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As I was lamenting this situation and the impact on my overall business to a former mentor, he told me that I broke one of the biggest rules in selling…“Never let a buyer pay you in compliments or promises.” I had fallen prey to both. by Nancy Bleeke I recently found myself in a sales situation that brought back memories of a sale I am not proud of. In fact, I am quite embarrassed. Yet if we’re smart, we can learn from mistakes, can’t...

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There is no beginning, middle, or end in sales! Every day is a new day and it’s about what can I do today to meet my daily and monthly quotas.   Have you noticed in January the blogs are all about kicking off the year strong to meet end of year quotas? In June it’s all about the first 6 months are done, what are you going to do finish the year strong? Then in October, it’s the last minute ideas to meet end of year numbers. What...

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Mistakes happen. As human beings, that is an inevitable fact of life. How you handle the gaffe, I believe, is what makes the difference between turning an honest mistake into a positive outcome. I think of my early days as a customer service representative. It was amazing to me how I could quickly diffuse an angry customer situation simply by listening, acknowledging their pain and apologizing for the problem that occurred. by Barbara...

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Good opportunities are hard to come by, so blowing it because of a bad voice mail is a waste. Could your reps be leaving poor voice mail messages? And what’s that costing in sales, confidence and productivity? by Alice Kemper Bernie left two messages today. The first one came while I was on another call and the second one came after I left the office. The first one was a cold call introduction to his company. His message was all over...

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Trouble is that while sellers like to receive testimonials, many fail to leverage the full potential of this valuable sales tool. The use of RELEVANT testimonials has helped me and my clients open doors faster and close bigger deals. by Jill Harrington Distrust in sales and marketing messages has skyrocketed over recent years. Not surprising when you see some of the ridiculous unsubstantiated claims made in e-mails. Buyers may not...

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  So, why do salespeople treat women differently and make buying so challenging?  Do salespeople really believe that they can short change women? They are sorely mistaken if they do. When a woman is dissatisfied, angered, or disrespected, regardless if she is with a man or not, the chances of making a sale drop to 0%. It’s time that salespeople open their eyes and see that their biggest customer group is women. It’s time...

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