Articles Archive for March 2009
Prospecting, Qualifying »
You have arranged the meeting with your customer, and you got his attention. Next step is to secure his interest in your products or services. Interest is usually lacking for one of two reasons — either you have not secured your customer’s attention, or your argument or selling pitch or presentation is not the best. [...]
Sales Books, Sales Education »
Top Sales Experts have released a 143 page e-book with articles by over 50 top sales trainers, including Leslie Buterin, Colleen Francis, Paul McCord, Lee B. Salz, Keith Rosen, Joanne S. Black, Steve Martinez, Jill Konrath, myself and many others. If you haven’t downloaded your FREE copy yet, just click on the image or link [...]
Articles, Sales Education »
Just a quick note – my article Hit Or Miss Doesn’t Work In Selling is amongst this week’s nominated articles over at Top 10 Sales Articles!
Lead Generation, Prospecting, Qualifying, Sales Education, Sales Training, Trigger Events, Webinar »
My new webinar is scheduled for April 2nd: Find Buyers Who Are Ready to Buy…Now! Learn to Identify the Trigger Events That Motivate Prospects to Buy “I have lot of business in my pipeline, but very few deals are closing.” Adding prospects to a sales pipeline is easy … but if they aren’t ready to [...]
Lead Generation, Sales Education, Sales Success, Sales Training, Selling Process, Trigger Events »
There has been a revolution in everything in our society except in sales. The sales industry has crawled while other professions have been running: “new” sales books are still talking about the same tips, tricks and techniques that were working in last century and bringing the success to sales people. Certainly selling has the look [...]
Articles, Sales Success »
There are three different channels through which you make impressions upon customers with whom you come in contact: PHYSICAL IMPRESSION – that which people gain through their eyes MENTAL IMPRESSION – that which your strong personality makes on the minds of others without any effort on your part CONSCIOUS IMPRESSION – that which you make [...]
Audio / Podcast »
“Times are too hard, I cannot afford to buy anything“- how often have you heard that in the last few months? So what to do when customers complain about the price? Why is compromising on price such a bad idea? How to win the deal and not even touch the topic of discounting of your [...]
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