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. He responded with one of three comments: 1. Keep sending this sort of critical information. 2. Send this to a responsible person on my team, […]
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 action.
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, then call to ask if they received the letter, and what do they say? “No!” Let’s look at other ways of following up on that initial […]
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 identified some attitudes and assumptions that can keep you from reaching the top. Are you the victim of any of these sales killers? “I know more […]
Achieve Your Goals
Setting and pursuing realistic goals is the key to success. How do you know if your goals are realistic? Once your goals are set, how do you achieve them? Follow these guidelines: Use your interests to create a goal that is concrete and specific as well as inspiring. Combining your interests with your imagination helps […]
