Ismael D. Tabije Podcasts

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Everything you need to know about Sales Management. Written by experts worlwide. New articles added daily. Primary Format : Business Language : Unknown Also Listed as: User Tags: User Votes: RSS Feed Website People found this Podcast Searching for: View this Podcast on a Google Map. Podcast iTunes Link Text Only listing of Ismael D. Tabije Podcasts Methings.com listings of Ismael D. Tabije Podcasts If you like this podcast, you might also like:

Why Holidays Make a Great Occasion to Email Your Prospects Smart sellers can use holidays as an occasion to reach out to their prospects via email… especially contacts that have been hard to reach in the past.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 6 Do's and Don'ts of Using an iPad on a Sales Call Make a wise decision regarding the use of an iPad in your next meeting - remember that you aren't going to impress anyone with any gadget - unless you have a valid reason for having it there in the first place...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Think Like a CEO Debra Benton, author of Think Like A CEO, speaks to audiences all over the world about this topic. She is often directing the conversation to other leaders in the organization, not necessarily the sales department.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Cold Calling Perfection: Are You Hearing This? In email prospecting strategies, one of the first things I advise is that you send yourself a draft before hitting the final send. That way, you get a sense of what it's like for your prospects to receive your emails.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Prospect With a Catalog of Products Last week an interesting question was posed to me: how does a seller go about cold calling, prospecting, and lead generation when they have a wide range of products to sell? How do you know what to tell prospects about when you have hundreds or more items available?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What did you learn from the last sale you lost? Your ability to be professional and appreciative in listening to what the customer shares with you will help ensure you have a good relationship going forward with that person.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What is Your Customer's Price Tolerance Ratio? You must begin determining the customer's Price Tolerance Ratio, early in the prospecting and sales process or you will waste time chasing customers you ultimately do not want...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Ten Ways to Motivate Your Sales Team Without Spending Big Bucks How do I motivate my sales team? How do I retain top sales talent? At the risk of sounding too simple, there are two proven principles that work well in motivating salespeople: recognition and appreciation. Two simple principles often overlooked because execution takes time and attention.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Discounting to Create Cash Flow? Be Careful Before you consider discounting your price, make sure that the customer fully understands the value proposition you offer and that you fully understand the customer's needs and wants...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling a Price Increase: Is There a Good Time? As you become more confident in your pricing your efforts are better spent on showing your customer how the value of your product or service meets their needs & desires.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website For More Sales Success, Ask the Right Questions Asking the right question is always key to getting the right information. According to WIKI HOW, sales people spend too much time "pitching" and not enough time asking questions.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling to the Old Brain - Three Ways to Increase Sales Results Many salespeople have heard the phrase that selling is an art and a science. This phrase is moving beyond a cliché with research results from the world of neuroscience.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How writing sales prospecting emails and negotiation emails is different Have you noticed that suddenly you're negotiating with your customers and prospects through email? They don't have time for face-to-face or phone meetings. Instead, they'd just like “a few quick questions” answered through email so they can make a decision.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Boost Your Sales with Business Calendars Read on and learn the effective ways on how to boost your sales using custom calendars in your business promotion.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Tips for Sales Managers Maximizing Sales performance is always more a matter of coaching than managing to help them achieve more than they could on their own.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Close More Sales As sales people, we would all like to close more business, more quickly, at higher margins. Unfortunately, we often do our closing activities at the final presentation and are met with put-offs or think-it-overs.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Best Information Comes From Short Questions If you want to actually learn something about the customer's needs, you will get there quicker by asking short questions... allow the customer to do all the talking and they'll tell you their goals and will reveal a level of information you need, to determine how to best serve them.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are you writing sales negotiation emails like prospecting emails? It's critical that folks recognize when the switch from prospecting to negotiating is occurring, and subtly change their writing style.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Six Ways to Lead Your Sales Team Through Tough Times The recession is technically over, however, sales teams are still facing more competitors going after the same projects, price pressures or the new competitor, prospects doing nothing. There is an old saying, “character not tested is no character at all.”Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 8 Steps to Reach Your Sales Goals Lots of sellers fail to accomplish what they'd hoped from year to year because they never really bother to figure out exactly what they have to do to reach their goals - so take this template and use it to create a stellar year!