7 Ways You Can Boost Sales & Thrive in the New Economy, Part #4: Be Shrewd and Creative about Who You Target
No one could hit a baseball the way hall-of-famer Ted Williams could. He knew there was a lot more to becoming a home-run champ than just swinging hard at every …
7 Ways You Can Boost Sales & Thrive in the New Economy, Part #5: Get Management Out in the Field
So far in this series of seven articles, we’ve looked at field-tested activities that you, the sales professional, can embrace today to generate dynamite growth in your sales, even in …
7 Ways You Can Boost Sales & Thrive in the New Economy, Part #6: Engage Your Offence
In the new economy that’s taking shape around all of us today, confidence and pride haven’t gone out of fashion (and thank goodness for that). However, they have to be …
7 Ways You Can Boost Sales & Thrive in the New Economy, Part #7: Beware the Seven Deadly Sins Against Honesty in Sales
Throughout this series of articles on how you can be a top-ranked power seller in this new economy, I’ve concentrated on a range of activities that you can put into …
8 Questions to Help You Plan for Success in the New Year
Whether it’s eating less, exercising more, spending more time with family – or just putting more money into our RRSPs! – we all tend to make personal resolutions around this …
9 Steps to Building a Profitable Customer Relationship
Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best – …
An Ounce of Prevention Beats a Pound of Cure: How to handle the "you’re too expensive" objection before your clients ask it!
"Your prices are too high." "Why are you so expensive?" "I have another offer, so you’re going to have to do better than that!" The dreaded pricing objection. We’ve all …
Avoid Zero Sales Growth This Year! Nine Ways To Re-Align Your Sales Tactics: Part 2
Entrepreneurs and executives alike increasingly want to know how they can sell more, in less time, at a greater profit. With that in mind, what is the single best thing …
Be a life-giver… not a life-sucker
When dealing with problems or adversity, salespeople generally fall into one of two categories—they’re either ‘life suckers’ or ‘life givers’. Life suckers blame others for their actions and results, whereas …
Be a Stealth Fighter: What to do When Your Prospect Goes Silent
It can feel like a soul destroying experience. You leave phone message after phone message with a prospect or an existing customer, and seemingly for no reason at all, your …
Be Honest with Yourself
Adapted from Honesty Sells (Wiley Publishing) by Colleen Francis and Steven Gaffney Lying to yourself is one of the worst lies we can tell. First, when we lie to ourselves …
Before You Complain about the Economy
I think we can agree that the economy is still unstable. While some companies are flourishing others are suffering. Likewise some sales professionals are exceeding their goals and others. I …
