Non-Verbal Messsages Are More Important Than What The Prospect Says

If there is an inconsistency between the verbal message and the non-verbal message you are getting from a prospect, I would advise paying more attention to the non-verbal. The non-verbal message will always be more a more accurate representation of the person’s feelings, attitudes or beliefs.

Understanding The Different Influencing Styles

The way in which you behave as a manager and the approach you take will have a marked effect on your ultimate success or failure. Having a range of approaches and styles of behaviour gives you more flexibility. It increases your options – and your chance of success.

Gaining An Edge And Building Relationships In The Corporate World

Gourmet gift baskets are an effictive and easy way to build relationships.

7 Reasons Why Your Sales Results Suck: Part 1

One of the more fun parts of my job is talking to sales managers who refuse to admit that the results that their sales force gets indeed 'suck.' What do I mean by this statement? First of all, let's face it, I use that word to get your attention and now that I have it let me explain. When any frontline sales professional in your company does not produce the results needed to pay for all the overhead, benefits, pay, education and everything else needed to pay for there fair share of these expenses, then they are 'sucking' these valuable resources at the expense of other employees who ARE pulling their weight.

Hiring Tips - How to Hire Successful Sales Reps

This article on How to Hire Successful Sales Reps reveals the ONE technique you can use to identify and hire top performing sales reps. Learn how to ask the best questions to uncover who the real sales reps are and who is just going to waste your time!

Feasts, Failures and Food for Thought

Feasts, Failures and Food for Thought The Three Biggest Mistakes Sales Managers Make

Plan Implementation And Control

The ongoing process of the firm is often dependent on control – the feedback process that helps the marketing manager learn 1) how ongoing plans and implementation are working and 2) how to plan for the future.

How To Deliver More Next Year With Less!

Year on year, sales leaders are being asked to achieve improved results with fewer resources or, at least, more from the same. To most Sales Directors, the attainment of a permanent increase in sales revenues must seem like the search for eternal youth; unending and, ultimately, unavailing.

Recruiting and Retaining Top Sales People

Two of the biggest issues facing the industry today are recruitment of sales personnel and retention. Problems in this area may not be due to bad hires or low unemployment rates. If they are related to bad hires then it means you don’t fire well. You are not holding people accountable. If that’s the case, it only stands to reason that you are probably overpaying a sizable portion of your sales force, as they are not performing as “A” players.

Let’s Just Make It Friday

Every seller has been afflicted by the buyer who neither says yes nor offers an objection. He is the fence-sitter, the person who seems almost biologically unable to arrive at a decision, no matter how much prompting you do. So, how can you get a sale if he won’t at least give you an affirmative grunt? It’s tough, unless you come to the situation armed with a very special type of close, says Dr. Gary S. Goodman, top speaker, international consultant, and popular commentator on radio and TV.

There's Magic in Thinking Big

Follow the rules in this article for more accurate sales projections for 2007. High expectations tend to lead to a higher performance.

Do Your Salespeople Have Walk-Away Power?

Sooner or later, you will have to walk away from a prospect or a client relationship that is no longer worth your time, energy, corporate resources or willingness to continue. What are the characteristics that could contribute to this decision? Here are a few to think about...

Does Anyone Really Manage Sales

Do we as sales people create the sale through our dynamic personalities and outgoing demeanor. Hardly; we make the sale through our continued activity with the client. I will go out on a limb and boldly say we never manager sales, rather we manage activity. Should you disagree with this please read on.

Surveys and Statistics, Two Powerful Tools

Surveys and Statistics are two very powerful tools for sales growth. Both are misused and under utilized by most managers and organizations. Discover new ways to maximize their effectiveness.

What Really Drives Today's Marketplace?

Not understanding what truly drives marketplace can seriously affect your closing ratios and your customer satisfaction. Are you using a flawed strategy?