Category: Preparation

2 Details You Need to Learn Before Making a Sales Call

The success of a sales call is almost completely determined by the quality of the research you conduct before you even pick up the phone. According to an article on SellingPower by Jim Cathcart and Tony Alessandra, here are a few things you need to look into for every call.

Here’s a 3-Step Plan to Increase Sales

Have you been having trouble increasing your sales lately? Have you tried a number of new techniques and it still seems like nothing is helping? SellingPower’s Jeff Cochran has developed a systematic approach that only takes three steps to see a difference.

3 Steps to Achieving Higher Sales Goals

Are you having trouble keeping the sales goals you set for yourself at the beginning of this year? You’re not alone. It’s not just exercising goals that tend to fall to the wayside as the year goes on; many goal setters often leave their intentions in the dust as well.

Are You Killing Your Sales by Being on Autopilot?

After you’ve found what works in the majority of sales situations, you tend to stick with it. Why mess with a tactic the works a good amount of the time? Because it will get old, that’s why; to both your clients AND you.

The Home Court Advantage. Are You Using it to Make Sales?

The average professional sports team wins more than 75% of the games they play on their home court. That’s a pretty high winning percentage.

2 Ways to Sell Yourself by Showcasing Your Humanity

Every detail of everything you’re selling is available somewhere online. So, relating that information is no longer your highest priority during a sales pitch.

3 Traits You Need to be Successful in Sales

According to Michael Tracy, one of today’s top sales professionals and speakers, being yourself is the ultimate sales tool. There are, however, three parts of yourself that you need to emphasize, and they all begin with the letter “C.”

How to Make It “EASY” for Prospects to Buy

You may be doing a disservice to prospects without even knowing it. Sometimes sales reps may actually be making the buying process too complicated.

Three Steps to Trade Show Success

id you know that 77% of executive decision makers found at least one new supplier at the last trade show they attended? Trade shows hold a lot of opportunity for new business, but reps need to work for that new business.

Don’t Dread Cold Calls, Laugh Them Off.

You will no longer dread the dreaded cold call after you read this column several hundred thousand times.

The Experience of You

I was psyched. My goal? To set up a meeting with the SVP of Sales at a targeted software company.

Losing Sales? These Are the Likely Reasons

Do you find that you are losing a notable number of sales? If so, it’s time to examine what is causing the losses and how to fix it. Rather than blame lack of interest by prospect or tight budgets, you might want to take a look at other causes.

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