Get Employees to Contribute
Tired of meetings where no one contributes? Schedule a mandatory meeting and tell team members their “admission ticket” will be an index card with an original idea writ
Add Props to Your Presentation
According to Andrea Nierenberg, president of The Nierenberg Group, you can add power and pizzazz to your presentations by using props. She shares the following ideas, which cost li
The 5 R’s of Sales Success
Here’s how the five R’s – Relevance, Receptivity, Recognition, Responsiveness, and Relationship – can help you differentiate your compan
Seven Tips for Qualifying
Your goal in professional selling is straightforward: determine the customer’s needs, offer solutions, and successfully conclude the transaction as soon as possible. This nec
How to Get Customers to Value What You’re Giving Away
Do you routinely offer your customers little extras that give you the edge in customer retention? If you do, don’t be afraid to call attention to the fact. Promote your value
Accentuate the Positive
Consultant Joyce Weiss advises unmotivated salespeople to get out of their comfort zones and reevaluate the way they do business. “When things aren’t going well, it&#
Punch Up Your Presentation
Add persuasive punch to your next presentation by imagining you have got only five minutes to sell the organization’s president on your idea.
Ten Commandments of Prospecting
Without prospects, you are unable to succeed at your job. To keep your prospect list fresh, follow these 10 commandments of prospecting: I. Make an appointment with yourself
How to Handle Disrupters
You’ve just been appointed facilitator for the next meeting, but you know that if it’s to be successful, you’ll have to rein in a few troublemakers. Here are desc
Uncover Opportunities
When working with customers, don’t get so caught up in the selling process that you forget to look for other opportunities. Here are four basic components to discovering sale
