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  • +2

    Overcoming 4 Common Cold Call Objections

    “I use someone else!” This is a very common objection and one which salespeople and business owners can get very upset about. What they often hear in their heads is, “So I have no need for you!” Try replacing that self-talk with, “Yes, and?” Obviously, you’re not going to say that out loud but that’s what you need to think to ...
    Rated: +2
  • +14

    Product Features, Advantages and Benefits

    Product Features, Advantages and Benefits
    The sales mantra goes that we must sell benefits, not features. To explain what I mean read the following extract of an on-line advertisement for Miele ovens. "The Miele fan forced cooking system, for example, enables you to cook on up to three levels. Rather than just circulating hot air with a fan we use a mini-turbine together with a ring ...
    Rated: +14
  • +16

    Passing the "Tell Me More" Test

    Passing the "Tell Me More" Test
    Establishing a business relationship with a new prospect is a lot like walking on a balance beam. Every single move you make has consequences. When you execute it flawlessly, you're in a perfect position for your next move. However, any misstep on your part sends you into recovery mode. Sometimes you're able to bounce back, but other times you fall off ...
    Rated: +16
  • +36

    How to Use E-Mail "Cold Calls"

    How to Use E-Mail "Cold Calls"
    "I always hear people talking about how e-mail is today's 'killer app,'" my coaching client Janice told me when we were discussing ways of making contact with prospects. "But I'm afraid that people will think I'm spamming them if I try to e-mail them when we haven't met yet. I know I hate spam with a vengeance!" "You're not the only ...
    Rated: +36
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    Be Careful When Using Humor on a Sales Call

    Be Careful When Using Humor on a Sales Call
    Do you use humor to break the ice on a cold call? This can be a great tactic -- if properly executed. David, a sales rep, misused this approach on one call and, as a result, did not find laugh all the way to the bank. Here's David's story: When a dark-suited sales rep appears at a bank to make a ...
  • +6

    Build Instant Trust, Rapport over the Phone

    Build Instant Trust, Rapport over the Phone
    Did you know that the way you speak makes a big difference on your sales calls? For example, are you a self described slow talker or do you like a fire rapid pace of conversation? I bring this up because I never used to pay attention to the way I spoke during a sales call. After all, as long as ...
    Rated: +6
  • +2

    Tips to Getting Inside Buyer Motivation

    Tips to Getting Inside Buyer Motivation
    You know, all meaningful actions are performed for some reason or purpose. This is commonly called motivation. Success in selling requires understanding these basics of motivation: Your motivation both as a person and as a salesperson The other person’s motivation both as a person and as a buyer? The most important fact to remember in influencing the behavior and decisions of ...
    Rated: +2
  • +3

    How to Start Your New Job on the Right Foot

    How to Start Your New Job on the Right Foot
    Securing a new job is akin to a successful product launching! All the time spent running a well-organized marketing campaign and now the product is in the market. Well…you’ve landed your new job! As in the product launch, you want to continually work on product positioning and posturing for long term success, right? Likewise, you want to do so for your ...
    Rated: +3
  • +1

    The Key To Achieving Sustained Sales Growth

    The Key To Achieving Sustained Sales Growth
    Frequently, there are two main pitfalls that even experienced salespeople can fall into in terms of activities. First, they simply are not doing enough. What is enough? Enough telephone calls to make appointments, enough face-to-face calls, enough calls that involve or influence the decision-makers. In general, the more focused sales activity salespeople generate, the greater the number of sales opportunities they ...
    Rated: +1
  • +1

    How to Speak More Assertively

    How to Speak More Assertively
    If you deal with daily meetings and interactions with coworkers, you know just how important it is to speak assertively. But what exactly does “assertively” mean and how do you speak your mind without coming across as rude? These are important questions, as communicating effectively — not to mention politely — is pivotal to your professional success. The last thing you ...
    Rated: +1
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    10 Career Lessons From Dad

    10 Career Lessons From Dad
    Whether you're still daddy's little girl, or the son that reminds him of himself, you know that a father's love runs deep. We look up to our dads, admire them, and do everything we can to make them proud. As kids, our fathers built us cardboard spaceships so we could reach the stars and carried us to safety when we crash ...
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    10 Ways You're Annoying Your Coworkers

    Everyone has something (or someone) that annoys him or her at work. It could be faulty equipment or coworkers who don’t pull their own weight. But nobody’s complaining about you, right? Not so fast. Even though your mom, friends, or significant other may worship the ground you walk on, there could be some people you work with who are far ...
    Rated: +2
  • +1

    World's 5 Best Business Travel Tips

    World's 5 Best Business Travel Tips
    Whether traveling for business is an everyday occurrence, an occasional hindrance, or a lifelong dream, all business travelers can agree that if your job calls for travel, then being an efficient traveler is a must. We’ve got the five tips that’ll make your time en-route more productive and less stressful. #1 Know Which Airlines Offer Premium Economy Why? Because if your ...
    Rated: +1
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    7 Tips to Make Meetings More Interesting

    7 Tips to Make Meetings More Interesting
    Meetings can be deadly, especially if they feel unproductive. Listening to your boss drone on and on about things that don't affect you just isn’t a smart use of your time. So how can you make your boring meetings more productive? Research shows that increasing activity and creativity in meetings helps increase brain activity and alertness. Everyone's happier when you make ...
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    Defusing the 5 Trickiest Workplace Situations

    Defusing the 5 Trickiest Workplace Situations
    The workplace can be a political minefield. While you may all work as a team, you're all most concerned with your own job, right? How your bosses see you can determine a raise, a promotion — or even if you keep your job. Navigating office politics is not an easy task, but avoiding potentially negative situations should be your first priority. ...
    Rated: +1
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    Is Technology Making You Bad at Your Job?

    Is Technology Making You Bad at Your Job?
    Technology is a beautiful thing. Most of us can’t imagine doing our jobs without it. But sometimes, overindulging in email, texts, and social networking might actually hinder your performance. We’ve identified five ways your iPhone, BlackBerry, Facebook and that endless information superhighway are actually making you worse at your job. Instant message is twisting your words (and making you lazy) Remember ...
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    Get Ahead Without Improving Your Performance

    Get Ahead Without Improving Your Performance
    Are you working hard at the office, but keep getting passed up for those important promotions? Sometimes, being a star at work isn’t only about doing your job right. Just like successful job searching, getting ahead at work is all about networking. While being smart and good at your job go a long way, office politics can end up deciding who ...
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    Make or Break Your Career Over Lunch

    Make or Break Your Career Over Lunch
    You’d think it would be easy. At lunchtime you get hungry, so you grab some food and go on with your workday. However, lunch at work is rarely that simple. What you eat, where you eat and whom you eat with are all things your coworkers are paying attention to. This doesn’t mean every lunch has to be a pressure-packed situation, ...
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    Best Airlines for Business Travel

    The recession turned practically every carrier into a low fare airline; fancy flying was one of the first items chopped from businesses budgets. But the economy is finally turning around. And in an effort to bounce back from billion dollar losses, airlines are offering all kinds of extras to woo corporate fliers. So which perks would persuade you to pick one ...
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    6 Beliefs That Can Impact Your Performance

    6 Beliefs That Can Impact Your Performance
    Performance has many components: For example, activities and abilities are typically what many organizations focus on. Yet beneath the surface, our beliefs about ourselves, our customers, or our job can either help or hinder our performance. You may have heard the expression, “Whatever you believe you can do, you will and whatever you believe you can’t do, you won’t.” It’s as ...
    Rated: +1