Create a High-Performance Environment
High-performance organizations focus strongly on providing superior customer service and developing employee potential. You can create your own high-performance department that exc
Handling Price Shoppers Who Play Games
Some buyers raise legitimate questions about price while others object because it seems the thing to do. These gamespeople are the most difficult to deal with. Some love to play an
Milestones Help You Manage the Process
As we all know, if you build objectives and support them with goals, you must have a way to track your progress. Make sure that you build milestones into the process of assessing R
Commit to Specific ROI Goals
As with any other process objective, your people have to break major ROI objectives into smaller, achievable ROI goals. This is especially important when you’re dealing with
Clarify Your ROI Objectives
There is no better way to prove ROI than to set clear objectives, outline them in terms of goals and expectations, and delineate methods to reach those objectives. Just like your c
How to Sell a Price Increase
No customer ever likes to hear about price increases. But, if you handle the situation correctly, you can keep your biggest customers happy and still increase your profits. Here ar
Use Time Wisely
Stop wasting time reading unwanted email messages. Follow the example of one busy team leader. He decided to respond to every email for a week with a note on its appropriateness. H
Step by Step: The Selling Cycle
Establish or uncover a need, problem, or desire. Intensify the problem and the prospect’s desire to solve it. Offer solutions to the problem. Get the prospect to take act
Make Your Follow-Ups Count
The Sales Bible Prospecting can get to be a lot like learning multiplication tables – mindless repetition of the same process. Often we send out letters to our prospects, t
Sales Killers You Must Avoid
Most salespeople concentrate on learning how to make sales. But they also need to learn how to avoid some common ways of killing sales. Sales trainer John Graham has identifi
