|
Articles about salespeople (0-50 of 1651)
- Opt Out Of The Crybaby Society
By: Ted Ciuba | - Let's talk a little bit about refunds. Well, let's start where the process begins, with sales. I want to talk about one of the wisdoms they teach us-that in the business environment, we're all salespeople, but some people have a specific responsibility.
Those, of course, are the ones who get rewarded most highly in any organization-the salespeople. And the business owners, who of course are salespeople, even when there is a synergy, a MasterMind, a complimentarity, where everybod ...
Tags: refunds, business environment, sales, salespeople, synergy, MasterMind
- Create A "€˜no Excuses"€™ Sales Environment
By: Tony Cole | - By Tony Cole, President & CEO, Anthony Cole Training Group
What is your companys sales culture or environment? Can that question be answered quickly and articulated consistently across your organization? The foundation for creating a clearly defined sales environment begins with the leadership - how they set sales standards and then demonstrate, communicate and inspect accountability to those standards. What sales standards do you set and communicate? Are they extraordinary? ...
Tags: sales, salespeople, sales leader, sales team, sales force
- How To Increase Your Sales Without Advertising...
By: Derek O'Dwyer | - I met a business owner once who proudly informed me that every customer that came into his premises purchased from him and that he was a master salesperson. I was impressed. His customers should have purchased from him every few weeks after that but less than 25% did? Why? What was he not concentrating on?
Well, it needn't be that way if you just do one thing in your business. Whether you are in a home based business, an online business, working a job for someone else or running you ...
Tags: Online Business, Franchising, Direct Sales, Owning a Business, Make Money Online, Work from home, Measuring Salespeople
- Prospecting, The #1 Job For The Ceo
By: Tony Cole | - Does your company need more sales? Ill assume that for the majority, the answer is yes. When did you last schedule and then spend an hour prospecting for your business? With the mountain of things to get done each day and the number of people looking for time on your calendar, there is just no way that you can do that too. Maybe you dont really prospect, but leave that up to your sales manager and sales team. Beware! You must cast the shadow, walk the talk and be the lead prospector ...
Tags: Sales, prospecting, sales management, salespeople
- Selling Benefits
By: Jim M. | - Selling benefits is something most salespeople fail to do.
In a recent article I wrote about the Ultimate Sales Tip. In that article, I mentioned I found some inspiration from a copywriting course I was re-reading.
I'm guessing most entrepreneurs and professional salespeople have little or no interest in improving their copywriting skills.
And that's too bad because copywriting is merely salesmanship in print. A lot of what you see in print can be used whe ...
Tags: selling benefits, salespeople, selling
- Characteristics Of Successful Salespeople: 3 Vital Traits That Could Skyrocket Your Sales
By: Michael Lee | - Successful salespeople have certain key traits that help them make a sale, close a deal and ensure return customers. But whether youre in sales or not, you need to adopt the characteristics of successful salespeople. Why?
Because their traits come with a lot of advantages. For example, they help make other people more agreeable to you. They help you get what you want more often than not. And they help you develop more confidence in your work.
But dont ...
Tags: characteristics of successful salespeople
- Free Webinar August 6, 2009: Accountability- The 14-letter Word For Sales Success
By: Tony Cole | - ACCOUNTABILITY. Think about your top salesperson and what they would say if they did not hit their sales target this month. "I'm on it; my pipeline is strong and I will fix the problem." Accountable. Now, think about the weakest salesperson that you have; what would they say about coming short of goal? "I had to do Operation's job, the market is soft." Excuses.
As the sales leader, what shadow do you cast when it comes to taking full responsibility and not allowing an enviro ...
Tags: salespeople, sales leadership, sales manager, sales, sales
- Sales Commitment And Shadow Of The Leader
By: Tony Cole | - By Tony Cole, President & CEO, Anthony Cole Training Group
You have to understand that people stand in the shadow of the leader. This comment came from the top executive of a very large corporate client of ours. And I had to ask, George, what do you mean, shadow of the leader? He replied, Its pretty simple, Tony. People will do what they see the leader do, not what the leader says.
