SalesHQ

Despite your desperate hopes and prayers, business isn't just going to wander into your business. You need to get out there and hustle, and we've got the tips to help you do it. The Basics 1. Create quality marketing tools. This doesn't mean you need to allot 75 percent of your budget to printing costs, presentation slides and a Web site. ...

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems? That's what's been happening to Michael, who calls companies to set appointments with decision makers. "I ...

Success in sales depends directly on your ability to make yourself likeable, and create a positive experience for your customers. The following 9 Tips are some of the best - and easiest - ways I know to help you create a more positive customer experience: 1. Love what you sell, the company you work for and the customers you serve. If ...

When it comes to our customers, we in sales are used to walking a fine line between right and wrong behaviors. The consequences of stepping over that line can range from a simple "blip" in an otherwise strong and steady relationship, to costing you the sale, or perhaps even losing a loyal customer for life. Now, I know that we spend ...

Early in my sales training career, I used to do about an hour on how to work with gatekeepers. Today, you no longer talk to live gatekeepers. Instead, you go straight into the prospect's voicemail system. Polite, patient executives who would never think of hanging up on you feel nothing when they delete your voicemail after one sentence. The typical businessperson ...

You know that I am passionate about good customer relations, any of my clients will confirm that fact, and I fervently believe that the focus of all modern management thinking and strategic business practice has to be the customer. Common sense suggests that keep your customers happy and your sales will continue to soar - neglect them or take them for ...

What's the difference between the rising star whose career is picking up speed and his counterpart who can't seem to get the engine to turn over? Often, the star has mastered the nuances of business etiquette - the subtle but critical behaviors that can make or break an important meeting, influence a first impression or impress a potential client. According to ...

Customer service is built on the bedrock of a positive attitude. Without the positive attitude all of the attempts to "train" customer service will fail. Picture this; a man, Mr Jones, walks up to the front desk of an hotel at the beginning of a holiday. He has just completed a twelve hour flight in economy class overnight to reach his ...

   They speak with the eyes of truth believing what they see is the truth.     When adults want the brutal truth they should speak to a child. A small child is fascinating to listen to and to watch, they react with action. They do not take what is stated and dissect it trying to discover a motive. They react to ...

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, ...

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 ...

Nineteenth-century Danish physicist Hans Christian Oersted gave the world a legacy of discoveries, including one that all of us in sales today can appreciate. Hear me out here, I promise this will be worth it! Oersted discovered electromagnetism, which we can all credit as the basis for many of the comforts of modern life. However, there’s another angle to Oersted’s story ...

    Richard A. Hilliard   A rose has never knocked a man off his horse   This is a line in a movie and I thought what a great concept when applied to sales. Each sales professional has a process that they follow. Depending on how engaging the sales person is determines how powerful it is with the client.  Is ...

  8.06.09    Teamwork     It is amazing how many similarities there are between sales and baseball.  The teams are competing against one another. The teams are trying to get to the top and win the prize. The ultimate goal is to be the only team left standing.  The team is required to win one game at a time. Each team has ...

The following entries are from some of the emails and letters that we've recieved from our Manufacturer readers throughout the year. The stories and the lessons contained are well-worth the read. h4. The Face-to-Face Connection Principals and reps agree that being able to put a face to the voice you hear over the phone can be critical in a business relationship. ...

A great sales truism is that you never get a second chance to make a good first impression. Fortunately, as these Monster members learned, it is possible to make a sale despite a lousy first impression. h4. Facing Disaster Could you meet your clients the way Monster member tim_lex had to? My new company stressed professional appearance. After three weeks on ...

If you cannot benefit from repeat business, you can stop reading right now. If, however, your business relies on selling more to the same clients or forging strong relationships throughout their companies, the Platinum Service Calendar is going to change your life for the better. Not every customer is going to get the same level of service. Do you have platinum ...

Attend a typical sales meeting and you may hear the following questions thrown around: What are our sales targets? What sales activity do we need to undertake? What are our sales KPIs? What do we need to do this month to hit our targets? All great questions, what do they have in common? They’re all about you and what you want. ...

"Etiquette would not seem to play an important part in business, and yet no man can ever tell when its knowledge may be of advantage, or its lack may turn the scale against him." - Emily Post, 1922 Although the face of business has changed drastically since 1922, when Emily Post wrote the words above, the secret power of etiquette ...

Focus on the Relationships of Business, not the Electronics of it. We live in an E-crazed world. Everywhere you turn you hear about E-Commerce, E-this and E-that. Seems that some are thinking you only have to put an E in front of a word and you are in the digital age. Yet no matter how sophisticated our technology gets, we still ...