Category: Sales Management
Browse all posts in the Sales Management category. Found 256 posts in this category.
The “script” that gets results
In front of the customer, they’re instinctive… But somehow, they’re tough to write down on a piece of paper. Your qualification questions. The...
Get more out of everything
Per my last post, I owe you an article on how to motivate your team to use an information system to improve sales, service and...
Stellar Customer Service is easier and less expensive than you think
You don’t have to be in the Fortune 500 to build superior stellar customer service into your business. In fact, when’s the last time you...
Simply selling by believing
An article by Gary Jones on Sales Motivation.net got my attention today… Gary talks about changing your mindset to open up opportunities for sales success....
In the 21st century, Put Offs Are Your Friend
A “put off” is something a prospect says to “get rid of you”. To get you off the phone or out of his office. To...
Getting a prospect’s Pain over the phone
If you sell over the phone, you know that establishing trust and rapport over the phone can be a unique challenge. When you’re not face to...
Sales Technique is about Organization
Typical sales people are not engineers. They’re not detail oriented. They’re right brained types, creative, impulsive and extroverted. Sales people like to make things...
Sales people wanted
Wow! If you spend a few minutes surfing blogs on sales and internet marketing, you can get the feeling that sales people are dinosaurs… Here’s...
The Ultimate Take Away
I read a great article on Yoest the other day about a meeting with David Sandler. Funny thing is, when I met my first Sandler...