The profound concept of Shadow of the Leader helps us und ...
Tags: salespeople, sales leadership, sales manager, sales, sales results
- How To Improve Your Sales Hiring Process
By: Jim Sirbasku | - Would you like to be able to find and hire sales people who have what it takes to improve sales in a competitive environment? This article will provide you with information that will help you hire competent sales people who consistently perform at their best level. Whether you're an executive, a manager or a team leader, the following information will be beneficial to you.
Have you ever wondered why it is so difficult to find sales people who can actually sell consistently, year ...
Tags: sales hiring strategies, sales hiring, sales, hire salespeople, hire salesperson, salesperson
- How To Hire The 20% Of Salespeople Who Sell The 80%
By: Jim Sirbasku | - Who would have predicted that Vilfredo Pareto's famous 80-20 Rule, formulated over 100 years ago, would still apply to sales organizations today? This article will provide you with ways to hire the 20 percent of salespeople who sell the 80 percent. Whether you're an executive, a manager or a team leader, the following information will be beneficial to you.
Research consistently demonstrates that more than half of those in professional sales lack the basic attributes required for ...
Tags: sales hiring strategies, sales hiring, sales, hire salespeople, hire salesperson, salesperson
- The Science Of Sales Success
By: Jim Sirbasku | - While many employers complain about the difficulty of attracting and retaining quality salespeople, other employers seem never to have this problem. What's their secret? This article will provide you with ways to blend science with the art of sales success. Whether you're an executive, a manager or a team leader, the following information will be beneficial to you.
You are bursting with pride at your most recent hire in the sales department. You lured the guy with a high sales q ...
Tags: sales effectiveness challenges, salesperson, sales, salespeople, effective sales, salesman
- An Employee "perk" That Actually Boosts Productivity For Outside Salespeople
By: Steve Sasman | - "What if you told your entire outside sales staff that you were going to give them and their entire family Unlimited Internet access for their home? Would this be a nice incentive? Would this be a way to retain more employees? Sure it would, but why would you, as the Sales Manager or Company Owner, want to provide this to your team?
Because offering this extra perk does not cost you a dime. In fact, it only helps your organization sell more by closing deals quicker, staying in clo ...
Tags: Employee, Perk, Salespeople, Productivity, internet
- Art Of Selling
By: Jim M. | - The art of selling begins with the right selling attitude.
When you combine the right attitude with sharpened selling skills you can achieve everything you want in sales.
There's a lesson from golf I'd like to share with you that may impact your attitude - at least I hope it does.
If you know anything about golf, you know that the U.S. Open was played this past weekend.
It came down to the last hole and the last putt. It was 12 feet lo ...
Tags: art of selling, selling, salespeople
- Sales Dilemma: Risks Aren't Scary Once You Take Them
By: Jim M. | - A sales dilemma salespeople face sooner or later is taking risks. This isn't theory - I know this firsthand.
You see, I spent 19 years working for other companies when I returned from Vietnam.
13 of these 19 years were with American Hospital Supply Corp. which was acquired by Baxter in 1985. I had all the jobs I ever dreamed about including sales representative, regional sales manager, director of marketing, vice president of sales, vice president of marketing, an ...
Tags: sales dilemma, salespeople, sales
- Selling Scripts That Work
By: Jim M. | - The right selling scripts can catapult your sales to the next level. Not using prepared scripts and relying solely on 100% improvisation will block more sales opportunities than you can imagine.
I believe it's ironic that a majority of professional salespeople avoid using prepared scripts because they don't want to sound "Canned."
Instead, these same salespeople rely exclusively on intuition and instinct. Do you have any idea how many telephone sales calls begin wi ...
Tags: selling scripts, sales prospects, salespeople
- Unscrupulous Competitors
By: Jim M. | - It seems the world is filled with unscrupulous competitors.
Last week, during my Sales Training Boot Camp, someone asked this question.
