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  • +1

    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
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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
  • +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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    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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    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
  • +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
  • +4

    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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    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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    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
  • +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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    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
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    The Changing Face Of Professional Selling

    The Changing Face Of Professional Selling
    The right to do business has to be earned and never assumed. Rather than doggedly asking for business, the very best salespeople work to keep the relationship moving toward a sale. They realize the need to identify how to turn their company’s products into real solutions, which must meet specific needs. Unfortunately, our surveys confirm that the average salesperson drags the ...
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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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    SalesHQ Member Interview: Rich H.

    SalesHQ Member Interview: Rich H.
    At SalesHQ our favorite part of the job is getting to know our users and hear what they're up to. SalesHQ members are some of the toughest, scrappiest, and resourceful individuals you will meet, and at the same time have big hearts for their clients and the people around them. So we want to hear our members stories, and we are ...
    Rated: +8
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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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    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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    50 Years as an Insurance Salesman

    50 Years as an Insurance Salesman
    Dick Clinton had wanted to be a professional trumpet player, but that didn't work out. But after 50 years of selling life insurance for MassMutual Financial Group, he wouldn't have it any other way. "I love what I am doing," said Mr. Clinton, 72. "I'm in this business because I enjoy it, and I truly enjoy my clients." He said the ...
    Rated: +3
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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: 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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    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