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Remembering the names and faces of colleagues, business associates, and clients is an important skill for business success. Here are some effective techniques for remembering this critical information:
1. Associate someone that you've just met with someone else that has the same name. For ... Views: 3226
Ascending to a new level of performance in any endeavor is a matter of taking intelligent risks well. Sales is no exception. Having written a book on intelligent risk-taking called The Power of Risk and often speaking to sales professionals, I’m regularly asked by ambitious sale people what ... Views: 2400
I am sure you have heard it said if you want to break a bad habit or make a change in your life you need to work on the new behavior or skill for a minimum of 21 days. Unfortunately, many people seem to think if they can quit smoking for 21 days they will never smoke again. The same goes for ... Views: 1047
GO FOR THE “NO” IN SALES
By: Liz Wendling
How can such a tiny, two letter word have such a huge impact on salespeople? It has been said that the word “NO” is the most destructive force in the world. It keeps people from reaching quotas, achieving goals, and pursuing the life of their ... Views: 1186
How are you coming across with the people you meet? How do you present yourself? What happens when you walk into a room? What does the person see and feel about you? Who are you? You have to be comfortable with who you are and what makes you “You”!
Who Are You?
A study was done by a group of ... Views: 1459
If you want to know how to become an effective salesperson, you must first know how to take care of your customers. Why? Because customers are your life source. They’re the ones responsible for the sales of your company. They’re the ones who will tell their friends whether to do business with ... Views: 6695
Manage customer orders for your retail and restaurant business
Traditional order management solutions require merchants to lock themselves into a proprietary vendor controlled order management solution. These proprietary systems are expensive, difficult to implement and lack the flexibility ... Views: 3694
When sales managers think about keeping their sales teams motivated, they often make a critical mistake. Most of them immediately think of money, and most assume that the entire team will be motivated by the same things.
In truth, this attitude is a mistake. While some individuals are driven ... Views: 1566
Motivation techniques are often omitted from sales team training. Practical sales skills training is easier to present, and doesn’t require the same research and preparation time. Many sales managers and small business sales directors just don’t have the time to focus on how to motivate ... Views: 3542
You were put here on this earth for a purpose. You have chosen to fill that role as a Sales Professional. That's what you are a Sales Professional. You are the key to the American economy! You hold in your hand the power to change the world. Because nothing happens until a sale is made. Nothing. ... Views: 1399
Inertia can be a powerful force. Often times in business, the decision not to act and to stick with the same practices is the easiest one to make. However, the ease of sticking with the same shouldn’t allow sales managers to accept the status quo. Maximizing ROI and finding best practices are ... Views: 1379
I was driving around last week listening to a guy named Andy Andrews in my car, and he said something that hit me right between the eyes. Mr. Andrews (author of the book The Traveler’s Gift) was saying that if he was allowed only 1 minute on stage and one thing to say that would change ... Views: 5395
San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most
At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter.
In other words, we focus on kicking the ball out of the ... Views: 1033
San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most
At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter.
In other words, we focus on kicking the ball out of the ... Views: 1033
San Diego Sales Training Tips - Sales Leadership – Three Initiatives that Matter Most
At the beginning of the year I make a point of being ready with an exceptionally strong strategic plan that is heavily based on the first quarter.
In other words, we focus on kicking the ball out of the ... Views: 1033
As a professional presenter for over fourteen years, I’ve seen PowerPoint used well and poorly. Unfortunately, is seems to be used poorly more often that well. Here are some suggestions for making PowerPoint a positive part of your presentation.
The secret to using PowerPoint successfully ... Views: 2351
If you are a business owner or sales manager responsible for getting your team of sales reps to make their numbers or achieve sales quotas, then I feel your pain. If you're like many of the sales managers and owners I work with, then I know you're being pulled in many different directions. ... Views: 1075
Developing strong listening skills is a key element in building collaborative, professional and long-lasting personal relationships. Listening is an integral part of the whole communication cycle. As you move through the levels of listening, you’ll generate different responses from the speaker. ... Views: 2283
All Sales professionals want to improve their sales skills. They are also on a hunt for a new sales tip, or a fresh thought to motivate themselves to achieve more sales this week. This article outlines the best, quickest, most accessible and cost free source for excellent sales tips and ... Views: 2089
Employee engagement is no longer the sole province of theoretical academia or business consultants with a penchant for the new and untested.
Business has seen engagement become a key strategic consideration for many companies from the small and innovative technology start-up to the world of ... Views: 6868
When you sell into an established market, if you're going to grow your share, you'll have to take business away from your competitor. Dislodging an entrenched vendor isn't easy, but it is possible and I'm going to show you how!
Try these tactics next time you hear, "We're happy with our ... Views: 3675
The Difference Between a Job in Sales and Marketing
While many think that sales and marketing careers are the same, they often prove to be quite different and, subsequently carry very different tasks / required knowledge of the employee.
As of late, many small businesses have added to the ... Views: 1362
Ever wondered why some people consistently make millions at the top of the sales ladder and others struggle to meet quota?
In this series of articles, based on 999 Legendary Selling For The 21st Century, we review the differentiators between those who consistently over achieve and those who ... Views: 2105
To: Anyone committed to being the best they can be.
From: The Goals Coach
Subject: Greatness
This week remember that greatness is not common. It's not doing what everyone else is doing that makes you great, it's consistently doing what few are willing to endure.
When remaining ... Views: 1770
My name is Liam and I want to introduce myself and my product. I will tell you what the secret is to a better water system. I want to talk to you about this; I hope you will listen…….blah blah blah. Now in all honesty we have heard these types of opening statements before but have we ever taken ... Views: 3284
Take action in your sales
Wouldn’t we all love a bit more action! If you are working in sales, sales requires movement, sales requires action. You need to get commitment and get action from your prospective clients and act yourself too. You need to do this in a planned time frame. Recently on ... Views: 1170
There’s a common misconception that sales managers must be good talkers. Its true that any leadership position requires superb communication skills in which you can clearly articulate your thoughts through the words you use and the way you communicate.