"The products we sell are made from petroleum based raw materials and our material costs have skyrocketed 40% this year - how do we pass this on to our customers?"
And then there was a part B to the question. "How do we pass this on to our customers when our major competitor is holding steady with their prices?"
Tags: Unscrupulous Competitors, sales tactic, salespeople
- Three Times The Sales Income Wihout Working More
By: Donald Yerke | - Do you have what is takes to being a money making sales representative? The odds are stacked 20 to 1 against you becoming a success! Increasing your work load 20 hours a week solves nothing to resurrect your future. However the Domino Effect increases income and not time.
Determination to succeed separates average from exceptional.Got the determination? Read on.
It sounds like a forbidden subject. Throwing away the company sales bible and starting over sounds like a ...
Tags: Sales confidence, quality leads, selling skills, sales earnings, sales, experience, selling, insurance, salesperson, salespeople, product,
- The Saleaman Too Great To Resist
By: Donald Yerke | - Set your goals high enough and then put your prepared plan into motion. Being the best salesman has to be so strongly desired, that you are willing to change your techniques to get there. You have to reprogram your mind into knowing you are the best.
It is time to awaken your senses to no limitations .The technique is surprisingly easy to master. Take the time to search for and then practice learning the trade secrets. To soar up like an eagle, you can't have clipped wings. From n ...
Tags: greatest salesman, Sales presentation, insurance, salesperson, close, sales, closing, prospects, salespeople, benefits, product, motivation.
- Sales Tip - What's The Best Day Of The Week
By: Jim M. | - Here's a sales tip - the best day of the week is TODAY, of course. Yesterday's are lost forever, and we know only too well that tomorrow isn't promised to anyone.
When you're reading the morning newspaper and don't see your name in the obituary - declare it a great day.
Some salespeople squander time and some people squander money and even more salespeople squander both. That's just plain stupid.
Start treating everday as a gift and you'll spend your ...
Tags: sales tip, sales, salespeople
- Customers Tend To Buy The Who, Not The What
By: Daniel Sitter | - Recently, an associate made an astute and intriguing observation, one that captured my immediate attention. He stated that "most customers buy the who (us) not the what (products) that they can easily buy from anyone." What a statement of fact! That is such an important distinction and a lesson well worth additional discussion and remembering. Why would anybody want to buy from just anyone?
While most salespeople represent a company's product line, ranging from pharmaceuticals to ...
Tags: sales, selling, sales training, sales strategy, customers, salespeople, brand, superior selling skills
- On Paper With Purpose Is A Sales Tip Worth Remembering
By: Jim M. | - Some people dream big while others do big.
Have you ever heard the words, "Life is not a dress rehearsal?" Well, it isn't!
Cemeteries all over the world are filled with former salespeople who are buried with their unfulfilled dreams and a multitude of regrets.
19 years ago I was at a crossroad in my life. The choice was to "Stay the course" or "Scratch an itch."
I chose the "Scratch an itch" route. And I have to confess I was motivated ...
Tags: salespeople, sales tip, selling, it might have been, goal, goals, sales rep
- Sales Commissions Earned
By: Daniel Sitter | - Are you a salesperson? Are you a business owner who pays commissions to salespeople? Depending upon your role, you may have a very different perspective regarding commissions.
Today, many salespeople are not paid a salary, rather they are paid a percentage of the gross profit earned on each sale. Some may remain a part of a company benefit program including health-care plan, expense allowance, 401K, cafeteria plan, etc..., but are frequently not considered a salaried employee. Ma ...
Tags: sales, selling, sales commission, superior selling skils, salesperson, salespeople, career
- How Salespeople Can Develop An Attitude Of Gratitude
By: Jim M. | - The two most powerful words salespeople can say to prospects and customers are - thank you.
People are starving for recognition. But if you don't get recognition you're not likely to give it. Big mistake!
A simple thank you goes a long way.
