Success

How to Achieve Career Certainty in 2014

December 23, 2013
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In this hyper-competitive economy, achieving sustainable success is more challenging—and more daunting—than ever before. This stark reality applies to both individuals and organizations. Adding to this complex market volatility, the ongoing technical revolution has enabled companies to operate more efficiently than at any other time in history. Today’s highly efficient companies can produce equivalent...

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Confirm Before You Suggest

December 6, 2013
change

Never forget that success in selling comes by putting what the customer really wants and needs ahead of your own desire to tell him how great your product is. It is hard to sell aged beef ribeyes to vegetarians, no matter how great the steaks taste to you. A good sales training program will...

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Changing Sales Culture Means Changing Sales Language – Guest Post – Pam Malloy

November 27, 2013
sales manager

Who would have thought, 30 years ago, that the following words would have such different meanings today? Tweet (1983): a weak chirping sound, as of a young or small bird. Tweet (2013): a Twitter status update, a brief comment of 140 characters or less. Apple: (1983): the fleshy, rounded fruit of trees of the...

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Are You Helping Your Customers?

October 21, 2013
Helping Customers

Top sales training programs teach sales professionals that the difference between good and great performance is the difference between thinking about how to close a deal and thinking about how to serve the customer. First of all, Stop asking yourself “What can I SELL the customer?” and start asking yourself, “How can I HELP...

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Five Best Practices for Managing Deadlines

March 20, 2013
Five Best Practices for Managing Deadlines

Managing deadlines can give you the edge you need to set yourself apart, to give you an extra boost of energy or creativity.  Most of us work faster and more effectively when we are committed to meeting an important deadline. A deadline gives extra meaning to our activities by providing a basis for measuring...

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Negotiations Quick Tip of the Month

November 7, 2012
Negotiations Quick Tip of the Month

  Quick Tip of the Month When negotiating a contract with multiple items, make sure you write down all of the items that you want to negotiate and all of the items that the other party wants to negotiate before discussing potential agreements.  You may find that some of the items the other party...

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Quick Tip of the Month – Why Do Buyers Buy?

October 8, 2012
Quick Tip of the Month – Why Do Buyers Buy?

Of course, we would all like to believe that our customers buy from us because of our irresistible charm and brilliant sales techniques. You may be charming and brilliant, but in spite of that, customers usually only buy from you for one simple reasons: they have a need they want to fill (or a...

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Three Clues Your Customer Is Ready To Buy

September 25, 2012
Three Clues Your Customer Is Ready To Buy

There are so many things to think about during a sales call. Did you do a good job of establishing rapport? Did you ask good questions? Did you explain the features, advantages and benefits in a way that speaks to your customer’s needs? With so much taking place around you, it is easy to...

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10 Tips to Avoid Email Overload

September 10, 2012
10 Tips to Avoid Email Overload

Email has become such an important part of our lives that we simply can’t live without it; we hate it and resent it, but we can’t live without. However, part of the problem with email is that we confuse familiarity with proficiency. In other words, we assume that since we know how to use...

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Putting The Right Pieces Together For Your Success

July 23, 2012
Putting The Right Pieces Together For Your Success

Our lives are so busy; we are constantly under pressure to get big things done in only a small amount of time. Do you feel just a little twinge of panic when you sit down at your desk every morning and see that huge list of priorities marked EXTREMELY URGENT staring back at you?...

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