Category: Preparation

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.

Why Preparation Is An Essential Part of Sales Success

How many times have you gone into a sales meeting without a plan, hoping the prospect would do what you want? More than likely you did not get the desired results.

Dancing with the Competition? Watch your Step.

Competition is a lot like an unknown snake. Potentially poisonous, not someone you want to get real close to, it’s best to know all you can about them, respect ’em, and always carry a snake bite kit with you – just in case.

Sales Tips for Introverts

Think you need to be an extrovert to be a successful salesperson? Think again. Various research has shown a weak correlation between extrovert personalities and sales success.

The Words and Phrases That Kill Sales

Have you ever stopped to think if some of the words and phrases that you use may be preventing prospects from buying your products or hiring you for your services?

Sales Burnout Is Real: How to Keep It At Bay

No one wants to be hit with sales burnout. Unfortunately, many reps miss the warning signs before it’s too late and find themselves deep in its throes.

After The Show Is Over, How Do I Follow Up?

After the show is over, how do I follow up? Fast. There are companies and salespeople who email quotes, confirmations and copies of orders directly from their exhibit booth to the office of the prospect or customer. That’s real fast.

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