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| Nothing Changes Unless Something ChangesAs the saying goes "nothing changes unless something changes." Repeating tried and true activities and processes won't change the sales outcome. Only changing the behaviours, skills, or attitude of the sales representative will change their results. Article by Peter Miller of Development in Practice. |
| Cold Calling 2.0Learn why the idea that there are new ways to cold call in our new economy are a myth, and why cold calling - in all forms - is forever dead. |
| The Laws of Sales SuccessSales professionals must create magnetic appeal to increase closing efficiency. Ironically, with the intrigue of technological miracles the foundation of sales success exists upon 10 principles. Since the beginning of trade, selling has not changed, nor have these laws. These principles, as they have for centuries, are the laws that attract numerous clients and create successful selling professionals. |
| Overcome ObjectionsThis is a sales training article on selling more and overcoming objections that explains that if customers would pay $150.00 for a bird feeder, no price is too high if it solves their problem. It explains how to sell more by focussing on solutions and value and not price. |
| Not So Cold Cold CallsThis article offers refreshing view toware the seemingly challenging task of cold calling and hanges the way one looks at cold calls. Sales training guru Charlie Lang teaches us how to do cold calling with integrity. |
| Selling to the Four Temperament StylesHave you ever wondered why you seem to hit it off right away with some customers, while with others it's more like oil and water? That's because we respond intuitively to the natural chemistry, or lack there of, between temperament styles. Our temperament style not only determines our behavioral traits, body language patterns and buying style, but it also influences our compatibility with other people. |
| Would You Like Fries With That?While you may not have recognized it, the last time you ordered from a fast food restaurant or went to the post office, there is a good chance you experienced some form of cross-selling or up selling. Cross-selling and up selling are well-established and highly effective marketing practices utilized by a wide variety of industries. |
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