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    My Name Is Jonathan…and I Am A Salesman

    When was the last time you were introduced to a professional salesperson and when asked what they did for a living, they said openly and honestly: “Oh, I sell?” No, rather most salespeople prefer to disguise themselves behind euphemisms such as: “Sales Engineer”, “Account Executive”, “Technical Consultant” etc. But nowadays we have to accept that we all sell everyday - doctors, ...
    Rated: +1
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    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
  • +4

    Can You Choose Confidence?

    Can You Choose Confidence?
    Lacking some confidence? Do you suffer from low self-esteem? As you can imagine, there’s no room in sales for anything less than a winning attitude. So, how do the top producers do it? How do so many of them go from initially lacking the confidence to sell or close a deal to an extreme abundance of self worth? Here’s the secret ...
    Rated: +4
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    Learn to Let It Go -- Or Lose The Sale

    Learn to Let It Go -- Or Lose The Sale
    Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. I sensed there was something going on with Denise that was getting in her way; some limiting or dangerous thinking that was sabotaging her selling efforts without her even knowing it. ...
    Rated: +4
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    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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    Horror Stories: Involve Your Prospect in Your Sales Presentation

    Horror Stories: Involve Your Prospect in Your Sales Presentation
    In this horror story, rookie telecom rep Joe learns the hard way that it takes more than encyclopedic product knowledge to land the sale. Here's Joe's story: I was about to go on the first sales call of my life, and I was terrified! As a customer service rep for a company that sold telephone systems, I'd taken a call from ...
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    Perfect Your Product Before the Sale

    Perfect Your Product Before the Sale
    Have you ever head of the “puppy dog close”? This phrase is from the old pet-store strategy of sending a dog home with prospective buyers to help them decide whether or not to keep it. In this tale, tools salesman Barry uses this technique to sell his product to an ideal buyer: A big-company decision maker who would also be a ...
    Rated: +8
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    Poor Etiquette Loses the Sale

    Poor Etiquette Loses the Sale
    How sophisticated are your sales-call presentation skills and etiquette? Sales rep Tim was selling a software package when he couldn't help his buyer make a decision. Here's Tim's story: While on a sales call at a large New York-based insurance company, my prospect became very defensive. We were pitching a $12 million outsourcing program, and Tony, the buyer, couldn't seem to ...
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    Practice What You Preach in Sales

    Practice What You Preach in Sales
    Practicing what you preach is not merely a mark of good morals, but a mark of good salesmanship, too. One salesman ignored this principle when he tried to impress Kelly, a training manager. The salesman failed miserably. Here's Kelly's story: I'm the manager of training for a Canadian retailer and am often contacted to see if I would like to purchase ...
    Rated: +2
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    Pitching a Local Product That Really Cleans Up

    Pitching a Local Product That Really Cleans Up
    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 ...
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    What Screamers Lack: The Art of Persuasion

    What Screamers Lack: The Art of Persuasion
    We are living in a time when honest discussion is often drowned out by the noise of partisan cheerleading. More and more, cable TV shows, blogs, radio stations, Web sites and magazines exist to openly advocate a political agenda, ideology, candidate or product. Journalistic institutions are in decline, and many professional reporters are looking for new careers. As an old reporter ...
    Rated: +1
  • +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
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    Beware, Salespeople

    Beware, Salespeople
    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 ...
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    Business Planning Buzzword Bingo

    Business Planning Buzzword Bingo
    It's not long past the season of completing business planning and it would be remiss of me not to provide a few helpful definitions of business planning nomenclature. Bottom up planning: planning completed from the absolute building blocks of the business so that the targets are in complete synchronisation with the resource requirements in terms of capital and operating expenditure, human ...
    Rated: +2
  • +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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    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
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    Buyers Avoid Pushy Salespeople

    Buyers Avoid Pushy Salespeople
    Dave Wedzina detests pushy salespeople. Like many of today's shoppers, the Lackawanna man likes to do his own research and make his own purchasing choices. Sure, he wants a sales associate to be around if he has questions, but he doesn't like feeling "sold to." "I want them to say, 'If you need any assistance, my name is Fred,' not 'I've ...
    Rated: +1
  • +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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    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