Archive by Author
"I Do!" Design An Offer That Commences The Sales Marriage
Posted on 01. Sep, 2008 by SalesAnimals.
By: Lee B. Salz
The offer phase of a sales talent screening program takes preparation and finesse. The good news is that there are many parallels to sales that can be applied to this phase.
After a lengthy screening process, the hiring committee feels they have found the right sales candidate for the company. Now comes the [...]
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When Should A Salesman Take No for an Answer?
Posted on 04. Aug, 2008 by SalesAnimals.
By: Justin Demetsky
For those of you out there who have read my articles, you know that I make no bones about the fact that I’m a career salesman, and I am a straight shooter. .I am clear on where I stand on my opinions, issues feedback, and experiences in the sales world. In my last [...]
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Cross-Selling Takes Teamwork
Posted on 07. Jul, 2008 by SalesAnimals.
By: John Boe
Progressive companies understand the power of cross-selling and recognize it as a critical component for promoting both customer retention and revenue growth. What is cross-selling? Cross-selling is nothing more than team-selling with other specialists within your company, all working in partnership on behalf of the customer’s best interest. It is a proactive, ongoing [...]
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Tips for Generating Endless Referrals
Posted on 02. Jun, 2008 by SalesAnimals.
By: Bill Lee
The last couple of years have been a challenge for salespeople in many parts of the country. The time has again arrived in the business cycle for professional salespeople to place more emphasis on sales techniques that take business away from the competition.
Getting referrals is one such sales skill. I have never met [...]
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What’s the Objective of Your 1st Sales Appointment?
Posted on 05. May, 2008 by SalesAnimals.
By: Jeff Hardesty
Have you defined what you want to happen at the conclusion of your 1st appointment? Only then can you actually set up a proficient sales methodology to achieve the defined objective more times than not. And with a pre-defined objective to your 1st appointment you can (1) set a realistic benchmark of success [...]
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Boost Productivity by Boosting Employee Morale
Posted on 07. Apr, 2008 by SalesAnimals.
By: Bill Lee
As a consultant, I find that low productivity, poor earnings, higher-than-average turnover and low employee morale frequently go hand in hand. The higher the morale within an organization, the more fun employees perceive their work to be, and happy employees are almost invariably more productive. When I conduct a consulting assignment, I always [...]
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Who's Costing You Money?
Posted on 03. Mar, 2008 by SalesAnimals.
By: Kelly Robertson
My wife and I recently needed to renew our mortgage for another term. The last time our mortgage was due, our bank called several months in advance and offered a good interest rate so we automatically renewed with them without shopping around. This year, however, was a bit different. We decided to do [...]
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1 Sales Lessons You Can Learn From a House Move
Posted on 02. Feb, 2008 by SalesAnimals.
By: Alan Rigg
My wife and I recently moved to a new house. As we planned and executed the move, I couldn’t help noticing striking similarities between the activities involved in managing a successful move and the activities involved in selling. Read on for the sales lessons that can be learned from a successful house move.
Planning [...]
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Eight Steps to an Effective Relationship with Recruiters
Posted on 03. Dec, 2007 by SalesAnimals.
By: Abby M. Locke
Today’s highly competitive job market requires you to employ various strategies when conducting a job search. One such method is partnering with a recruiter which can help maximize your efforts. If you have never built an effective relationship with a recruiter, it is not too late to start. Before you jump out [...]
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How to Read Your Prospect Like a Book!
Posted on 05. Nov, 2007 by SalesAnimals.
By: John Boe
Top salespeople and the most successful managers recognize the importance of nonverbal communication in the selling process and have learned to “listen with their eyes.” They understand that one of the easiest and most effective ways to close sales is to be aware of their prospect’s “buy signals.” Are you aware that your [...]
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