Basic Principles of Selling

When you are selling any type of product or service there are a few aspects you must be aware of. If you cannot successfully execute the sale then your business is bound to fail due to the fact that your business survives on its consumers and if you cannot draw your consumers in, then your business will not continue to grow. You must be able to apply a few basis strategies to the proper sale of your product or service that your company is offering in order to secure the longevity of your business.

Tuning Your Listening to the Next Level

Active listening techniques are so 20th Century. Simply showing customers that we’re listening is not enough. We need to concentrate and turn up our listening volume and really focus on our customer. This article shows you how.

5 Easy Steps to Closing the Sale: Step II

Tis is the second part of a 5-part series on how to effectivley close new prospects. This is specifically for those who have few sales skills.

5 Ways to Detect a Phony Ph.D.

I was sharing the regional Toastmaster’s International podium with a fine, enthusiastic speaker. He was fun, his stories were crisp, and the audience loved him. So, when one of my clients asked if I knew a speaker they could hire for an annual sales meeting in Palm Springs, I mentioned this guy. But as I did, I felt just a little uneasy about recommending him, so I decided to perform a little due diligence by researching his credentials. What really stood out for me was the fact that he called himself “Doctor.” In itself, this is no big deal, as my trade name is Dr. Gary S. Goodman, so who am I to take issue with this? If you have a Ph.D. or an M.D. or other “doctoral” credentials, you’ve earned the right to use them, especially in professional settings. Dr. Robert Schuller, for example, earned his degree in ministerial studies, so he is entitled to use it, and of course, he does. But I felt the speaker I was recommending wasn’t the real deal. So, I called him and asked where, when and in what subject area he earned his doctorate, and he mentioned a place I had never heard of before. I contacted the research librarian at USC, where I earned my Ph.D. from the Annenberg School for Communication, and I asked him to look into this obscure school. After a few hours, he phoned back as said, flatly: “It’s a degree mill!” Here are five ways to detect a phony before your hire him to speak before your next sales meeting or convention, according to an international speaker and consultant, best-selling author, and popular commentator on radio and TV.

The Business of Keeping Physically Fit and Mentally Capable

It's important for a salesman to have mental clarity and a healthy body to perform at the best of his, or her abilities. Our mind and body feed off each other. They go hand and hand. One affects the other… like a seesaw.

How to Handle High Price Objections During a Course Counseling at a Training Institute?

What to Do when a prospective student does not like your price or has price objection. How to tackle the issue of high price of course or training.

The Portable Calendar - You

Have ever been to an event where a hot prospect wants to set up an appointment on the spot but you do not have your calendar with you? What could be worse, the lost appointment or making the appointment and finding another hot prospect has that time slot?

Overcoming and Handling Common Sales Objections

Overcoming and handling common sales objections is an essential part of selling. Learning some basic skills will allow you to be more successful in your selling efforts, and make your customer more satisfied with the process involved in acquiring your product.

The Myth Of Sales Forcasting

One of the activities management expects salespeople to provide bottom-up help with is in the area of sales forecasting. Unfortunately, many sales managers shove their sales forecasts down the throats of their sales staff due to the demands /expectations for sales increases of senior management.

Delegating For Results

One of the biggest weaknesses of poor managers is their inability or unwillingness to delegate tasks, responsibilities or outcomes

The Keys To Improved Performance

I am often asked by my corporate clients how to improve sales or management or overall organization productivity. It is never a simple answer, as you can see from the above list. And that is not the complete list of issues that must be considered when you are evaluating productivity.

The Keys To Better Motivated Employees

There are two traditional methods of motivating employees today that are being used in thousands of companies and by tens of thousands of managers to “MOTIVATE” employees. They are: Fear or punishment and Reward or Incentive. Both of these motivational techniques are temporary and appeal to the outside-in need to be motivated and essentially will ultimately lead to poor motivational performance.

Two Things You Need To Be a Great Salesperson

Experience, formal training and a degree at Used Car Lot University can all help you be a better salesperson, but those things won't make you great. To be a great salesperson you need passion and honesty. It goes deeper than that, but fundamentally all the sales training and experience in the world won't help unless you're passionate and honest.

I'll Never Forget What's-Her-Name - Winning the Name Game

Learning, remembering and properly pronouncing other peoples’ names is more than just good manners, it's good business, smart sales and service. It is a great first step to building solid relationships built on trust, respect and admiration since it makes the individuals feel special and respected.