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Summertime Blues
It’s summertime!
1. No one wants to be bothered.
2. It’s too hot.
3. It’s a beautiful day; everyone is out.
4. No one is thinking about work.
5. Prospects are getting ready to go on vacation.
6. Everyone is on vacation.
7. Prospects are just ...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Purple Envelopes
In a recent individual sales coaching session, my client was lamenting her inability to grab the attention of a particular prospect. She described the many letters she had sent and the information contained in the letters.
Essentially her letters w...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Prospecting Success
I spent my formative years in ballet class. While other kids went out to play, I went to ballet class. In high school while others attended after-school activities or hung out together, I went to ballet class. By my mid-teens I was taking class fi...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Proposals: Following Up
Readers frequently write and ask: How does one follow up on a proposal when each time you call, you only get voice mail?
Excellent question! Try this:
Always have your calendar or Palm Pilot with you and easily available. When a prospect asks for a...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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More Stuff We Make Up About Our Prospects
• Go through the “no’s” to get to “yes.”
• It takes X number of “no’s” to get 1 “yes.”
• Every “no” brings you closer to “yes.”
I’ve heard these statements in so many sales training courses and read them in so many sales books. No wonder so many pe...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Body Language: Dos and Donts
Studies show that much of communication is nonverbal. That means it’s not only what you say, it’s how you say it: your intonation, gestures, facial expressions and posture. Here are some Body Language Do's and Don'ts to help your face-to-face prosp...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Art & Discipline
Ballet is an art form that began in the 1400’s and became more standardized in the 1600’s in the court of Louis XIV. Louis was known as the “Sun King.,” Tthe name came from a role he danced in a ballet. In 1661 Louis XIV established the Acadmie Roy...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Are You Getting in Your Own Way? (A Marketing Insensitive)
If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way.
Think about your goal in every co...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Amateurs
Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful network marketing business. As we are both entrepreneurs, we talk a lot about our businesses, we egg each other on...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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Abducted by Aliens?
There are situations where it is imperative to reach a particular prospect at a particular time. Perhaps you are trying to reach that prospect to introduce yourself, your company, and your products or services. Perhaps you are trying to reach a pro...
0 reviews,
rating : 0.00, 0 votes. Author : Wendy Weiss
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The Red Pill or the Blue -- the Truth About Professional Selling
There is a major problem in professional selling today.
The problem is, most people within the profession today don’t even know what professional selling entails to be effective, efficient or successful. That makes it a great opportunity for you, ...
0 reviews,
rating : 0.00, 0 votes. Author : Brian Lambert
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Interested Prospects and Random Negative Reinforcement
"Interested" is one of the most common words that salespeople use in their prospecting and selling activities. If you can eliminate that word from your sales vocabulary and replace it with the word "want," your volume of closed sales will rapidly i...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Close Effortlessly without Pressure or Anxiety
High Probability Closing is not an event. It's an integral part of the entire sales process. We define "closing" as Mutual Commitment. Therefore, we request the prospect's commitment at every step of the sales process, and we make corresponding com...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Buying Decisions: Are They Logical or Emotional?
"No one ever got fired for buying IBM," has been repeated, believed and acted upon thousands of times. That is a clear indication of how the emotions rule decision-making. The emotions involved are security, recognition and self-esteem.
Here's anot...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Are You Stuck or Can You Get It?
Why do many salespeople remain faithful believers in obsolete selling strategies? We are talking about intelligent, successful salespeople. People whom, if they opened their minds to a totally new concept, could easily double their income without w...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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The Ultimate Competitive Advantage: Trust and Respect
Does your selling style address the most fundamental needs of your prospects? What are the most important factors to someone making an important buying decision?
Universities and market research firms have conducted numerous studies to determine th...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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The High Price of Comfort: Dramatic Results Require Dramatic Changes
Many salespeople are uncomfortable with the results of their sales efforts. So, they spend time and money on sales training in an attempt to improve themselves. Do they succeed in improving their selling skills? Rarely.
Why doesn't sales training u...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Get Real with Yourself
Fifty-one years ago I began to study selling -- not just because I'm a curious, analytical type, but because I've always had a burning desire to succeed. When I was young I learned that big money can be made in sales and I wanted "my share." Later,...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Are YOU Guilty of Using these Obsolete Sales Techniques?
* Selling the Appointment
* Building Rapport
* Establishing Relationships with Potential Prospects
* Filling the Sales Funnel
* Don't Take No? for an Answer
* Making Prospects Feel the Pain
* Persuading
* Convincing
* Overcoming Objections
The resu...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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High-Tech Selling: Is It Really That Difficult?
Selling high-tech products and services is much more difficult than selling most other products and services: Truth, or just a popular myth?
Selling anything that is not a known commodity can be difficult. However, most of the difficulty is created...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Can You Afford to Improve Your Sales Skills?
Most full time salespeople spend very little money (or none) to enhance their sales skills. The majority of salespeople - the lower 80 % - often say that they "can't afford" to invest in a sales course.
In contrast, most of the top 20% of all sales...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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How to Persuade Prospects to Buy - Elsewhere!
Selling is often dubbed "The Art of Persuasion". When was the last time a salesperson talked you into buying something that you didn't want? When was the last time a salesperson hard-closed you into purchasing, before you felt ready to buy?
We've a...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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Whats Trust Got To Do With It?
'Sales' and 'Ethics' are two words often considered to be a contradiction in terms - both inside and outside of the sales profession. "How can you tell when a salesperson is lying?" goes the old joke. The answer, of course is, "Their lips are movin...
0 reviews,
rating : 0.00, 0 votes. Author : Jacques Werth
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