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  • +1

    Victoria's Selling Secret

    Victoria's Selling Secret
    You go to a sales seminar to learn how to sell; you read Sales Horror Stories to learn how not to sell. Heed the warning and avoid the mistakes our brave contributors made. Read, learn, make your own mistakes, and then deposit them into the Sales Horror Crypt. h4. Lingerie Sales Monster.com member kristysg reveals this tale: I was in the ...
    Rated: +1
  • +3

    Horror Stories: Impressions That Failed to Impress

    Horror Stories: Impressions That Failed to Impress
    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 ...
    Rated: +3
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    When the Going Gets Tough, Go Back to Basics

    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 ...
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    Your Sales Technique

    How savvy are you as a salesperson? Do you act and talk like every other rep out there, or have you found ways to distinguish yourself? Insurance salesperson Carol recalls blindly using an old technique that resulted in her failure. Here's her story: The sales call started out smoothly. I had generated a good lead and called on the company to ...
    Rated: +1
  • +15

    Wrong Clothes? No Close

    Wrong Clothes? No Close
    You're taught to plan for success, but how well do you plan for failure? Bill is now a highly successful sales trainer whose clients fly him around the US to coach their reps. But he wasn't always so competent. Here's his story about dressing for an interview: As a rookie rep, I was extremely proud to land an appointment with an ...
    Rated: +15
  • +9

    Something Strange Happening in Sales

    Something Strange Happening in Sales
    That nasty, predictable objection doesn’t have the same old sting it used to have. You know the objection most of us think is a not-so-subtle-brush-off. The one stated by the gatekeepers who cut us off mid-sentence saying, “Could you send him something in writing?” It’s strange how one day a phrase can sound so negative. Then, with one teeny, tiny change ...
    Rated: +9
  • +4

    Too Personal Can Cost a Sale

    Too Personal Can Cost a Sale
    How skilled are you in handling candid conversations with strangers? This is something sales professionals need to master. With a decade's worth of experience in insurance sales, Ken describes himself as witty, engaging and proficient in building relationships with prospects. But there was a time when Ken wasn't as savvy. Here's his story. It was my first sales call without my ...
    Rated: +4
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    You Can Still Sell in This Economy

    You Can Still Sell in This Economy
    Dave Lakhani spent 10 years of his life in a cult. That experience ultimately pushed him, of all places, to the local library. At age 16, he ended up at the Carnegie Library in Caldwell to read all he could on the differences between persuasion and manipulation. He wanted to understand how his mother had been pulled into the sphere of ...
  • +4

    Horror Stories: Explosive Sales

    Horror Stories: Explosive Sales
    One complaint buyers have about salespeople is their lack of creativity. The salespeople who contributed these horror stories made astounding - and very creative - recoveries. Many even made the sale. h4. An Explosive Presentation Monster.com member silvija tells how she accidentally incorporated showmanship into her presentation: I was representing a line of patio furniture and lighting, and I finally set ...
    Rated: +4
  • +4

    Horror Stories: Watch Your Mouth

    Horror Stories: Watch Your Mouth
    Because salespeople are people first, they make mistakes. Sometimes the mistakes cost them sales, but on occasions wonderful recoveries are made that save the sale. If you're in sales or thinking about getting into sales, read these true stories submitted by real salespeople who are willing to share their most traumatic moments with you. You get free training on what not ...
    Rated: +4
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    Horror Stories: Don't Look Back

    Horror Stories: Don't Look Back
    Don't look behind you. Your clients' blazers may be covered with pet hair or your skirt may be caught in your panty hose. Real salespeople share these stories and others in this installment of sales horror stories. Read, learn and avoid these mistakes. h4. Dog Days Monster member Mauracous writes: I was taking three clients to lunch. With this in mind, ...
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    15 Horror Stories: The Stupidest Sales Mistakes

    15 Horror Stories: The Stupidest Sales Mistakes
    Because salespeople are people first, they make mistakes. Sometimes the mistakes cost them sales, but on occasions wonderful recoveries are made that save the sale. If you’re in sales or thinking about getting into sales, read these true stories submitted by real salespeople who are willing to share their most traumatic moments with you. You get free training on what not ...
    Rated: +1
  • +10

    The Seduction of Low-Hanging Fruit

    The Seduction of Low-Hanging Fruit
    I remember the first time it happened. It was on a Thursday, about 4 pm, and I was worn-out after a day of cold calling. I hadn't uncovered even one viable prospect. Enough was enough! Time to go back to the office and do some paperwork. When the phone rang, I answered it tiredly. But by the time I hung up ...
    Rated: +10
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    Counterpoint: Proud to Be a Salesman?

    Counterpoint: Proud to Be a Salesman?
    As any journalist who covers the financial services industry will tell you, there is a lot of turgid writing about. By that, I am not, of course, referring to any of my colleagues, whose limpid prose graces the pages of this paper and many other personal finance sections, magazines and websites. No, what I am referring to is the never-ending reports ...
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    Confessions of a Not So Wicked Salesman

    Confessions of a Not So Wicked Salesman
    I hold my hands up, I am a wicked salesman. I confess to selling a pound 181,000 Norwich Union mortgage protection insurance policy and a Holloway income protection insurance plan to a couple in the next village a couple of years ago. The husband has just had a terminal-illness payment for stomach cancer, which has cleared his mortgage and the Holloway ...
    Rated: +1
  • +11

    Crush The Tomato!

    Crush The Tomato!
    One of my favorite hobbies is playing baseball with my kids. I'm very involved with their Little League teams and volunteer to help teach baseball skills to the kids. My 7-year old son, Steven, is playing his first year of coach-pitch baseball. Prior to that, he played T-ball which is a very different game. One day at practice, I was pitching ...
    Rated: +11
  • +4

    The Top 3 Fatal Sales Mistakes

    Over the past few weeks, I've found myself on the receiving end of a series of particularly heinous sales techniques, all of which were aimed at getting through a gatekeeper to a decision maker, and all of which ended disastrously for the sales reps involved. I firmly believe that, to improve our skills and the relationships we have with our prospects ...
    Rated: +4
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    Case Study: Sales Job on Sales Tax

    Case Study: Sales Job on Sales Tax
    The views reflected herein are not necessarily those of SalesHQ. It's ironic that Anchorage's new mayor is determined to pursue a sales tax. Dan Sullivan won election as a tight-fisted conservative who'd rein in what he said were the big-spending ways of his predecessor. Sullivan looks to a sales tax not to grow government, but to offer some degree of property ...
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    Don't Put All Your Trust in Luck

    Don't Put All Your Trust in Luck
    Luck seems to have a peculiar attachment to work. I'm sure that most of you have heard the Dave Thomas quote: "It seems the harder I work, the luckier I get." I would tend to agree with that statement, but I think there are a few other conditions that affect your "luck" - things such as instinct, timing, market conditions and ...
    Rated: +1
  • +7

    Baaad Luck at the Farm

    Baaad Luck at the Farm
    How good is your product knowledge? Do you come across as a calm, confident expert to your prospects? John has 20 years in insurance sales and recalls a rookie mistake in which his verbal blunder slaughtered his shot at a healthy commission. Here's his story: My partner and I had finished a tough series of sales calls on a large corporate ...
    Rated: +7