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Sales Training & Leadership Development |
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All Articles Sales ArticlesJuly 22, 2008
Top 10 Tips To Stay In Control When Your Market Feels Out Of ControlWhen the economy seems unstable, businesspeople can feel shaky. Hysteria sets in, sending sales people, managers and CEOs running for cover, making panic moves that cause more problems than they solve. Avoid making costly mistakes by learning ho... Read Article.
June 04, 2008
Who's Afraid Of The Big Bad Economy?One of my colleagues, Will, has given up on keeping up with the news, especially financial news. When asked why, he shrugs. “What’s the point? Either the news is all bad, or the media points out nothing but bad news because it grabs... Read Article.
June 02, 2008
Jump-Start Sales In A Slow EconomyWhen the economy seems shaky, businesspeople feel shaky. Hysteria sets in, sending managers and CEOs running for cover, making panic moves that cause more problems than they solve. When the peopl... Read Article.
May 20, 2008
The Power Of Clear Performance StandardsAll managers want their employees to meet their expectations and goals. That’s why it’s important for managers to set clear, concise, results-oriented performance standards for themselves and their employees, and to know them inside and out so everybody benefits. Here’s how to make this happen. Read Article.
May 09, 2008
Repurposing Employees: How Managers Can Play To Employees' Strengths“My assistant Sid is making me crazy!” Jim, the Executive Manager, rubbed his temples in exasperation. “The glaring errors in his reports just get worse and worse. It’s been almost seven months since I hired Sid. When is he... Read Article.
April 25, 2008
To Keep Buyers Coming Back, Don't Be Nice... Be RealLots of customers try to unravel the secret of customer loyalty, assuming that when customers leave, it's because they were dissatisfied in some way. But it’s not just a matter of satisfying customers: to keep them coming back, you must establish an emotional connection with them, too. Here’s how to engage your customers. Read Article.
April 18, 2008
Why Do Customers Say They're Satisfied--Then Leave?Researchers found that customer satisfaction does nothing to boost repeat sales. Customers who claim to be extremely satisfied are just as likely to take their business elsewhere as less-satisfied customers. Repeat business comes from customer engagement, not just customer satisfaction. Here's how to emotionally connect to your customers. Read Article.
April 14, 2008
Qualifying Questions Lead To Quality SalesYou’ve been making sales calls all day, leaving countless voicemails — and finally you reach a real live person! Thirty seconds after your conversation starts, she says, “I have t... Read Article.
April 14, 2008
Disarming The Price-Squeezing Customer: Six Ways To Eliminate Price ConcernsWhat’s a salesperson to do when customers are more concerned with getting a low price than getting the best value for their money? Here are questions that’ll help you get customers to look past the price tag by uncovering what they value most. Read Article.
April 10, 2008
Give Your Clients What They Want: Business Lessons From S.O.S., Maglite And MoreSometimes you need to know when to change your marketing and sales strategies. If the market and your clients tell you they are looking for something different than what you're offering, the best move may be to give them what they’re asking for, rather than trying to sell them on what you have. Read Article.
April 07, 2008
Packing A Punch With Voicemail MessagesVoicemail is an easy way to leave a brief but useful message for a prospective customer — but it’s just as easy for those same prospects to ignore or erase voicemail from unknown salespeople. Here’s how to hone your voicemail messages to create maximum impact and great sales opportunities. Read Article.
April 01, 2008
As Is Questions Should Be Your Key To SuccessAlready knowing what’s up in the present, busy people think ahead to a successful future. But with so much going on, how can they find the time and energy to work towards the success that should be, when they have so much to tackle with everything as is? Here are the best ways for salespeople to help their customers see how their present impacts on their future. Read Article.
April 01, 2008
Jump-Start Your Staff's Zest To Do Their BestThe questions in this article are sure to help managers uncover the best ways to motivate each of their employees and recognize their most common needs in order to bring out their drive and steer it to the next level. Read Article.
