Best of Sales Jonathan Farrington's Blog For DEDICATED Business Professionals Leaders, Followers & Emotional Intelligence   More than ever today, business executives have to operate as both leader and follower in the daily rounds of their job. Those who study leadership begin to take more interest in the ?psychological contract? between leader and followers. In other words, they began to ask what makes people prepared to follow one leader and unwilling to [...] Eliminate Prospect Objections Before They Happen The JF Guest Author Spot Wendy Weiss Far too many sales professionals hear prospect objects as personal rejection. Because of this, many sales professionals are terrified of prospect objections. Rather than being something scary, however, the truth is that an objection from your prospect is important information. You are learning about your prospect, how that prospect thinks [...] I Must, I Must, I Must Improve My Networking Skills   Before you even begin to look at engaging seriously in lots of  networking effort, it is useful to look at your own temperament or disposition. This is the individual?s internal desire to network and to find value and enjoyment from the whole process of building relationships. For some people this will be an almost irrelevant issue [...] Today, Everyone Sells, And I Mean Everyone!   Customer care has become one of the most important issues facing businesses in every market. Customer-care programs come under a number of titles – customer services, customer satisfaction, customer focus, etc. Their common theme is meeting the customer’s requirements and ensuring that all aspects of the business contribute to customer satisfaction. The intention is to build repeat [...] Does Size Really Matter? Not When It Comes To Bidding!   Why is it that some companies grow prosperous on the fruits of their success at winning major bids while others think themselves lucky to garner a few crumbs from the feast? Just why is it that some companies consistently win more major bids than others? What do they do that makes them so successful? Senior marketing and sales [...] What Is It With This Blame Culture?   Why is it that when customers blame us for something going wrong, we are quick to blame others, especially in larger organizations? “We passed the order to Department X weeks ago; I do not know what they have done with it.” (You know very well it is still in your in-tray!) Customers see through these feeble [...] My Solution to the Peak & Trough Dilemma   Many years ago, I realised that my organisation like most others, occasionally suffered what is commonly known as “The Peak And Trough Syndrome” or more usually, “Feast And Famine”. However, me being me, rather than blithely just sit back and accept it as a fact of commercial life, I determined to challenge it and front it [...] 6 Mistakes Companies Make When Selecting A Sales Trainer The JF Guest Author Spot Dave Stein Over and over I?ve read and heard sales experts say that, ?It doesn?t matter which sales approach or methodology you use, as long as every salesperson in the company uses it.?  This myth has been around for decades.  Don?t believe it.  It just isn?t true. When ESR does postmortems on failed [...] Please Mr/Ms Customer, Let Me Waste Your Time, I?ve Earned It! The JF Guest Author Spot Dave Brock  Last week, I wrote about inspirational customer service.  This weekend, the pendulum swung to the other extreme.  I went out looking for new cars.  No blog is long enough to contain my rant on how disfunctional the process of buying a car is, so I won?t go through the whole [...] How Decisions Were Made On The Starship Enterprise   Everyone has a different make-up that influences how they take decisions. Ned Herrmann?s extensive research in this field led to the Herrmann Brain Theory. These are four parts of the brain. As well as the familiar parts (the cerebral brain) ? Left (realistic) and Right (idealistic) ? there are also the less familiar (Limbic) parts ? [...] [ Back ]

Latest Articles Finessing the Customer: Handling Objections Five Simple Sales "Closes" That Work How to Use Effective Delegation and Collaboration 3 Musts for Sales Success in the Future Selling Strategies - Solving the Pain or Creating a Gain Five Sales Lessons Learned from a Recession The Art of Motivating a Prospect Teamwork - It Really Does Make the Dream Work Customer Service: The Frontline Makes Your Bottom Line Marketing Strategies that Work Best During Challenging Times Integrity Leads to Sales Success Identify Your Prospect's Preferred Buying Style Developing Your Own Personal Influencing Style Customer Retention in Difficult Economic Times Negotiating During a Business Downturn No Voicemail = A Missed Opportunity Filling Your Sails – and Making More Sales – With Sisu Leading an Executive Team Effectively (and Growing your Sales in the process) How to Achieve Your Sales in 2010 Some Will, Some Won't, So What! Honing Your Prospecting Skills Increase Attendance at Your Events with Social Networking Choice: Privilege, Opportunity and Responsibility Questions to Help Open Up the Sale 8 Essential Tips on How to Make A Perfect Follow Up Call Staffing Shortages? Maybe You’re the Problem

Most Popular Don't Bring a Knife to a Gun Fight Attack Yourself Warming Up The Cold Call Protect Your Time Use the News: How to Create New Opportunities Fast Confirming Sales Appointments: Are You Asking For The Cancellation? I Just Called to See How Things are Going Yes You Can! 5 Secrets to Effective Email The 5 Best Openings Secrets Buried In a Sales Person's Resume Define What You Want And Write It Down 10 Rules for Pricing Confidence 5 Ways To Keep Your Prospect Talking Selling to Vito - Book Review Sales Gravy Authors Mark Anthony Allan Colman Justin Popovic Jeb Blount Leah Grant Tim Rohrer John Boe View All Authors >>