Articles From Our Industry Trusted Sources

  • Sales Managers Can Help or Hurt, It’s Up to Them.
    More sales are lost through poor sales management than through poor salesmanship. Managers/Owners can encourage or discourage sales with their policies and actions. What's makes a great sales manager? Ask a manager and then ask a salesperson who works for him if you want two completely different answers. Here is ... read more
    Source: Jeffrey GitomerPublished on 2018-05-03
  • The New Breed of Salesperson. A Non-Salesperson.
    Jeff Chadwick is a new breed of salesman – or should I say non–salesman. For years he worked for Classic Graphics, one of Charlotte's premier printers. Chadwick was in production, and he had about reached the top of his earnings potential at the plant position he was in. He gave ... read more
    Source: Jeffrey GitomerPublished on 2018-05-03
  • A Weekly Sales Meeting is a Place to Create New Sales
    Sales staff meetings are a vital link between what your company expects the sales team to do, and what actually gets sold in the trenches. It is a place where marketing is converted to sales. But how often is the opportunity these meetings provide lost, rather than gained? Sales meetings ... read more
    Source: Jeffrey GitomerPublished on 2018-05-03
  • Sales Managers Success Requirements Are Tough.
    Stop managing, start leading. Sales managers beware. No one wants a manager, but everyone wants a leader. If you think about it, there are great world leaders, but no great world managers. There is one universal misconception among every bad sales manager – they all think they're doing a great ... read more
    Source: Jeffrey GitomerPublished on 2018-05-02
  • Can You Close a Sale in Five Questions?
    Questions breed sales. Using questions to find facts is critical to creating an atmosphere in which a sale can be made. Sales solutions are easy once you identify the prospect's problems. The sale is most easily made once you identify the prospect's real needs. Here is a questioning technique that ... read more
    Source: Jeffrey GitomerPublished on 2018-05-02
  • Setting up the question…and lowering the boom.
    Ray Leone gave a seminar in Charlotte last week. For the fortunate 100 or so in the audience, they (and I) got a masterful lesson in the science of asking questions. Leone's insightful book, Success Secrets of the Sales Funnel, will be reviewed in the near future. Leone says the ... read more
    Source: Jeffrey GitomerPublished on 2018-05-02
  • The Sales Doctor Makes A House Call.
    Tom Hopkins is a master sales trainer and presenter. He has delivered more than 3,200 seminars and helped more than 2 million people strive for greater success in the selling profession. His first book, "How to Master the Art of Selling" has sold more than one million copies, making it ... read more
    Source: Jeffrey GitomerPublished on 2018-05-01
  • To Sell or Not to Sell, That is the Question.
    Two of the most important aspects of selling are asking questions and listening. The proper questions will make the prospect tell you everything you need to sell him or her. Effective listening skills will give you the power and self–discipline to uncover facts/needs and then formulate a response that moves ... read more
    Source: Jeffrey GitomerPublished on 2018-05-01
  • 7 Steps to Self-Fulfillment
    In a busy world, it is very easy to feel as if you are unhappy or in need of self-fulfillment. Maybe you feel as if you do not have enough money, or your relationships are not where you want them to be. You may easily catch yourself wondering, “I just had ... read more
    Source: Brian TracyPublished on 2018-04-26
  • 5 Self-Care Tips When You’re Always In A State of Hustle
    We live in a fast-paced world, and, sometimes, succeeding in a hustle and bustle environment requires you to be a swift adaptor. Unfortunately, being in this constant state of hustle often leads to neglecting your simple needs. In this article, let’s take a look at some of the things you ... read more
    Source: Brian TracyPublished on 2018-04-25
  • How a Salesperson Wants to be Treated, Honestly.
    Salespeople have feelings too. If you're a buyer, company owner or CEO, I ask you – how do you treat salespeople? Would you like to know how they want to be treated? I have talked to thousands of salespeople who talk about what they wish buyers and prospects would do ... read more
    Source: Jeffrey GitomerPublished on 2018-04-23
  • Networking is getting known by those who count.
    Anne Boe is one of America's foremost networkers. In the last twelve years she has worked 100's of rooms as a speaker and author. (Book title: Is your "NET" Working?) Boe turned an idea she had twelve years ago into a career as a keynote speaker, highlighted as President of ... read more
    Source: Jeffrey GitomerPublished on 2018-04-23
  • Group Sales Dramatically Different from One-on-One.
    Group sales separate the men from the boys. You must be skilled at sales, more skilled at people reading, and even more skilled at group dynamics. In a group, you can sell 5 out of 6 and not make the sale. Worse, you can sell 99 of 100 and not ... read more
    Source: Jeffrey GitomerPublished on 2018-04-23
  • A funny thing happened to me on the way to a sale!
    Every high school has one weirdo – total nerdy type – you know what I mean. At Haddonfield Memorial High we had a kid who carried his books in a box. One day he was walking in front of me down the steps. He suddenly stopped on the landing (all ... read more
    Source: Jeffrey GitomerPublished on 2018-04-20
  • Your best prospects are your present customers.
    Looking for new prospects? Who isn't! You probably have hundreds you're not paying attention to... your present customers. Consider these ten assets already in your favor: They know you. They like you. You have established rapport. Confidence and trust have been built. You have a history of delivery and satisfaction. ... read more
    Source: Jeffrey GitomerPublished on 2018-04-16
  • Networking breeds relationships…and sales.
    How long does it take to establish a networking relationship? There is no set answer. It takes time. How much time does it take to show a prospect you are credible, honorable, have a good company and can deliver consistently? It takes time. How much time are you willing to ... read more
    Source: Jeffrey GitomerPublished on 2018-04-13
  • Elevator Selling. New Heights in Networking.
    Going up? More than 10 floors? I challenge you to try to get a business card or lead on your next elevator trip. Thousands of people take the elevators every day. Usually in dead silence. Company presidents and salespeople in the same elevator and no one is speaking. That's no ... read more
    Source: Jeffrey GitomerPublished on 2018-04-13
  • Got a Referral? Here are 8 Rules to the Perfect Approach.
    You got it. The most coveted prize in selling besides a sale. A referral. How do you approach this person? How do you maximize the selling power of this referral? Here are eight rules to ensure your success: Rule One – Go slow. Timing is everything. Don't appear to be ... read more
    Source: Jeffrey GitomerPublished on 2018-04-12
  • When Bad Sales Happen to Good People
    There's good and bad in all professions. Sales is no exception. Surveys show the only thing lower than a salesman in the minds of many Americans is a politician. I got a call from a guy who said he went to a car dealer with cash wanting a new car. ... read more
    Source: Jeffrey GitomerPublished on 2018-04-12
  • Aren’t Making Enough Sales? Your Numbers Will Tell You Why!
    There is a sales adage that says: Your chances for success increase in proportion to the number of sales calls you make. It's amazing how the truth can be so simple. If it's so simple, why don't you do it? Good fundamental sales skills and solid product knowledge are meaningless ... read more
    Source: Jeffrey GitomerPublished on 2018-04-12
  • Why do salespeople fail? Because they think they will.
    Do you have a positive attitude? Everyone will say yes, but less than one in one hundred actually do! One percent. Are you really in the one percentile? All you have to do is pass this simple test: no  yes  I watch the local news for about 1 hour per ... read more
    Source: Jeffrey GitomerPublished on 2018-04-12
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