March 26, 2008
The Chameleon Approach To Sales SuccessIf you’re having trouble getting your business off the ground, allow yourself to be as changeable as a chameleon, willing to try putting a new spin on what you have to offer. Here’s how to pinpoint and capitalize on what your customers really want, adapting your approach accordingly. Read Article.
March 19, 2008
If At First You Don't Succeed, It's Feedback, Not Failure!Don’t feel discouraged when your early business efforts don’t pan out. Instead, view obstacles to your success as feedback, not failure. When you pay attention to your customers’ changing needs and allow yourself to be flexible, you’ll be able to work around those obstacles and successfully respond to customers’ current needs Read Article.
March 11, 2008
No ArticleExplore the value of helping your customers re-evaluate their existing vendor relationships using questions that will guide them through the evaluation process. Read Article.
March 10, 2008
Think You Know What Your Employees Want?Some managers take the path of least resistance, preferring to put up with mediocre performance than make waves with employees who aren’t giving their all. Here’s how to talk with your employees and listen to their definition of success so you can help them perform above and beyond their job descriptions. Read Article.
March 03, 2008
Uncovering Your Customer's Hidden EmotionsAre there ways you can further strengthen your customer relationships or do you already know everything there is to know about them — or think you do? Of course, you’re not going to have as deeply personal conversations with your clients as you have with your loved ones, but asking appropriate “Why” questions helps you understand your customers’ motives. Read Article.
February 19, 2008
Define And Align Goals Using The Right QuestionsWhen it comes to inspiring your employees, ask yourself, “What motivates me?” When you’re passionate about achieving your goals, your employees feel the same way. Here are questions to help you identify your own professional and personal goals while helping your employees achieve theirs. Read Article.
February 18, 2008
Voicemail Sales Tips: Messages That Prompt Callbacks (The WERCS Model)Using the WERCS model, here’s how to create engaging, thought-provoking voicemail messages that leave customers and prospects eager to return your calls Read Article.
February 12, 2008
Keep Employees On Board With Good CommunicationOne of the most frustrating situations for any manager or employee is lack of communication from the people above them. Good communication is essential for motivating staffers into being dynamic members of the team. These questions will help you determine whether your communication system does what you need it to do, and if not, how to fix it. Read Article.
February 08, 2008
8 Simple Rules For Leaving Compelling Voicemail MessagesAsking questions by leaving messages in people’s voicemail is tough, but not impossible. These 8 rules teach you how to create brief but useful messages for prospective customers, or use a question as a teaser that leaves your prospect eager to learn more about what you can offer. Read Article.
February 03, 2008
Get The Stuck Sale MovingFence sitters can take up inordinate amounts of a salesperson’s time and energy, often with little to show for it. But some of the best customers are also slow to decide, especially in the early stages of a business relationship. Use this three-step approach to sort out real opportunities from dead-enders and get the sales process moving — or figure out whether it’s time to move on. Read Article.
January 30, 2008
How To Connect When Employees Feel DisconnectedWhen your boss doesn’t provide the communication you crave, you’re uncomfortable and uncertain of your role in the firm. Are you still at the top of the company food chain, or a guppy about to become a whale’s lunch? Here’s how to keep yourself and your team in the loop, improving the entire staff’s communication and morale Read Article.
January 14, 2008
Fire Up Sales With Warm-Up QuestionsAsking a prospective customer about her business troubles right off the bat is risky. It’s tempting to warm her up with small talk, but if she’s pressed for time, she wants you to go right into how you’ll help her solve her problems and turn a profit. These effective, efficient warm-up questions will get your customers talking and show you the best way to meet their needs. Read Article.
January 11, 2008
It's Now Or Never: Giving Business Relationships The UltimatumResearch indicates that most prospects don’t buy until after a salesperson communicates with them at least five times! But where do you draw the line? When does persistence turn into harassment? Use these subtle ultimatums to intrigue promising prospects and reconnect with elusive veteran customers. Read Article.
