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Sales Success Tip – You MUST Know the Answer to This Question

Sales Success Tip – You MUST Know the Answer to This Question

Most sales professionals know that one of the secrets to successful sales is asking good questions. Many times, however, the most important question is the question you must ask of yourself. “What? Ask me questions? You mean in the middle of a conversation with my customer?” No, no, nothing that drastic. Not that drastic, but…

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The Little Secret To Close 57% More Sales

The Little Secret To Close 57% More Sales

Ready to impress your clients and look like a pro at the whiteboard? In this short article, you’ll find out the biggest little secret to jumpstart your sales success. More and more sales professionals, educators, and business leaders are using a whiteboard. Turns out, it is the fastest way to simplify complex ideas and involve…

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The MAP to More Sales – Part 1

The MAP to More Sales – Part 1

If you are like me you have probably read numerous books on selling strategies or attended one or more sales training programs and felt a little overwhelmed. For a lot of reasons that defy logic most of the available sales systems have been made far more complex than necessary. Over my 30 years as a…

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Lost Sales and Lost Sales Opportunities, Taming Your Ego

Lost Sales and Lost Sales Opportunities, Taming Your Ego

Losing sales opportunities or having previously closed sales unravel cause more ulcers and headaches for salespeople than almost any other one thing. As salespeople, we fully understand that these events are as inevitable as spring following winter. Why then do they cause so many emotional problems for some salespeople? It can be answered with one…

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Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 2

Selling Slumps, How to Pull Out Before You Crash and Burn – Tip 2

It matters very little whether you are a selling rookie or a seasoned professional, sooner or later, you will find yourself mired in a selling slump. There are a number of actions you can take to shorten the duration of the slump, lessen the financial impact, and reduce the emotional drain that a slump can…

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Preparation in Sales

Preparation in Sales

The adage ‘If you fail to prepare, then you should prepare to fail’ rings true in sales and in all other professions. Many sales professionals expect to surpass sales quotas become top producers and achieve success without adequate preparation. This lack of preparation results in frustration and discouragement. How passionate are you about selling? You…

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Selling Too Quickly Can Cost Referral Business – Speed Kills

Selling Too Quickly Can Cost Referral Business – Speed Kills

In a time when more and more people are seeking instant gratification and seem to have less and less time and patience, many salespeople are trying to rush their sale cycle. In my experience and opinion, they do so at their own peril. Speed, the attempt to rush the process, can significantly reduce the amount…

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Decision Makers vs. Influencers

Decision Makers vs. Influencers

What salesperson has not been disappointed to hear he/she has lost a deal as the result of selling to the wrong person? Despite asking, many salespeople, without knowing it, find themselves pitching to someone other than the decision-maker. Because this can be a fatal error, let’s think about how to identify and get to the…

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Be Like John at the Office

Be Like John at the Office

Now that John’s employees are starting to work at the office again, he has noticed the wired internet connection is cutting off and on throughout the day. His employees are having a hard time staying connected to get their work done. What’s the solution? A Cradlepoint CBA850 LTE Adapter/Router connected to his network for failover…

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Selling You – Your Competition Can’t Duplicate No Matter How Hard They Try

Selling You – Your Competition Can’t Duplicate No Matter How Hard They Try

Regardless of whether you’re selling sprockets, widgets, ice cream or smartphones, you can be sure you’re not the only one selling it. Here’s two sure-fire steps you can take that will keep you ahead of your competition. Why two steps? Simple. Your competition is probably trying to stay one step ahead of you. By taking…

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