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Your Customer's PIR: Price Investment Ratio If your customer can't see the return on investment, they won't invest - they won't pay the price you want to get... help frame their expectations...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Suggestion Selling You can sell more products to your customer aside from the item that they are currently buying. This is possible through suggestion selling...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Giving Away Your Profit? Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Optimism is a Selling Skill: Is Your Sales Glass Half-empty or Half Full? Everyone is looking for a competitive edge in this post recession economy. Should we engage in social media tools? Hold a strategic planning session to determine best course of action? Roll out a new marketing plan?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What Are Your Real Sales Goals for 2011? What do your sales goals for the coming year look like? The most successful sellers usually have two numbers in mind: their quota, which is their piece of the company's yearly revenue target, and then another higher number that represents what they need to sell to achieve their own personal goals.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Fix Your Prospecting in a Single Day Sales prospecting is a lot like exercise. We all know that we need to do it, we usually have a good idea of how to do it, and we can be pretty certain of what the long-term results will be... and yet, that doesn't make it any easier.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Ready to Be a Sales Manager? So you want to be a sales manager? It's a rewarding and tough job that requires the skills of a good parent, the vision of a CEO and insights of a psychologist. This unusual combination of skills is the reason many companies struggle to find the right person to lead their sales organization.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Is the Glimpse Factor Stalling Your Emails? Email prospecting is hot. It feels much less threatening than cold calling. No one will hang up on you. You have time to think about exactly what to write. And, if prospects like your message, they'll respond. But just as easily, prospects can delete your email - and never read a word.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why Buyers Love to Delay Buying Understanding why the buyer does need to buy from you and how what you're selling will allow them to achieve their needs and objectives… will strengthen your own resolve and confidence… to wholeheartedly believe in your product, your price and your potential to help the customer achieve their goals.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What Does Your Customer Really Value? As a salesperson once you learn what the customer's value expectations are, you will do more than just close the sale...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What's Holding Your Prospecting Back? There aren't many certainties in selling. One thing you can count on, however, is that a lack of strong, qualified leads will always be a stumbling block on the way to new business.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website You Know Your Sales Process is Outdated When Fashions change, seasons change and so do customer needs. So when is the last time your company looked at your sales process to determine it was keeping up to date with the times? The information age has dramatically changed how businesses compete.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 10 Greatest Pharmaceutical Sales Myths: Exposed For most pharmaceutical companies the sales force is still their most expensive promotional resource. I have to agree with IMS when they stated that “Although the majority of senior executives recognize the need to change their commercial models, many are struggling with how to do so”.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 11 Sales Lessons for Life The business of sales and those who find their careers in selling, are unique. Selling involves full engagement and the most successful salespeople agree that they never really leave it; that selling is in fact, a way of life.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Management Case Studies Inspired Five Ways for Sales Leaders to Stay Paul Smith is the Sales Director of a leading pharmaceutical company. He has been in the industry for the last 10 years and has been a star in his various sales and marketing roles. His recent promotion, finds him managing managers.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why Buyers Don't Like Salespeople Most salespeople bring to their buyers only information. At the end of the day, you as a salesperson must ask yourself, "Am I merely a conduit of information?" If you are, then you're wasting your time, your company's time, and your customer's time.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Unselling What You Just Sold When the buyer gives a buying signal, close the sale and leave. As a sales person don't allow your egos and pride to get in the way...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Break the Email Delete Barrier In three seconds your prospects make a choice between reading and trashing your email. Clearly your objective is to get them not only to read it, but to respond so you can set an appointment and begin the sales process. That means you need to find a way to get past their delete barrier.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Will this Sales Dog Hunt? Have you ever been stumped by a bad hire? Why doesn't a new hire's true success in the past transition to success in a new position? Below are six areas to examine when determining whether past success can transition into a new sales position.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Attract More Clients By Dumping the Junk - Your PITA Clients By focusing on bad customers, business owners lose the opportunity to use those resources going after and servicing the phenomenal clients they want and need to make money...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Avoid Becoming a Digital Prospecting Lemming My article “Prospecting Letters Still Open Doors” sparked quite a response from readers recently and I just have to share their ideas with you! They disclosed their best secrets for using letters to gain access to some of their toughest prospects.