Maximize Your Profits Through Networking – Part 3: "Working the Room" – and Following Up After You Leave
If we network properly, everybody profits, because networking is about people sharing their knowledge and information with others. Preparation is a critical part of your networking success because it ensures …
Negotiation Preparation = Negotiation Success
Mediocre sales people are notoriously bad planners. It can be said that they habitually "play" more than they "practice". Going into most sales interactions unprepared, thinking they can "wing it" …
Networking in the New Economy: The Art of Branching Out, Without Forgetting Your Roots
"How can I do a better job of gathering new business and new prospects in today’s market?" That’s a question that I get asked quite often as a sales trainer. …
New Rules for a New Economy! What Successful Sales People Need to Do To Thrive in a Changing Marketplace
It’s been called everything from an economic downturn to one of the most important challenges of this generation, and no matter how you choose to define the state of the …
No Ad-Libbing Allowed – Get the Info You Need for an Effective Testimonial
I’m willing to bet that we’ve all done it. We have a customer who is a great fan, having had a great experience, and agrees to provide a testimonial. So …
No Free Gifts! And Other Negotiation Advice Designed to Keep Your Value High and Your Customers Happy
Despite your best attempts to sell value and remain firm on your price, some clients will press ahead with their request for a discount. After a solid attempt from you …
One Step Ahead: Taking Control of Every Sales Relationship so You are Closing on Every Conversation!
It has often been said that among the many musical talents of renowned jazz trumpeter Dizzy Gillespie was his skill for blending harmony with the unexpected. He himself summed it …
Overcoming Customer Objections: A Q& with Colleen Francis
The following was adapted from an interview conducted by Dan Walker, host of SalesRepRadio – a weekly podcast offering tips, best practices and expert advice for sales professionals across North …
Passion is No Ordinary Word: Channeling the sales professional in every entrepreneur
As a sales trainer, I work with people from all walks of life who share a common goal—they want to learn how to emulate the success enjoyed by the top-ten …
Pipeline Reviews: Asking tough questions to close more business
Music teaches us valuable lessons we can apply to a sales organization. An accomplished musician will tell you that one of the most important skills they need to have in …
Pop the Question
If closing profitable business, building long term relationships and lasting competitive advantage is what you hope to achieve in sales, then you need to develop closing techniques that don’t leave …
Preaching to the Converted: They say they’re interested, but they’re not buying. It’s time to turn your sales contact into a coach
We all get bogged down by slow-moving deals. But few things are more frustrating – or time-wasting – than a sale that stalls despite the enthusiastic assurances of your client …
