Best of Sales The Sales Pro Insider Building Performance Profits and People Going the ?Right? Distance in Your Sales Calls Earlier this week I read an article by Jill Konrath, sales expert and author (see more on Jill at the end of this post), about the REAL decision making process of buyers.  I just hung up the phone and experienced this – as the buyer!  The call was from someone referred to me. I didn’t [...] Creativity Closes the Deal Ever notice how your ongoing ‘check in’ calls seem to go no where?  Or the “I’m following up to see if you made a decision.” Seems flat? Well, Alice Kemper at Sales Training Consultants, takes a different approach!  She uses creativity to give them a WOW reminder.  The picture shows her latest effort.  A health care [...] A Little Extra To Make the Sale Last week I was a buyer. I needed to purchase new ‘pieces’ for my training programs - binders, tabs, etc.  After hitting the local office supply stores and not finding what I needed. I surfed the Internet.   In my search for just the right tabs, I found The Tab Store.  Who knew such a store existed?  [...] Coachability Want to be a top performer?  One way to up your game is to tap into the power of having a coach. Before you say yes/no – a few thingsto consider: What does a coach really do? Are you coachable? Where can you find one? First, what does a coach really do? Well wikipedia states that “Coaching is a method [...] Your March MADness If you live in the U.S. you may be hearing about March madness.  No, it isn’t people trying to hold on to their sanity as they wait for spring – its all about NCAA basketball! As the hype begins and the country (or maybe its just the Bleeke family) gets ready for the tournament, we can [...] Top 10 Sales Tips Need some sales tips? Better yet, some top sales tips from experts who live and breath sales?  Besides this blog and my Timely tips ezine, a great resource for you is the Top 10 Sales Articles site! Each month a panel of judges selects 10 articles from around the sales world to spotlight.  This [...] It?s Time to Show Some Appreciation March 1-7, 2010 is National Write a Letter of Appreciation week.  Wow – a whole week dedicated to appreciating – in writing – others!  A national holiday like this is a PERFECT reminder for us to reconnect with prospects or customers.  The key tips are: WRITE the letter. It’s not a phone call, email or text. [...] What You Know Best Another blogger, Becky Robinson of the LeaderTalk blog, recently asked her readers the question, “What do I know best?” What an interesting question to ponder – “What do I know best?”  And it wasn’t as easy as it first appeared. She suggesed that we think about things that are easy for us, that we don’t need [...] Up In the Air as a Winner Right now I am flying high.  Literally flying at 33,000 feet – probably somewhere over Indiana. I’m on my way to work with Alice Kemper, my Sharpenz.com partner, for the rest of the week.  (For those of you who have used Sharpenz – we’ll have three new boosters ready-to-go next week!) I’m chuckling because the last post [...] How to Close More Sales: You Won?t Get If You Don?t Ask Closing more sales. It’s the goal for sales managers and professionals alike.  And both are frustrated when it doesn’t happen.  How do I know this?  I ask! During the needs analysis with a prospect, we always ask “What are the barriers to getting where you want to be?” or “What is keeping you from achieving the [...] [ Back ]

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