It doesn’t matter which product or service is being sold or which geographical area is involved, the results are always the same. It doesn’t make any difference whether someone is selling commercial real estate or a server in a restaurant, ten to twenty percent of the people are sales masters, ten to twenty percent are…
Continue Reading
Remember to stay away from these top ten sales killers and #3 is so important! 10: Driving all Day Spend the minimum amount of time traveling and the maximum amount of time prospecting or closing deals. Divide your area into manageable chunks and work each smaller area on a specific day each week. Only deviate…
Continue Reading
You can see immediate results in your bank account by remembering that not everyone is like you. The very things that may help you make a sale to one person may just as easily disqualify you from the next. Bob may love to “shoot the breeze” before he gets into any specifics about what he…
Continue Reading
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…
Continue Reading
The higher the rate of speed at which a salesperson moves through the sales cycle, regardless of the reason, the greater the total negative effect on his or her overall performance in terms of closing ratios, customer satisfaction statistics, and future referral business. Because of this fact, it is vitally important to establish the slowest…
Continue Reading
When most people, regardless of their profession, refer to their experience level they generally tell you how long they have been in a particular field. They will state that they have, as an example, three years or twenty years of experience, but is this an accurate way to describe their level of expertise? I think…
Continue Reading
Creating a successful business is a two-step process. FIRST, you must be able to effectively market your products and services. SECOND, you must be able to convert the prospects or leads your marketing generates, into paying clients. If you get the marketing part down, but you can’t convert, you still won’t have any clients and…
Continue Reading
As you take your first steps into this work-from-home movement, it’s not unusual to miss even the most unappealing features of a standard full-time job. Most commonly, people that work from home have difficulty coping with the loss of a regular social routine in the workplace. The consequences of isolation can be wide-reaching. As your…
Continue Reading
Part 3 of Common Mistakes Old School Persuaders Make. The facts and studies show… We can present all the facts, figures, studies and statistics; but it will not always convince your prospect/client. All decisions are comprised of part emotion, part logic. The skill is to know what parts to use. It depends on the situation…
Continue Reading
Part 2 of Common Mistakes Old School Persuaders Make. I am an outgoing people person, so I am a natural persuader. There are the stereotypical persuaders who are friendly, outgoing, and sometimes loud. Research reveals, however, that some of the best persuaders are actually introverts. How can you persuade if you are always talking? Great…
Continue Reading