How Can You Know The Prospect's Real Intent?

Intent and intention seems to be a hot topic these days. Why is this such an important topic today? Is it more important than it was twenty years ago? Let's take a brief look at this critical area with a focus on the real intentions of your customers.

Sales Management Styles; Iron Fist or Emotional Empathy Efforts

There are many different sales management styles, but which one works the best? Well most experienced practitioners recommend a tough love approach. What is tough love? Well hopefully it is the same type of management your parents and early teachers or sports coaches provided.

Pacing and Leading

Pacing involves establishing rapport and making persuasive communication easier; leading involves steering your prospect toward your point of view. Pacing and leading will enable you to direct a person's thoughts so they tend to move in your direction.

Creating Personal Expectations

Many people don't like the idea of goal setting; in fact, just the mere mention of the words makes them cringe. However, there is no doubt that goal setting works. The problem is that most people aren't doing it the right way. I am not going to spend time talking about the many aspects of goal setting - the bottom line is that goal setting works and is an important aspect of the Law of Expectations. If you can help others make goals, it increases their future expectations for themselves. Visualizing themselves reaching their goals also makes achievement of those goals more tangible.

Sales Management Can Save You From Losing Your CEO Job

Sales management is a key to any company’s success and the sooner you understand that the better. Most of my articles on sales have been from a specific perspective you see I am an entrepreneur and am now retired. I founded and ran a Franchising Company, which set up units in 450 cities, 150 major markets and 4 countries.

How To Effectively Manage Salespeople Who Are In Remote Locations

If your organization has field sales personnel spread across the country or across the globe, it’s very important that you provide them with the time, attention, and management that is required in order to make them effective. We see lots of organizations that hire expensive field sales personnel only to leave them to their own devices and provide them with little supervision, guidance, mentoring, or coaching. This is a serious mistake.

Never Give Up, Never Let Go-

CRM - a fantastic concept and when done right can be an organizations greatest asset. But only when your approach is a focused one. Discover how and when a good CRM solution can work for you.

Sales Training Programmes Rarely Provide A Proper Return On Investment

In my opinion, hundreds of millions of pounds world-wide are wasted every year on irrelevant, unnecessary or inappropriate sales skills development and there are four obvious reasons.

Failing to Manage Your Sales Staff Will Eventually Manage to Sink Sales

Sales Management is a necessity in any company that wants to hit its target goals for income, sales and or profits for the fiscal period. If you fail to manage your sales staff correctly then it is quite evident that this will manage to sink sales. How do you set up a sales management program if your current sales management is lacking or basically non-existent?

Is Phone Sales Skill a Lost Art?

A Little Phone Sales Training Will Go a Long Way

Top Speaker Says: There Are 5 Reasons Selling Comes First & Customer Service Second!

Why there is a nearly unlimited budget available for pampering salespeople, while the customer service department suffers budget cuts and downsizing at the first signs of a business slowdown or recession? There is a simple, brutal and realistic answer to this question. Salespeople are more valuable to their companies than customer service personnel. As President of Customersatisfaction.com, a company that provides service and sales training, aren’t I foolish to say this? Perhaps, but I’m right. Sellers are valued more, for five reasons, says Dr. Gary S. Goodman, top speaker, best-selling author of 12 books including, SELLING SKILLS FOR THE NON-SALESPERSON and MONITORING, MEASURING & MANAGING CUSTOMER SERVICE, and Fortune 1000 consultant.

Be A More Effective Sales Manager

The customer forms his opinion of an organization based on the people that he works with and sees. For a company, this is the salesperson. The salesperson shapes and structures the customer’s view of the company. Thus, the advancement and collapse of a corporation rests almost solely on the performance of the salesperson. In turn, the responsibility of the qualifications of the salespeople rest on those who train them. This essay is devoted to help set objectives and find a good strategy for the sales manager

When You are Thirsty is Not the Time to Dig a Well

How often do you spend time developing new ideas? What is the source? They are all around you if you will look...

Don't Get The Holiday Blues

Many salespeople believe that between Thanksgiving and January 2nd people stop buying and become preoccupied with celebrating and eating. Quite the contrary!

Effective Strategies to Increase Profits

The crux of any business is to operate successfully in a highly competitive world, which simply gets measured by the size of the profits that are generated. the key to the success of any business, is to formulate an effective strategy to increase profits.