Sales Success Tip-Does Your Prospect Have a Need or a Want?

Learning what your prospect wants as opposed to needs will result in an explosing in your conversion rate and your sales.

The Fallacy Of References in Sales

I proceeded to explain to this sales person that all the references in the world would not change the equation. First off all the good intentioned references seem to always say great things but usually qualify their reference with something like…”after the initial bumps in the road it has been great working with the company”. Something like this or a variation. The road to hell is paved with good intentions!

Poem for the One Call Closer - Sales in the 21st Century

A sales manager is living in the past with old style tactics. A woman stands for what she believes is important for sales in the 21st Century. A surprise ending for both.

Train Me a Habit - How Organizations Are Using Training to Gain a Competitive Edge

When organizations move from viewing training as an expense to training being part of a long-term investment in their employees, a true learning environment will be created. A true learning environment means employees are recognized as unique contributors, are rewarded for their value and given consistent training over a long period of time. By investing in employees, an organization will be more productive and be better able to retain top talent. In order to further develop talented employees, an organization needs to augment their training with the appropriate use of technology. In this way organizations will be able to gain a true competitive edge.

Did You Ever Punch A Customer?

If you aren't careful, showing off your expertise can cost you the sale. It's a big trap for anyone in sales. If you are smart, keep your ego under control and all that deep product knowledge back unless the customer asks you a specific question.

3 Simple Rules For Your Next Sales Call

Article discusses a simple 3 rule approach for getting in control of your sales calls.

7 Cold Calling Secrets Even The Sales Gurus Don't Know

Cold calling the old way is a painful struggle. But you can make it a productive and positive experience by changing your mindset and cold calling the new way. To show you what I mean, here are 7 tested cold calling ideas that even the sales gurus don’t know.

What Level Of Telephone Sales And Customer Service Do You Provide?

Using the telephone as an effective sales and customer service tool.

Telephone Sales Basics for Start-ups

Here are some of the areas to consider when starting a telephone selling initiative in your organization.

Cold Calling Does Not Generate Sales Leads

Cold calling is a waste of time and will not generate enough sales leads.

Conference Calling Evolved

The evolution of the conference call from its limited beginnings as a business tool dependent on the telcos to todays growing use of the teleseminar as a critical eCommerce marketing tool.

Feel the Fear

Successful people feel the fear of rejection but they don't allow it to paralyse them. They take action even although they feel uncomfortable. And of course, the more you do it the less uncomfortable you feel.

How To Be A Cold Calling Superstar!

Take a moment and imagine a bad day selling on the phone. It’s been awful. You’ve been cold calling for over 3 hours and you’ve had rejection after rejection after rejection....

15 Tips to Making More Telephone Appointments, More Often

Do you want more appointments with good prospects, need to brush up on your technique? Here are a few top tips to more polished appointment making from seasoned professional appointment maker and business coach, Phil Ashforth.

Discover the 3 Essential, and 1 Optional, Elements That Guarantee More Appointments

Make those cold calls warmer, enjoyable, and more productive. It just takes a little creativity, doesn’t cost much to do and if done correctly can earn you as high as a 40-50-60% appointment ratio or higher.