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website You Are Today One of the biggest mistakes made by companies and individuals is waiting until January to do business planning. By then the New Year has started and the effects of your efforts won't be seen for several months. By then you are behind.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 9 Steps to Close More Sales Typically, salespeople want to improve their skills and learn how to close more business. If a salesperson follows the qualifying steps and executes the 9 closing steps discussed here, they will get decision from their prospects.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top Three Mistakes Made in Selecting Referral Partners There are thousands of dollars invested every year in creating a compelling brand. Once created, well designed pieces of collateral hit the streets through different venues; email newsletters, direct mail, blogs and videos.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Intellectual Capital and Your Sales Career To determine the success or failure of a business... we need to challenge conventional thinking and challenge ourselves to go outside of our comfort zone to seek diverse opinions and ideas.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Driven to Distraction: How Latest Trends Will Hurt You It is good to be open to new ideas and new customers however stay focused on the prospects you have, and the less you'll be distracted by the latest trend... and this will leave you with more opportunities to actually make more sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Trust Me - 100 Percent In a trusting environment people are comfortable relying on one another; cooperate as part of the group; and feel free to take appropriate risks. All this leads to better communication and more innovation —setting the foundation for extraordinary performance throughout the organization.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Simple Technique to Double Your Sales Everyone wants to get bonus. If you try to buy something, you may also see whether you can get something free besides the products that you buy. Even though that freebie may not be useful to you, you still want to get it.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Coaching Tips to Formalize Your Sales Career Goals and Make Them a Reality Learn the key steps to setting sales career goals.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top Three Ways to Become a Sales Truth Teller Many people believe that it's impossible to close deals while remaining truthful but in tough economic times salespeople need to learn how to be honest with themselves and their prospects and clients, and stay in touch with your customers' needs in order to close more business!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Prospecting Letters Still Open Doors I'm often asked about the effectiveness of letters as a prospecting strategy in today's electronic world. You see email, cold calling, and webinar tips, but rarely hear about letters.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Do Sales Managers Actually Manage? Most sales managers do not actually manage and as a result, the potential of many sales teams is not fully realised. In order to manage sales performance, sales managers need to first identify what makes for outstanding sales performance.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Thin Line How do you react to the word manipulate? Probably not too positively. Manipulation is a bad thing, right? Yet we practice the art of persuasion every day in our businesses - and persuasion is a form of manipulation.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Should Social Media Replace Cold-Calling? Has social media led to the abandonment of time-tested elements such as cold-calling & meeting face-to-face with customers or can they co-exist & be profitable?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Does Volume Make Up for Low Price? Your ability as a salesperson is not in how much you sell, but in how much you earn for your company...Here's how to ensure you are not only protecting profit, but also ultimately in a place to increase it!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Intent: The #1 Factor to Increase Sales Results How does a sales manager teach intent? It's by far the most difficult sales knowledge for a sales manager to impart to their team. What makes teaching intent so difficult? It's not a verbal skill and can't be practiced; it's inside the salesperson and begins with good character and good will.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Perks of a Yard Sale With the holidays in the not so distant future, it may be time to get rid of all the junk that has been accumulating in the guest room or make space in the garage. A yard sale can be a good way to get unwanted stuff out of the house and make a little money.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Value of Open Ended Questions in Sales Open-ended questions are one of the salesperson's most vital tools (if followed up by listening). They help gather information, qualify sales opportunities and establish rapport, trust and credibility.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Making these Mistakes Closing Sales? So, what mistakes are they making? I can sum all these mistakes up by saying, they are skipping steps in the sales process. They have not prepared themselves to have the best opportunity to make the sale and then they blame the prospect for not buying...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Being a Prize-Winning Sales Person Sales representatives are generally paid more than other people. If you have a talent for selling ideas, the chances are that the number of zeroes in your yearly income will be pretty great. Now what are the qualities that every sales person must possess?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Coaching Tip from a Small Business Owner In the world of sales, make sure you are doing the simple little things, to have a huge impact...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Coach Tip to Stop Multi-tasking to Increase Sales Results Here are some questions to ask yourself to help increase your focus on your prospect to avoid wasting their time and yours, and to increase productivity within every sales interaction.