SalesHQ

Two things are on my mind this month. The first is surviving in a tough market. The second is an unexpected sales reminder that I experienced on my recent trip to South Africa. Surviving in a Tough Market What goes up must inevitably come down, although none of us likes to believe that truism when we're up in the clouds. But ...

A good way of avoiding a decision is to say "I want to think about it." I do that all of the time at home if I am unsure or if I am unconvinced. It’s my way of being certain that my intuition is correct. In my case I am not dithering, because sometimes people do want time to think things ...

It seems that it is not only France where standards of customer care and customer retention have plummeted alarmingly. I just read Tibor Shanto’s post about his experiences at his local Apple store – if it were not so alarming, it would be amusing - Customer Care: The Good, The Bad, and The Ugly II The drive for continuous improvement will ...

Well, I would like to offer up some information for thought. I have been in the sales industry for 10 years and in every genre, for every company, for every product I have ever worked with I have always been told if the customer tells you "NO" or is rude that its probably not you. Most likely they are having a ...

HHello, Helllo, We are now looking for Experienced Life Insurance Agents!  Please submit your resume to legendarycorp@gmail.com for a fantastic opportunity. You must currently have a Life Insurance license and have experience in the field handling cases and a fundamental knowledge of life insurance. We offer competitive compensation plans and great growth possibilities.  We are excited to talk to you.    ...

    One of the biggest assets any salesperson has is the ability to give a top notch presentation. Where to do it can often be as important as the demonstration itself.   A superior presentation can often be the difference between securing the order and losing it. Even if you have a superior product, one that is the best ...

Salespeople are a misunderstood bunch. Quiet, reserved and unfalteringly modest, most just want to 'touch base and kick a few ideas around' before rolling out some 'bespoke 360-degree solutions' to help you 'maximise your ROI'. Cliches aside, creativity, strategic thinking and business acumen are becoming the key characteristics of a decent salesperson. When it comes to digital, these attributes are even ...

Everything in life is a compromise; everything in life is a negotiation. We all seem stifled by the word and implications that surround negotiating. Yet what most of us do not realize is that we have been negotiating since we were born. From the time we wanted a bottle or refused napping our education in negotiation began. In fact, research ...

There is a reason why a good pitchman for Quick 'n Brite, a family-owned Mountlake Terrace firm, can make upward of $100 an hour at a fair or home show. Human nature cannot resist a good salesman. That's why those Billy Mays infomercials are still being aired four months after his untimely death. Quick 'n Brite first was hawked at local ...

RFPs can leave you feeling powerless. Before you decide to respond to your next RFP, read this article. You can regain the power! Superman, as strong he is, is paralyzed by kryptonite. It brings him to his knees despite his superhuman strength. Sales people have their own kryptonite called RFPs, the dreaded Request for Proposal. An RFP process doesn’t have to ...

Polls show that more and more Americans distrust the government. Other polls indicated that banks, insurance companies, multi-national corporations, and the recipients of government bailout monies are also suffering from distrust on the part of a large part of the American population. Big in all its organizational forms is on the outs. The distrust of government is nothing new; after all, ...

When I am working with private coaching clients I note that ninety-nine times out of a hundred, a lack of consistent revenues is caused by a lack of consistent prospecting. A failure to prospect on a regular basis will inevitably result in irregular revenues, and inconsistent commissions. It's that simple. This is especially true when we're doing well. It can be ...

    Anything a company furnishes you with to become a better salesperson should be taken advantage of, and that includes “ The Sales Presentation Manual”. The sales manual presents a step by step description of the product tightly constructed so that nothing is left out. They are particularly useful for new salespeople or salespeople who have not made many ...

    All prospects act differently. They all can not be influenced in the same way. You must suit your approach to the particular trait that person possesses and more importantly to the mood he is in at that moment. To be successful you must recognize these individual characteristics and use the appropriate strategy to sell them. You can recognize ...

Many years ago I watched a 19 year old young man take the honors as top salesperson of the year for "Thousand Trails" a campground membership offered throughout the United States at 40 differnet locations with hundreds of salespeople and top closers employed. He won a whole bunch of bonus money and a Lincoln Continental to drive for a year.  Of ...

Today we are overwhelmed with fake. We see fake Rolex watches, fake Mont Blanc pens and even fake body parts (we won’t go there right now!). Yikes! In business it is almost at an epidemic level. We see way too many people touting the hype of their business and no substance. I’ve seen way too many Internet Marketers whose “free teleseminar” ...

It hurts to learn. Yet, learning keeps us mentally agile well into our golden years, and it's the hallmark of successful entrepreneurs. Keeping up with what you don't know has the amazing ability to transform what you do know into the next million buck idea. Constant learning is the grease we need to stay competitive. Many people slow their learning down ...

 7 WAYS TO BECOME A GRADE-A SPEAKER  You keep a checklist handy for many of your regular tasks--grocery shopping, scheduling your day and week, and creating a hyperlink, for example. Because your sales profession requires you to speak to groups frequently, you have often wished you could keep a speech preparation check-list handy, to remind you how to get ready ...

    There are two distinct results we need to accomplish when we approach a prospect by phone. One is the approach we use to get the customer's attention so he will listen. The other is the approach we use to get the sale. The objective of the first approach is to sell ourselves and the sales interview to the ...