Let Your Weaknesses Increase Your SalesAuthor: Catherine Franz
Imagine...you inquire about a product. The salesperson does everything right. Says the rights words, emphasis the benefits of the product -- everything right. And you hesitate but you do not know why. You just aren't "sure." And you respond, "
Top 5 Characteristics of Great SalespeopleAuthor: Shamus Brown
I am a big believer that great salespeople generally realize their greatness, rather than being borne that way. OK, sure we've all heard somebody in sales who told us that they've been in sales all their life. It all started when they were a kid,
Got Sales Objections? Where's Your Value?Author: Shamus Brown
A sales manager who reads this newsletter regularly suggested the topic for this issue.
"I read your news letter weekly, and would like to see some information, or suggestions that deal with overcoming sales objections, such as c
Sneaky Sales TacticsAuthor: Shamus Brown
The reason why you have a job in sales is because our markets are constantly getting more competitive. Every year, every month, and every day products are coming out better, faster, and closer together. Almost as soon as your company dreams up a g
7 Sales Skills to Improve OnAuthor: Shamus Brown
The following 7 sales skills are what I have found to be the most important skills for professional salespeople. Get good at these, and you'll be able to make a lot of money no matter how the economy is doing.
Sales Skill #1: Qualifying F
Sales Prospects Avoiding You?Author: Shamus Brown
This issue's topic on sales prospects comes in response to a question I received from a reader.
Question:
Five weeks ago, I had a good conversation on the phone with an important prospect in my territory. They have a nee
8 Sales Lead Generation MethodsAuthor: Shamus Brown
I've been getting lots of email from my readers lately. And one thing that I hear often is that people need more sales leads.
In order to generate sales leads, you need three things:
A written profile of your target prospect
Sales Language: What's Wrong with But?Author: Shamus Brown
Language is one of the most important tools you have to influence someone.
The most successful salespeople and persuaders use positive, active sales language that instills confidence in them and their capabilities.
Here is one word
How Do You Use Your Sales Commissions?Author: Shamus Brown
What do you do when you have a big sales week, month or quarter?
What do the other salespeople you work with do with their money?
Do you "reward" yourself? Do you "invest" in your future?
As salespeople we are notoriously k
Equal Chance of Winning The Sale? Bah!Author: Shamus Brown
Are you going to win this deal?
With just less than 3 weeks left in December, I am sure that you are really busy closing out your year-end sales. This has been a tough year for many people. With the economy proving to us that business cycl
