Archives

All Posts Tagged Tag: ‘better conversations’

Turn No Decision Made – Into a Real Deal

Depending on which articles your read; whose studies you consider, it is said that as much as 60 percent of business deals are lost due to indecision.  The prospect opts to hang tight to the “status quo.” While there are times that it’s prudent to keep the status quo most of the time doing so inhibits progress. Historically had our …

Read More

Serve Benefits Straight Up

There’s fancy French Cuisine and there’s meat and potatoes. Which one best describes your sales pitch? Do you proudly tick off your product’s features like they are the appetizers and hope to keep the prospect on the line long enough to serve them the Cognac Shrimp with Beurre Blanc Sauce, or do you recognize that with your initial call that businesses …

Read More

Increase Revenue with Quality Leads

“Be a yardstick of quality. Some people aren’t used to an environment where excellence is expected.” ~Steve Jobs While it is true that sales is a numbers game there is a fine line between what is best, quantity or quality, when it comes to filling your call list with prospects. You can argue that it’s a hit and miss situation so the …

Read More

Confidence Translates to Sales

Laws of Attraction In the early 1900’s there was a “New Thought Movement.” Proponents wrote about, and lectured that “both people and thoughts are pure energy and like energy attracts like energy.“  The idea came to be known as the Laws of Attraction. The concept was sold to the populace with a biblical reference which gave it more substance for people. …

Read More

Passionate About Sales

Whether you were born with a passion for your craft or whether you learned it along the way, the bottom line is that without the passion, your success will not be consistent.  Consider the sales people that are recognized by the industry as being the best.  If you do a little research you will find that almost without exception they …

Read More

Real Up Your Sales Style

In 1974 I bought my first microwave oven from JC Penney.  Whenever a technology is new to the consumer, the price is always high for a handful of years.  The first microwave ovens hit the stores in 1967 so when I bought, I paid $750, which definitely taxed the household budget.  The product came with a one year guarantee, and …

Read More

There Is Revenue In Your Mistakes

Hindsight is always 20/20 and that’s too clear a vision to waste.  It is human nature to tuck away memories of extreme moments, so more often than not, our greatest lessons stem from the mistakes we make.  In business one of your most powerful, money-making assets is the lessons you learn when things don’t go right.  In 1959 Ford lost …

Read More

The Language of Sales

Linguists will tell you that there are between 6,500 and 6,800 different languages spoken in the world today, but technically it would be more accurate if you doubled that number. The first thing that I learned in college was that along with every subject that I took there was a hidden language course.  The language of my master’s field, which …

Read More

The Four R’s for Effective Sales Conversations

All of us had all-knowing mothers who spouted tidbits of wisdom that we all swore we’d never say to our own kids.  My mom would say, “Who did it?”  I would say, “I don’t know.”  She’d say, “No one named ‘I Don’t Know’ lives here.”  I would roll my eyes, when I said, “I wish…” and she’d reply, “If wishes …

Read More

Why Sales People Aren’t Calling Their Leads

Great products. Great pricing. A full quiver of phone savvy sales professionals armed with plenty of leads, but no one is calling their leads…. Why? The Rub Many companies pay significant amounts of money to generate leads for their sales teams, and yet, many of those leads never get called. Salespeople have a tendency, like most of us do to …

Read More
Page 1 of 3123»

Incite: to stir up or provoke to action