Are you trying to create wealth for you and your family? If you are, you should realize and appreciate that wealth comes wrapped in
gratitude. You can learn more about this in The Science Of Getting ...
Tags: salespeople, sales, entrepreneurs, customer, attitude of gratitude, attitude
- Inside Sales Training A Lucrative Commission Mystery Revealed
By: David Nassief | - Inside sales training:
Joel just started working for Fitzgerald's Fine Men's Clothing in downtown Springfield. They had two classes of sales jobs at Fitzgerald's.
The first class was the experienced sales veterans.
The veterans were the only ones allowed to wait on the walk-ins that went to the back of the store where the high end men's suits were. These suits obviously paid salespeople the higher commissions.
The second ...
Tags: sales training, sales tips, auto sales training, selling skills, sales seminars, negotiation skills, salespeople, salesmen, saleswomen, sales jobs, sa
- Get It Done
By: Jim M. | - I've always been impressed with salespeople and entrepreneurs who have the abilities and skills to accomplish so much
on a daily basis. And not surprisingly - they are usually the high performers.
I gotta tell you about an article I just read in Saturday's Wall Street Journal written by Peggy Noonan. It's vintage
Noonan - who is one of my favorite writers. She can tell a story with glaring clarity - not a bad trait for
professional ...
Tags: salespeople, entrepreneurs, get it done
- The New Definition Of "rich"
By: Jim M. | - First, let me give you my definition of the word "Rich."
I believe being "Rich" is getting paid to do the work you love doing. I also believe that's a no-brainer!
If you listen to your inner voice you already know what you love doing.
If you love selling - you just absolutely love the action, you should be in sales.
If you don't love selling, you're not likely to ever become really good at it. And reading this newsletter won't make mu ...
Tags: rich, selling, salespeople, Wall Street Journal, the science of getting rich
- The Secret To Getting Prospects And Customers To Buy Your Products
By: Jim M. | - I've always been impressed with salespeople who have success written all over their face.
That face or facial expression has a tremendous influence over the people we meet day in and day out!
I'm only guessing at this but I believe most salespeople could immediately increase their sales by 30% if they an a
simple on/off switch.
Yeah - this on/off switch would be used before and after every sales call.
I'm not sure why, b ...
Tags: prospects, customers, salespeople, selling skills
- Become A Sales Detective - 8 Ways To Get To The Prospect
By: Rochelle Togo-Figa | - Before you pick up the phone to make a sales call, uncover all you can about your prospect. Become a detective to do your research. The more you learn about the prospect, the more you will mean to the prospect.
Quite often, sales professionals and business owners wing it. They're not sure what to say, so they start making their calls, hoping to get lucky and get the appointment. Being unprepared when making your calls is risky business, you come across as unsure of yourself in y ...
Tags: sales detective, detective, prospect, research, competition, hoover, google, salespeople, marketing,
- My Cousin Vinnie - The Salesman
By: Jim M. | - Actually, Vinnie isn't my Cousin - but he is a genuine salesman.
I've got a question for you. Are you in shape? Are you in really good shape? If not, why not?
It's important for you to be in top physical condition. But that's not with this article is about. This article is about increasing your sales. What kind of "Shape" is your sales presentation in?
I love to watch salespeople in action. I can't help it. So, when our cruise ship arrived in ...
Tags: sales, salesman, sales presentation, salespeople, sales questions, pledge of allegiance, increase sales, sales tip
- How To Lose Strong Sales Candidates
By: Derrick Moe | - Hiring salespeople is a daunting task in that they are good actors with the ability to project more skills than they actually possess. Bad salespeople can masquerade long enough to get through the hiring process and onto your payroll. Selecting strong salespeople requires certain disciplines.
Most sales managers were hired to grow profitable revenue at their company. Hiring new salespeople is an ancillary task they complete as needed (which hopefully is not often). This infreq ...
Tags: sales recruiting, hiring, sales hiring, salespeople, recruiting, assessment, Select Metrix
- I'd Rather Eat Than Smoke
By: Jim M. | - Let me explain. Last month Bernadette, my wife, and I were in Chicago to attend a wedding.
