroc leaned forward in his chair.  "Im going to give you some advice," he said.  "You have it made now.  You can do anything you want; make all the money you can possibly spend.  So what I think you should do now is slow down.  Take it easy.  Open a few stores every year, but be careful.  Dont make any new deals that could get you into trouble.  Play it safe."Such conservatism was the last thing Monaghan expected t]]></description>   <guid>http://www.salesresources.com/articles/article.cfm?ID=1616</guid>   <pubDate>Sat, 31 Jul 2010 06:25:01 CST</pubDate>  </item><item>  <title><![CDATA[Does Volume Make Up For Low Price?]]></title>   <link>http://www.salesresources.com/articles/article.cfm?ID=1617</link>   <description><![CDATA[The phone rings and the sales manager hears on the other end the all-too-familiar plea of a salesperson. The salesperson tries to convince the sales manager that it makes so much sense to offer the prospect a discount to get them to finally become a customer. Of course, the salesperson has the expectation that this new customer will quickly become a high-profit customer.  The sales manager has heard the same plea hundreds of times before, and yet for some reason, the salesperson and the lack of current sales suddenly make offering a discount very attractive.Its as if were watching the unveiling of a very slow accident that is completely avoidable and yet happens anyway.  The salesperson gets it into his or her head that the only way to close the deal is by discounting the price. They just need to convince their sales manager to go along with it.  When this occurs, a major shift happens with how the salesperson does their job. No longer are they selling to the customer; now theyr]]></description>   <guid>http://www.salesresources.com/articles/article.cfm?ID=1617</guid>   <pubDate>Sat, 31 Jul 2010 06:25:01 CST</pubDate>  </item>
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