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 9 Ways to Avoid Getting Made Fun of as a Sales Manager When it comes to sales managers there are plenty of Mr Magoo types we need more of the Mr Miyagi variety. Which kind of Sales Manager are you?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Make Merchandising Decisions Are you balancing that gut feeling decision making with solid data that allows you to make choices among products, weed out the non movers, establish loss leaders and create cross sell and up sell combinations? If not, it is a good time to start.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Negotiating and the Three Ts: Trust, Time and Tactics Successful negotiating requires a strategy...The clearer your strategy before negotiating, the more successful you will be.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Sale You Can't Close The only sales you're going to close are going to be with prospects who show interest in what you're providing & confidence in how you're providing it.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How Sales Training Builds Your Team The start of a salesman's career is very different today from how it looked a decade ago.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Coaching Tips to Set Up More Appointments from Cold Calling Quick tips to set up more appointments and cold call more effectively.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Do Clothes Affect Your Sales Success? A few days ago one of my senior salesmen shocked me in a way he never has before.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Stop Competing on Price - It Is Quality and Trust That Matter In any industry you have at least one competitor that sells similar products as you and does it at a fraction of the price. The question every salesman has is; “why don't they sell to every customer?"Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Increase Sales with Microsoft PowerPoint Training Have you considered how much more effective your sales career could be if you had a mastery of PowerPoint? Whether you're in the business of selling products or services, a well constructed PowerPoint presentation is a serious tool for winning over prospects.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 3 Must Have Negotiating Skills It's important to be equipped with good consultative skills as well as good negotiating skills. Here are three skills to add to your sales tool belt.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Collect Finder's Fees From Tax Sales If you've ever been to a tax sale, you probably noticed a very common occurrence: properties being bid way, way up past the amount of taxes that were owed. Did you ever stop to wonder what happens to that extra money? Here's how to collect finder's fees from tax sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Going Out of Business Sales - Best Deals When someone sees the sign or an advertisement that claims "Going out of Business Sale" suddenly he or she will think, "yes, I can get the best deals there".Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Save Money with Wholesale Closeouts With the present economic climate being what it is everyone is desperate to find the best alternatives to stop excessive spending. An easy way to do this is to buy products that are normally cheaper.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Value of Loyal Customers One question all companies have is; “How much are loyal customers worth? And how much should we spend to make them loyal, and keep them loyal?”Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why Laughter Seminar: You Should Laugh Your Way to Better Sales Results How A Laughter Seminar with A Laughter Speaker can increase sales resultsClick here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Improve your Sales with Payment Gateway Providers You have finally decided to embark on a mission to expand your online business, but do not know where to begin? This is the usual crossroads that website owners are in, during times when they do decide to increase their sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Move Sales Training from the Classroom to the Sales Call There are critical sales capabilities that successful salespeople must master to be successful. Learn the 5 capabilities and the key to perfect execution.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Four Reasons You Need to Consider Article Marketing in Your Business If you want to find out what's really popular online, all you have to do is visit one of the top search engines like Google, Yahoo, or MSN.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 3 Things to Do Before You Start Article Marketing Although Internet marketing techniques come and go, there is one technique that has hung around: article marketing. The reason is that article marketing works.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Dangers of Sales Professionals Working at a Home Office I have worked successfully from a home office in various sales roles in the past, and there are many benefits from working at home; however, there are also many dangers.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why Social Networking Your Way Won't Build Your Business In an era dominated by ever-expanding technology and social media pressures, always remember that personal connections, referrals, and earning trust count most...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 3 Reasons Why Paging Services Kill Business It's a competitive market out there, and what your paging service isn't (or is) doing might be costing you thousands in lost business.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What Are Top Producers Thinking? Have you ever wondered what top producers are thinking? Me too; so I asked... I speak to hundreds of Realtors every month and I'm privileged to know some of the top producing Realtors in North America. I've based the info in this article on top producers who:Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Successful Sales Strategies: 5 Fast and Easy Ways To Increase Your Revenue "Can you tell me what am I doing wrong?" That's a question I get a lot from business owners, as well as my clients, who often ask this when business traffic and sales are slow.