Everything about the wedding, including the weather, was perfect.
The day after the wedding we headed back to Palm Tree country - Lakewood Ranch Florida.
My life is my laboratory and I'm always paying attention to what's going on around me.
I get a lot of my newsletter ideas this way including the idea for this issue.
After we clear ...
Tags: choices, no-brainer sales tip, sales tip, salespeople, professional salespeople, entrpreneurs
- What Makes Your Customers Wince
By: Jim M. | - You probably never considered this, but every customer/prospect you call on has a built in wince-o-meter. The meter is activated every time salespeople do or say something stupid or pathetic.
Here's a list of things to avoid if you don't want to activate your customer' s wince-o-meter:
Wince - when calling for an appointment, avoid saying you're going to be in their area and you want to stop by and introduce yourself. Instead, tell them when you're scheduled to be i ...
Tags: salespeople, sales, sales prospect, time management, sales professional, sales presentation, sales call, sales questions, cell phones, blackberries, s
- Three Pricing Sales Tips That Work
By: Jim M. | - Here's a sales tip that requires a slight attitude adjustment. Forget "Quotes" do sales proposals that scream value. Pack your proposals with value and specific benefits. When a buyer gets a quote he looks for the price.
When a buyer receives a well-written sales proposal he's forced to see the value you're including. It really makes a huge difference in how you are perceived.
The next time someone asks, "How much does it cost?" Don't give the price - say, "It d ...
Tags: sales tip, sales proposals, quotes, salespeople, win-win, quote a price, bottom-line pricing
- How To Differentiate Anything - Including Your Products
By: Jim M. | - You will always command a higher price if your product is better than your competitor's product.
The first step to becoming better is being different. This is easy to say and hard to do.
If you believe any of your products are commodities you probably don't understand the last sentence.
Products don't turn themselves into commodities - salespeople do it.
If you truly believe in the concept of differentiation - there are simply no commo ...
Tags: differentiate, salespeople, seller, sales training, selling, sales questions, sales call, sales calls, sales skills, sell on price, profitability.
- Finding Sales Candidates With The Right Talent
By: Derrick Moe | - How many times has this scenario played out in a company? The candidate's resume indicated that he had extensive success in our market and had progressed in each of his positions. When we brought him in for an interview, he was a good communicator, likeable, well-groomed and focused on our industry. We hired him and he was an absolute stiff. He wouldn't call leads, he couldn't qualify prospects and he never closed a significant deal. We fired him 12 months later. The only reason why we wai ...
Tags: sales recruiting, hiring, sales hiring, salespeople, recruiting, assessment, Select Metrix, talent
- Shopping In Apparel Stores
By: Thomas B. Stevenson | - You can find apparel stores almost anywhere you look. A mall is full of them, and they are mainstays in other shopping centers as well. We all need clothing, so therefore we all need to shop in apparel stores. Most people like to shop in such stores, but for me, I always seem to loathe going inside. Not only do I feel out of touch, I feel completely and totally lost in a sea of possibilities. You might say I don't have any one style of clothing I like, I just buy what catches my eye. This leaves ...
Tags: apparel stores, sales tactics, salespeople
- Unlocking The Myth Of Hypnotic Communication
By: Don L. Price | - Unquestionably when the word hypnosis pops-up in a conversation or in the mainstream press, nostrils flair, minds conjure up strong reactions of parlor tricks and pictures of late night scary movies where starry-eyed maidens are seduced to carry out satanic acts.
Here we are, in modern times, where we have set foot on the moon, (ops better watch my words there are people who still think the earth is flat) broke the sound barrier, communicate wireless with the most modern techno ...
Tags: hypnosis, hypnotic communication, hypnosis communication, advertising, hypnotist, persuasive salespeople, habits of behavior
- Sales Hire Misfires
By: Derrick Moe | - There is no tougher position for a company to hire than sales. The majority of sales candidates are affable, engaging and interesting in an interview format. However, sales clearly is the most difficult position in which to predict the future success of a candidate. If you have ever hired salespeople, you understand why. What is the disconnect between the resume/interview process and successfully placing the right salesperson in the right position?