But if you are always talking and never ... Views: 1301
“When the student is ready the teacher will appear.”
The other day, a board member was lamenting on the poor performance of his company. So I said, "You should hire me to help your company get more sales." To which he replied, "Not right now, Sam. The timing's not right." So I said, "Timing?? ... Views: 2162
Intimidation is why most people avoid pursuing others they want to meet. In the quest for sales this would mean C-levels and top decision makers. Sure there are those that storm the C-Suite only to be thrown back like undersized fish. These rouges are not intimidated, but they’re not too ... Views: 3640
You hear the decision has been delegate and you believe it is no longer necessary to get to higher levels of influence. It’s common for senior managers to delegate or set-up committees to determine project scope and select vendors. However, senior managers never delegate or give-away final ... Views: 2427
One challenge of the new economy is that common business principles and practices that were sufficient on which to build a business just a few years ago, today are not.
Take the case of one of my clients who told me recently, “I’ve been in business for 17 years. And we’ve done well. But now, ... Views: 1810
You do not want to be part of the seagull system. Leadership skills training courses describe the seagull system as the leader that flies in leaves a mess everywhere and flies out again leaving their mess to be cleaned up. Leadership needs an awareness of the various diverse job roles that you ... Views: 1090
I am positive you already know that there can be a lot of mistakes made in sales. The reason that I work as part of a sales training courses provider is because I want to inform people of these mistakes that come up again and again in which I am sick to the back teeth explaining.
There are 4 ... Views: 1062
You are in the middle of a call and you are leading them to their desire to their water but the problem is you can not get them to drink it. In sales training courses we explain to participants that you do not need to make them drink the water you simply want them to realise for themselves that ... Views: 1011
On a recent sales training course, the group were asked to do some role playing of telephone sales. I have to say the results were quite pitiful. All of the opening statements started something like this:
Hi my name is Paul and I want to introduce myself and my product to you. My reason for ... Views: 1042
Channel Data Management as well as Channel Partner Marketing are 2 important business distribution as well as sales/marketing procedures. Much like some other channel strategies, both of these elements are of supreme significance for business success.
What's Channel Data?
Sales data that's ... Views: 996
Nowadays, utilizing a partnership strategy in business are the most crucial trends. Because of the advantages of efficiency as well as revenue generation, it's execution is broadly recommended. When a partner portal is utilized, this technique is quite useful. This serves the best objective as ... Views: 838
The truth of the matter is that there are those that are born with the natural ability to sell. As a sales trainer I have come to realise and accept this but I also had to accept that I unfortunately was not one of those people. I have had to work hard and realise that I did need an extra step ... Views: 1057
CEOs and upper level people don’t refuse to meet with people because of their level or position. They reject them because there is no credibility. Titles indicate credibility, and that’s why it may seem easier for a senior executive to get a meeting with another senior manager. However, title ... Views: 2541
Networking produces leads, contacts, and C-Level relationships better than anything. So use your resources. You know people that know people who can get you to where you want to be. However you have to stop and think about this for a minute because you’re not used to using these contacts. ... Views: 2109
Positive thinking gives you the ability to see the positive possibilities in every situation. You can now use this one simple self improvement technique and gain the many benefits in both your personal and professional life that others miss. Imagine being able to stop those negative influences, ... Views: 2759
As the global economy has changed over the past 12 months or so, more and more people are turning to Sales training courses to help them secure more sales. Never have we seen such a change in the world, people who had money burning holes in their pockets 12 months ago no longer have the same ... Views: 1098
Wouldn’t you love to know what separates the winners from the losers in sales? Would you love to learn how to achieve the top sales in your profession? Well below are 4 simple secrets that can be the defining difference in your sales.
1. You’re Attitude. You may never have though about this ... Views: 1032
Being a top sales manager means being above average, which translates to getting more done with less effort. That’s what distinguishes a top sales manager from a mediocre one. But how do YOU become a top sales manager? You apply the 80/20 rule.
But first things first – what exactly is the ... Views: 1033
There have been so many news articles about homeowners walking away from the financial obligation to their mortgage. In response, there has been a lot of opinions about how these homeowners are not taking an ethical stance and avoiding their responsibilities. The result will be billions of ... Views: 1338
On a recent sales Training courses it was asked ‘do we have to continuously prospect for new customers?’ Well the answer is a resounding yes. All successful sales people practice the same basic principles to achieve more sales, and the first step of any sale must be prospecting.
I recall a ... Views: 1122
The most important activity when deciding to pursue a short sale deal is to determine whether or not the homeowners situation would qualify for a short sale approval. If this task is not done, you could be working on a “dog” deal that has no chance of closing, therefore wasting your precious ... Views: 2616
Credibility is the key ingredient to gain someone’s support and to get you what you want from that person. If you’ve got it with someone, you’ll have easy access to that person and s/he will readily share information with you. If you don’t, you’ll get excuses, put-offs and go nowhere slowly. ... Views: 3504
We all want to do better. Better at work, better in life, better at everything. But how do we achieve this and do we really know what better is?
Performance at work has always been a hot topic. At worst, performance (or the lack of it) can put a company under, at best it can make it ... Views: 5355
Do you know what one of the best kept secrets is in public speaking? It has nothing to do with your material but is vital in your delivery. All the great speakers do it while many novices do not. It is easy to do and natural. In fact, you do it in normal conversation with your family, ... Views: 2587