Planning & Mindset

How to Create Sales Contests that Increase Sales and Motivate Teams

It is easy for a well planned, highly financed, rigorously promoted and eagerly anticipated sales contest to end in fewer sales, less motivation and an overall counterproductive result.  The following strategy will help you design sales and incentive contest that…

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To Accurately Measure Your Sales Results, Don’t Just Measure the Sales Results

Professional selling is perhaps the most subjective business in the world.  You will always be somewhat biased when it comes to measuring your own work ethic.  The amount of prospects you think you talked to and the actual amount of…

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How to Keep the Sales Team Motivated: Set Activity Goals

Keeping a sales team motivated and enthusiastic can be difficult especially in slow economic times.  One sure way to help with this is to set goals other than sales goals and targets and reward sales people for reaching them. Every…

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How Do I Win At Sales? The Profile Of A Sales Winner

So many of the salespeople we see ask us the same question; how do I improve my sales and become a winner at this game? If I had the one magic answer, I’d be sunning myself on my own island…

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4 Questions to Ask at the End of the Quarter

So, we’re at the end of the first quarter of the year…hasn’t it just flown by? I trust things have been good for you, and you’re enjoying your selling? This is a good time to identify what you’ve done recently…

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How to Find Out Valuable Information About Prospects

When you meet a prospect, how much information do you usually get from them? Naturally, their name, phone and email adrress is top of your list. But what other information can you ask for that would make your job easier?…

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6 Steps To Creating Your Personal Commercial

Commercials are the lifeblood for any company. A commercial can be anything that advertises its benefits to the final customer, and can come in many formats. How you feel about them will determine how successful that commercial campaign is. You…

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3 Myths Of Relationship Selling

Have you ever met with a prospect and got on really well, then it ends up that they never return your calls or emails and you can’t get in touch with them? How frustrating is that?! There are many reasons…

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Preparing Confidently To Win Every Sale

Have you ever been caught out on the hop? Have you ever gone into a situation where you just knew that you should have had more facts, figures and information? Have you ever come out of a situation saying, “I…

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Are Your Customers Re-signing or Resigning?

Any customer who buys from you should have the opportunity to purchase your product or service again. In the real world, this doesn’t always happen. here are some reasons why customers may not carry out repeat business with you and…

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The Biggest Secret In Sales…Isn’t A Secret!

You’ve read all the articles talking about the secrets of sales success. You’ve probably bought books and e-books describing the ‘one big secret’ that will open the door to commission beyond your dreams! Actually, the answer to success isn’t a…

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Improve Your Sales Skills For More Business

I’ve been thinking about the skills that we salespeople need to gain more business, no matter what the economy is like. So, as we start another new year, it’s good to review the best ways to use our time and…

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