Differentiation - The Key To People Remembering You And Your Game

How do you differentiate yourself from everyone else? I used to be in the contract labor business for the tradeshow industry. So I sold labor – right? Wrong – what I sold was peace of mind. What I sold was the comfort that the customer would have by using us for his/her labor needs.

Sales Incentive Program Design

There is a process for developing sales commissions with respect to overall sales compensation that can be followed. The principles are quite easy. The variables include the amount of base salary that you pay to an individual (if any), and the percentage of total compensation that base salary represents in relationship to the incentive program itself.

Sales Management-Do The Inmates Run The Asylum

Handling sales people that can put up the numbers but break every rule in the book, someone that can’t get along with their peers and someone that drives inside sales people crazy can be very challenging for a sales manager. This will create a situation that ultimately will affect overall company performance regardless of this sales person’s individual success. This is especially true if this sales person holds the sales manager hostage knowing his numbers help keep corporate off the sales managers back.

Sometimes Managers Are Just Too Soft

If as a manager your people are not living up to their full potential, perhaps it's because of the way you are managing them. This article suggests how managers can do their employees a favor by being tougher on them.

Sales Managers: DO YOU CARE About How Well Your People Handle Inbound Leads?

I’ve been doing a cold calling campaign to increase my consulting business and to refine my training materials, and it’s nothing less than exhilarating. You might wonder why someone like me, a best selling author of classic titles such as YOU CAN SELL ANYTHING BY TELEPHONE! and REACH OUT & SELL SOMEONE would bother making his own calls. Practice makes me better, I can tell you that. Moreover, when I immerse myself in cold calling, my scripting abilities soar, and of course, I make a lot of great sales! One of the best questions I ever crafted is: DO YOU CARE? You're going to have to try this one!

Foundational Principles of Persuasion

Central to understanding persuasion is the concept of neutrality. The laws of persuasion are neither good nor evil. They simply exist. Just as nuclear power can be used to create electricity or an atomic bomb, persuasion can be used to create unity or to force compliance. Whether the outcome is good or bad depends on the person using the laws and how that person applies the techniques of persuasion.

Present with Passion, Compassion and Purpose

Long gone are the days of counting on the subject matter to speak compellingly for itself, compensating for your inadequacies as a presenter. Nowadays, you've got to get inside of your prospects' minds, and you've got to get there fast-before you're even into the heart of your message. When asked what they thought made their managers most effective, 90 percent of all respondents mentioned communication and presentation skills. This tendency reveals how truly critical a life skill effective communication really is.

Managing a Car Sales Lot

Many customers when they are out shopping for cars go to a car sales lot and walk up to the front. The first thing they see is about 10 guys nicely dressed standing there like vultures trying to sell them a car. At first glance they look rather lazy and waiting for easy prey.

Tough-Love Sales Management

Like transforming coal into diamonds, salespeople require pressure to become wealth producing. Either salespeople pressure themselves, or managers pressure them, or both. But left alone, like most things in nature, salespeople die on the vine, wither, and shrink from view.

Managing the Sales Floor in a Box Store

One of the most difficult things to do is to manage the sales floor of a large box store, especially when the corporate office keeps cutting your staff, apparently to cut costs and increase profits. Yet when a Box Store is understaffed you need to work a lot harder and this is not always as easy as it seems. Why? Well it is human nature when one person is talking to a sales clerk asking a question, that someone else will think to themselves; Maybe they can answer my questions too, I have been looking around for over 5 minutes.

Why Not Take The Sales Quiz To see How You Are Doing?

Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz.

Are Your Sales Teams Submerged In Their Comfort Zone?

Perhaps of all the temptations we meet in life, money, power, sex, alcohol, drugs and fame, the subtlest of all is the comfort zone, that invitation to settle for less, to go for content when the stresses of over achievement beckon. The way that takes you out of the comfort zone is the route less travelled by. Most of us when we come to that place where the two paths divide prefer the one that leads to safety, to warmth and to comfort.

Small Business CRM: How To Select The Right CRM Software For Your Company

Choosing the right CRM software is challenging for most small business owners. Before talking with vendors, follow these simple steps to select the right vendor for crm that fits your needs.

Sales Recruiting: Hire A Racehorse

Sales Recruiting is an important element in building a successful company. Without a solid sales team to spread the word and secure orders, companies are facing an uphill battle.