January 08, 2008
And A Manager Shall Lead Them: How Guidance Motivates EmployeesManagers don’t want to antagonize their swamped employees by pushing too hard, so both parties end up choosing the path of least resistance. Communication and guidelines are essential, so use these questions to find out how much guidance your employees need and how much they already understand about what’s expected of them. Read Article.
January 07, 2008
Watch Those Speed Bumps! Avoiding Six Common Sales MistakesNot all sales interactions run smoothly; even the best salespeople inevitably hit a bump in the road and try to swerve around it instead of finding the best solution to the customer’s problem. Here’s how to avoid the 6 mistakes salespeople make when customers waffle. Read Article.
December 20, 2007
There's A First Time For Everything: How To Handle That First Client MeetingWhat’s the best way to make a great first impression with a new prospective customer? Here’s how to build credibility, set the stage, and provide background on your company without falling into the trap of doing a sales pitch. Read Article.
December 17, 2007
Turn Working Stiffs Into Go-Getters With AppreciationOne size doesn’t fit all when it comes to motivating employees, but every employee is motivated in some way by the basic desire to feel appreciated. When managers ask their staffers about themselves and their work performance, they’ll find out what their employees really want and the best ways to motivate them. Read Article.
December 14, 2007
Warm-Up Questions For Cold CallsIt’s important to build a relationship with a customer before you start pitching your products and services. Warming them up with small talk is a nice start, but you can only milk that so far. The bottom line for prospects is: how will you eliminate my business headaches and help me profit? Read Article.
December 13, 2007
Scheduling Your Own AppointmentsEven your most high-octane business solution will stall in the driveway if you can’t get through to customers who’ll truly benefit from it. This article explains different ways to put yourself in the driver’s seat and schedule your own appointments with time-crunched clients. Read Article.
November 29, 2007
Locking Onto Customer EmotionThe lock-on question is a powerful tool for encouraging customers to open up quickly about their real concerns, revealing facts and experiences that help you better understand their emotions, beliefs and values. Here’s how to use lock-on questions to pick up on customers’ verbal hints about their true state of mind so you can direct customers quickly toward solutions. Read Article.
November 22, 2007
Think Like A CEO!When purchasing agents think value can only be measured by how low the price is, think like a CEO instead of an analyst! This article includes examples of the right questions to make customers look beyond the price tag and see the real value of your products and business solutions. Read Article.
November 16, 2007
Impact Sales Using Impact QuestionsBuild rapport with your clients and situate your services as solutions to their problems by walking them through the details of their business issues to motivate them to find solutions. Good impact questions help your clients to recognize underlying problems in their business, helping them take a hard look at the big picture and make positive changes. Read Article.
October 27, 2007
Sales Techniques For The New Year: Asking Your Customers Tough QuestionsSome salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business. Read Article.
September 21, 2007
Out Of The Past: Be A Sales ArcheologistJust as archeologists dig deep to learn about the world’s past history, you as a salesperson will learn plenty to help both your prospect and yourself when you ask questions about his company’s past. Everything you need to know about a customer can be found in the past, so why not spend more time there? Here’s how to delve into your prospect’s history and unearth his priorities, motives, and behaviors. Read Article.
July 27, 2007
The "Neuroeconomics" Of Sales: How Buyers Really DecideThere’s a tendency to assume buyers make logical decisions about what they need and what’s in their best interests. But studies show that buyers buy with their hearts first and their heads second. Here are examples of the most effective ways to engage customers on an emotional level Read Article.
June 21, 2007
Love The One You're With: Strengthening Existing Customer RelationshipsLike a marriage, a business relationship is always two-sided. Have you ever faced a situation where you thought your relationship with a customer was still going strong, only to find she’s got her eye on a rival vendor? This article stresses the importance of salespeople nurturing existing customer relationships and asking questions that get to the heart of customers’ true wants and needs. Read Article.
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