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All Posts Tagged Tag: ‘sales effectiveness’

Who You Call Matters

Kids are so smart. Have you ever watched them in action? More often than not, when they want something they get it. Why? They get yes answers because they have a natural radar that tells them who to ask? Not really. What they have is a natural instinct to remember what does and doesn’t work depending on their want or …

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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 …

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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. …

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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 …

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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 …

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Last Impressions Generate Repeat Business

I can still hear my high school office practice teacher, Mr. Kimball, saying, “You only get one chance to make a first impression.”  If you knew how far back that was, you’d be impressed with my memory.  There isn’t a sales person breathing that would disagree with Mr.Kimball.  You pick up the phone; dial and you have about thirty seconds …

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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 …

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The Changing Face of Email Marketing

In the United States of America we are guided by a Constitution that protects our right to be individuals in thought, deed, and beliefs as long as we don’t step on our fellowman.  We thrive because we’re all different, and our differences are the threads from which our flag is woven.  Lumping people and companies into groups; giving them a number, and …

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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 …

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Increasing your Odds of Call Success

  “Your beliefs become your thoughts; Your thoughts become your words; Your words become your actions; Your actions become your habits; Your habits become your values; Your values become your destiny.” Mahatma Gandhi The truth is that in an effort to keep things simple we often do them the most complex way.  It’s just human nature, or is it?  Think …

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Incite: to stir up or provoke to action