A few of the major hurdles:
Tags: sales recruiting, hiring, sales hiring, salespeople, recruiting, assessment, Select Metrix
- Characteristics Of A Professional... Are You Serious About Your Job?
By: Dave Kahle | - Copyright 2006 Dave Kahle
"I wish my people were more professional," executives and managers often commiserate to me. Even with those who don't voice it, that unspoken yearning often hovers just-under-the-surface of their conversation.
Ah, if only the people around us were more professional. Our lives would be easier, our businesses would grow more effortlessly, we'd find our jobs more fulfilling... the list of dramatic benefits can go on and on. But what does it me ...
Tags: salespeople, manager, professional, business, job, fulfilling, grow, sales, characteristics, serious
- Biggest Time Wasters For Salespeople
By: Dave Kahle | - Copyright 2006 Dave Kahle
Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I've been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I've seen some regularly occurring patterns develop - tendencies on the part of sales people to do things that detract from their effective use of time. Here are the four most common time-wasters I've ob ...
Tags: biggest, time, wasters, salespeople, allure, urgent, trivial, comfort, status, lack, trust, organization, management, common, worth
- Selecting Salespeople From Outside Your Industry
By: Derrick Moe | - There is an old saying in the computer world that dates back to the days of mainframes and terminals. These early computers cost tens of thousands of dollars and there were a handful of competitors in that market space. The dominant player was IBM who was often the highest priced option even though the competitive solutions were fairly similar. IBM's market-leading position created a security blanket for buyers that developed into a common phrase Nobody was ever fired for choosing IBM.
...
Tags: sales recruiting, hiring, sales hiring, salespeople, recruiting, assessment, Select Metrix
- The Sales Training Series: Selling With Tfbrs
By: Duane Sparks | - You have asked great questions and uncovered at least three important customer needs that your offerings can address, and youre ready to begin your product presentation. Know what youre going to do now? If youre like most salespeople, youre going to lose all of the momentum youve builtand maybe the sale, as wellby launching a long, boring, and standardized recitation of product features. Your sales presentation wont even focus directly on the key needs you took such pa ...
Tags: sales training, sales management training, sales presentations, product presentation, salespeople
- The Sales Training Series: Ask For A Commitment Every Time
By: Duane Sparks | - Salespeople are called upon to perform many duties, from customer training to market analysis. But we must never forget the primary value we bring to our organizations, the real reason we remain on the payroll: We are excellent at gaining commitment from paying customers. Or, at least, we're supposed to be.
Why don't customers commit? Because salespeople don't ask them to!
Yet incredibly, four out of six sales calls end without the salesperson asking the client ...
Tags: sales training, sales training program, sales force training, selling, selling skills, salespeople,
- The Sales Training Series: How To Sell Solutions
By: Duane Sparks | - Salespeople are commonly told to sell solutions and value rather than just product features. But when the time comes to present their products, they fall back on generic scripts with no direct connection to any specific needs the customer has revealed. The customer winds up in a one-sided conversation, listening to the salesperson present too many low-priority capabilities.
What salespeople lack is a structure for presenting products in a way that ties features and benefits dire ...
Tags: sales training, sales training program, salespeople, sales presentations, sell solutions, sales team
- The Sales Training Series: Sell By Agreeing On At Least 3 Needs
By: Duane Sparks | - Salespeople know that theyre supposed to sell to the customers needs. Here is the classicand tragically wrongway they usually learn to do it: Uncover the first need. Begin a product presentation, covering features and benefits, and then attempt to uncover another need and then give more product talk, etc.
Research shows that sales presentations like this are 25 percent less effective than those in which a thorough needs assessment is followed by a summary of all of th ...
Tags: sales training, sales training program, sales technique, salespeople, sales presentations, selling
|
|
