SalesHQ

Good negotiation skills have a huge impact on your career -- whether you're a salesperson making deals or an entry-level employee trying to get good assignments or cube neighbors to quiet down. "Most people think of negotiation only when they need to get something more," says Tammy Lenski, a professional mediator who helps universities and businesses nationwide with conflict management. "The ...

Social networking is definitely a means in which you can network, unlike any other we have seen to date.  Sales and marketing techniques and “normal” networking programs are not as effective here, should you choose to do it the way it’s been done before, by promoting you first!  You should treat these networks like you would any potential prospect.  Would you ...

Although we may want to better our lives and accelerate our productivity, many of our decisions are governed by fear. We want more, but avoid risks, so we continually produce similar results over again. We fear change, for we may lose some degree of control over the outcome. We fear expressing how we feel or what matters most to us, in ...

I have seen many articles, blogs, and books professing to help sales people never cold call again. I like the idea myself. In fact, I wish people would give me business without ever writing a proposal or having another meeting again. Unfortunately as the old cliché goes: “Sales is a contact sport.” Networking, publicity, great websites etc. are all great tools ...

Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. I sensed there was something going on with Denise that was getting in her way; some limiting or dangerous thinking that was sabotaging her selling efforts without her even knowing it. ...

When you are entertaining clients, knowing the proper gratuity for a service or meal is critical. If you are noticeably unsure of yourself, you may come off as unsophisticated, and if you are inaccurate you may come off as a cheapskate. You need to make sure you are comfortable with these simple financial transactions, since you are aspiring to be transacting ...

2009 will probably be your toughest year in business. This sounds like a negative way to start but it is very positive. Stay with me on this one and you’ll find ways you can take your business — and your personal life —- to some new levels you’ve wanted for a long time. We are in a different world today than ...

  Have you ever noticed what happens when you ask lots of salespeople what they do for a living? You’ll get answers like: “I’m in real estate.” “I work for…” “I’m a marketing executive” “I’m a transportation consultant”   Why is it that most salespeople hedge so much about their profession? Why not say: “I sell home,” or “I sell investment ...

Lacking some confidence? Do you suffer from low self-esteem? As you can imagine, there’s no room in sales for anything less than a winning attitude. So, how do the top producers do it? How do so many of them go from initially lacking the confidence to sell or close a deal to an extreme abundance of self worth? Here’s the secret ...

Motivating the Troops: What new sales managers need to know about managing a sales team in challenging times 1. Find a mentor that has been through these challenging times before.  You are not alone and having someone to discuss the challenging environment with is very important to you. 2. Making sure your sales team has objectives for all calls and contacts ...