SalesHQ

     Expanding the Ability to Communicate  Discovering ways to improve can be quite frustrating when there are no suggestions and experimentation is the only avenue. It becomes trial and error finding something that may work and does work. More often than not there are many more discoveries of ways not to use than ways to use. The suggestions have been ...

Meet Jane.  Jane is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Jane’s in all companies. Jane is performance driven, a very good coach and a people person. Each month Jane is put to the test with different sales reps she must coach to success.   IBZ ...

The sales process you are defining to grow your business may be the very thing that is keeping your sales team from selling. As the economy has made sales competition fierce, companies have heavily focused on the sales process. Many, for the first time, are clearly defining all of the critical steps for their sales team. Some are even taking this ...

Little Red Book of Sellingby Jeffrey Gitomer With The Little Red Book of Selling, Jeffrey Gitomer has created a real-world, practical, and fun book that salespeople will love and profit from. Salespeople want answers. That’s why the Little Red Book of Selling is short, sweet, and to the point. It’s packed with answers that people are searching for in order to ...

We have all heard this warning: 'You never get a second chance to make a good first impression.' In fact, psychologists caution that we only have from seven to seventeen seconds of interacting with strangers before they form an opinion of us. With this widely acknowledged pressure to 'make our case' instantly, here are seven tips for making your first impression ...

Your business and your sales team can not be successful if you are not organized. Being organized does not mean having a spotless sanitized desk with a pen in every color to match your color coded file system. Nope. Being organized means having one place, one contact management system that you use everyday to manage all client files, your complete calendar, ...

Have you ever answered an objection from a prospect only to be given another one that was completely unrelated to the first one? And then after you battled your way through that one, you got another, then another? If you've been in sales any length of time then I'm sure you have. And if you still don't know how to handle ...

Her name was Cindy, but around the office, she was better known as "Solitaire Cindy." Whenever I walked by her desk, the Solitaire screen on her PC was running. Frankly, it bugged me. Why should Solitaire Cindy game her day away while I busted my hump in my job, along with my fellow employees? I asked her manager how she felt ...

Admit it! There are some subjects related to your product, service or solution that you dread talking about. Perhaps your offering isn't the most "leading edge." Maybe your pricing is much higher than competitors. Or maybe you're a boutique firm without the full spectrum of services of the bigger companies. Whatever it is, you hope like crazy that your prospects won't ...

In this article we focus on a proven two-step formula that can help you handle any pricing (or any other) objection, for those times when your ounce of prevention may not be 100% foolproof…. h4. Step 1: Count to three! Whenever you’re faced with a difficult question or objection, the first thing you need to do is take a deep breath, ...

It's a common misconception that prospecting for new customers means contacting as many people as possible. The reality is that more calls do not necessarily generate more sales. Sales reps rarely get lists of potential customers that have been boiled down to real prospects. Tom Roth, coauthor of the classic management book, Creating the High Performance Team, explains in Selling Power ...

A conference is a huge opportunity to build relationships with extraordinary people -- people who might have a significant impact on your professional or personal success. To make sure you maximize the return on your (or your organization's) investment of time and money to attend, you can't afford to be a conference commoner. You have to be a conference commando. Here ...

I don't think a day goes by when I don't speak with a salesperson who is completely lost, panicked by his uncertainty as to what to do next. This applies to all sorts of salespeople: from salespeople who work for other peoples' companies to salespeople who are authorized to build a business within a corporate framework to salespeople who happen to ...

During the holiday season, we all may make questionable choices, like wearing knitted snowman sweaters, overindulging at the dinner table or serving turducken. But according to administrative staffing firm OfficeTeam, the decisions professionals make before going on vacation can mean the difference between a relaxing respite or a harried holiday. "Taking time off provides an opportunity for employees to recharge and ...

Quote of the Day   When you’re really trying to make serious change, you don’t want people to get caught up in emotion because change isn’t emotion. Because change isn't emotion. Its real work and organization and strategy.. that’s just the truth of it. I mean, you pull people in with inspiration, but then you have to roll up your ...

Quote of the Day “By failing to prepare you are preparing to fail.” - Benjamin Franklin   Thought of the Day I was in the middle of a meeting yesterday when my cell phone rang. I do not typically answer any calls during a meeting but I informed my client I was expecting a call. That said, it was not ...

I hate long emails. They take too long to read and typically include action items I just don’t have time for. No doubt you’ve experienced it, too. Your customers are no different and it’s impacting your ability to close sales.

Earlier this week, I was asked by a colleague to describe my interpretation of what consultative selling is, and I thought I would share my response with you ... As we are all aware, getting to know the customer and understanding their needs is not a quick and easy process. Customers possess a hierarchy of needs which have to be uncovered ...

As I completed one of my annual readings, I was reminded of the need develop bonds with those of influence. “Think and Grow Rich” by Napoleon Hill speaks of the power of the mastermind and the need to have strong alliances that aid business success. As I completed this it reminded me of a recurring issue in selling- networking.   ...