Train on Selling Or Die Telling

Posted on 26. Mar, 2010 by SalesAnimals.

Is it just me or are there still a huge amount of people who simply refuse to adapt in the new economy? Still with the smouldering embers of recession around us it seems that too many people are unwilling or unable to retrain themselves to adapt to the macroeconomic climate of 2010 [...]

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Are You Giving Away Too Much?

Posted on 26. Mar, 2010 by SalesAnimals.

During this season of giving, I want to address the other side of the coin. I believe in generosity, as you know, but some of you are giving away too much.
Here’s what I mean. Let’s say you’ve just received an offer to speak. What’s the first thing that you think? If you’re [...]

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Bad Habits or Behaviors Can Really Cost You Money

Posted on 26. Mar, 2010 by SalesAnimals.

You as a business owner need to invest a lot of time and money training your sales people so you have a very select group of experts in your business that will generate sales and profit. Not everyone can sell or even want to be a sales person. The reverse of this is anybody and [...]

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Who’s Failing Whom? Developing Successful Sales Managers!

Posted on 19. Mar, 2010 by SalesAnimals.

When sales managers fail, we often hear management say “his district didn’t make quota,” or “he never grasped how we do things,” “he followed the wrong opportunities” and so on. But does this really explain the situation, or is there much more to consider?
Is management to blame?
In my experience, I have found [...]

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Mining the Gold of Repeat Business

Posted on 19. Mar, 2010 by SalesAnimals.

Going through the work of identifying your target audience, really getting to know them and developing products to meet their needs can be very rewarding. If you want it to be financially rewarding, you’ll also need to learn the art of making repeat sales. Repeat sales generate eighty percent of the profits [...]

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Sales Killers- Six Thinking Habits That Could Kill Your Sales Career

Posted on 19. Mar, 2010 by SalesAnimals.

This article outlines six common mistakes that could be deadly to your career.

Thinking You Have a Good Prospect. Never think that just because you have acquired contact information that they now qualify as a good prospect. To me, all are suspect until they have at least committed themselves to working with [...]

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A Method to the March Madness

Posted on 19. Mar, 2010 by SalesAnimals.

Here we are, just days away from the start of March Madness 2010. The NCAA Tournament begins just after our local youth league ends. I’ve been a coach and/or a cheering parent at more of these youth games than I can remember. I love the game of basketball and never pass up [...]

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The 3 “I”s of Open Ended Questions by Nancy Bleeke

Posted on 17. Mar, 2010 by SalesAnimals.

Communications – Questioning Skills Written by Nancy Bleeke
Every effective sales training course teaches sales professionals to ask open-ended questions. These are the questions that start with who, what, why, when, how, etc. Why are open ended questions so universally taught? Because:
• They solicit great information
• [...]

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Selling in the New Normal Part 3

Posted on 08. Mar, 2010 by SalesAnimals.

The “New Normal” Part 3
Have you heard any sales people say “I can’t wait for things to get back to normal”?  We’ve heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you’re not waiting for things to “go back to normal” because guess [...]

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Selling in the New Normal Part 2 Interview with Jeff and Chad Koser

Posted on 07. Mar, 2010 by SalesAnimals.

The “New Normal” Part 2
Have you heard any sales people say “I can’t wait for things to get back to normal”?  We’ve heard that several times in the past 2 years and it never fails to discourage us.  Hopefully you’re not waiting for things to “go back to normal” because guess what?  Normal is [...]

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