Purchasers would be "much more likely" to buy from a salesperson if that salesperson would just "listen" to the customer.
|Effective Selling Begins With Information|
If you are going to take your performance Up-a-Notch, you must see yourself as a dealer in information as well as a seller of stuff.
|Learning from Failure|
Within every failure there is the seed of a lesson well learned, of a solid character trait emerging.
|Preventing the Price Objection|
By changing our behavior, we can impact the customer. Here are five
specific strategies to help you prevent the price objection, by
focusing on our behavior.
|First Steps to Effective Sales Planning|
In order to be effective, salespeople must be focused and thoughtful
about everything they do. Activity without forethought and planning is
a needless waste of time and energy.
|Seven Ways to Build Rapport with Anyone|
Rapport, like lubricating oil, reduces the friction and makes the
interaction work smoother. For a salesperson, creating rapport with any
human being is an essential step
|Good Salespeople are Problem Solvers|
Yes, good salespeople are good problem solvers. However, they are so much more than just problem solvers.
|Protecting Your Good Accounts from the Competition|
Use any of these strategies and you will have enhanced your ability to protect your good accounts from the competition.
|Think a Lot|
There was a time, just a few years ago, when it was easier. You could
work hard for awhile, and then you could relax and enjoy the fruits of
|Beliefs That Limit a Salesperson|
Your job is not to impose your opinions on the customer's behavior; it
is to meet the customer's needs with solutions that fit the customer's
|Sales Management Myths: Straight Commission|
It's the unfortunate truth that, except for the five percenters of the
world, straight commission is not the most desirable compensation
|Why Good Salespeople Often Turn into Mediocre Sales Managers|
When they become sales managers, they expect all of their salespeople
to be just as hard driving and achievement oriented as they were.
|Characteristics of Successful Salespeople|
Are successful salespeople made or born? It is the eternal question: the sales manager's version of nature versus nurture.
|Are There Best Practices for Salespeople?|
One of the most debilitating myths about the sales profession is this: Salespeople can learn on their own, on the job, and eventually become good at their jobs. They'll eventually develop their own style, this myth implies, and that will bring them the maximum results.
|Don't Fire All the Salespeople Just Yet!|
Should you fire all the salespeople? The temptation is there, and probably growing in strength weekly.
|Frustrated with your company's inability to develop new customers? Try a sales blitz.|
A sales blitz has the advantage of focusing the entire sales force on a
specific task. That alone will bring you far greater results than if
you'd just left it to each salesperson to do on their own.
|Time Management: An Ounce of Prevention...|
The essential challenge of effective time management is to spend more
of our time doing those things which bring us the best results, and
less of those things that don't bring us results.
|Myths of Sales Management: The Entrepreneurial Salesperson|
There was a time when this model was effective, but in today's
competitive economy, there are serious difficulties with the
|Fine in the Past|
Are you hindered by formerly effective sales & marketing policies?
|It Takes More Than Just Compensation to Unleash a Sales Force!|
I have learned that compensation is only one part of the picture. If
you really want to revise your sales efforts, you need to attend to other issues as well.
) is a consultant and trainer who helps his clients increase their sales and improve their sales productivity. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He's the author of over 500 articles, a weekly ezine, and five books. His latest is 10 Secrets of Time Management for Salespeople
He has a gift for creating powerful training events that get audiences thinking differently about sales.
Dave Kahle's "Thinking About Sales" Ezine features content-filled motivating articles, practical tips for immediate improvements, and helpful tips to help increase sales. Join on-line at www.davekahle.com/mailinglist.html