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 10 Sales Coaching Myths Exposed Sales coaching myths exposed so you can hire a sales coach and win more clients now.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Run a Sales Meeting with a Prospect: Keep It Simple With so many sales articles, sales books, and sales coaching philosophies, it sometimes can be overwhelming and hard to know where to start in terms of how to run your sales meeting effectively.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Your Pipeline Could Be Fuller Keeping your pipeline of prospects full is no easy task...but the payoff is worth it.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Tuning Your Sales Pitch Since words and meaning conflict, and since one unit of tone is more convincing than, six hundred units of words, it is wise to make use of tones when working on making a sales pitch.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Negotiation Checklist to Ensure a Successful Outcome Purpose of negotiation is to resolve situations…negotiate more effectively with help of this negotiation checklist & ensure a successful outcome.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Go on Vacation to Grow Your Business If you want to improve your business, go on vacation. Vacation is a great time to decompress, not accomplish anything meaningful, and eliminate any noise coming from an alarm clock. It's also a great time to observe customer service and sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why Sell Oil Royalties? There are basically 3 reasons people sell their oil royalties. The first one being the need for cash. You might need some quick money. If you sell your royalties you will be exchanging your ownership for a lump sum payment.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Article Marketing Pitfalls: Four Ways to Avoid Duplicate Content One of the most common problems with massive article marketing campaigns is trying to avoid duplicate content. Producing articles which may not be deemed as original can lead to a number of problems. It can, at worst, even lead to a plagiarism lawsuit. .Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Raise Prices According to Innovators Forum guest blogger Bob Goedjen of Silicon Valley SCORE, price is about increasing the margin from sales to offsets costs beyond direct costs.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Motivate People to Buy If the purpose of JV marketing is to build your business, then you want to be ready for those new customers with effective advertising strategies that motivate them to buy.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Tips to Relieve Stress and Pressure While Making a Sale Stress affects people in different ways. Some of us experience headaches or physical pain. Others lose concentration and focus. When that happens, if you want to accomplish anything at all, you've got to do something to relieve the stress. Here are some suggestions.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website It's the Relationship Go Givers Sell More helps us remember the Universal truth for great relationships. Its not about you, It's about them.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 10 Career-Killing Mistakes Sales People Make and How to Avoid Them Too many B2B sales professionals believe that as long as they're hitting their quota, their career is on track. But committing any of these 10 blunders will overshadow any revenue goal achievements.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Cool Sales Tools to Make Prospecting Easier Prospecting has never been harder - or easier. Yes, it's hard to get responses, but you have all the tools at your finger tips to increase your odds of grabbing the attention of your top contacts and getting a reply.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling to Purchasing Departments One of the most difficult parts of a salesperson's job is dealing with purchasing departments...Here are a few vital points to keep in mind when dealing with a purchasing department.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Coaching Tips To Minimize Distractions and Increase Sales Results If you have too many distractions, you will never achieve your full potential. Learn how to greatly minimize all distractions so you can focus more and get better results.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Sales Pendulum Today I want to show you a tool I use for myself and my salesmen, both when things are going well and when they are not.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website You Always Know How Good You Are Let's face the facts here - as a salesperson you don't have to pussy-foot around your clients and question them in subtle, tactful ways to find out if you were any good. If you were good, they bought your product.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Customers are Available for Everyone, at Any Time Yet again we can prove that selling is better than sex - and far less risky too. Finding new customers won't get you into trouble either. You can have as many customers as you want, and as many as you can handle!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Who Really Achieves Success in Sales? Whether you have been in sales a short time or for years, you owe it to yourself to achieve a level of success that is rooted in integrity...The kind of success that cannot be matched.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Importance of Sales Training The start of a salesman's career is very different today from how it looked a decade ago. In the past a salesman would be given a extensive sales training, today you can be glad if you get a brochure about your product.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website You may be taking the wrong approach to selling So many sales organisations keep pushing the same sales approach even when it only meets limited success. When 58% of sales people fail to meet targets maybe it is time to consider changing your sales approach?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why Selling Is Better Than Sex - Part One You have the freedom to SELL! You can sell as much as you like, to whomever you like, for whatever the acceptable rate is, without exploiting yourself or bringing shame to your family name! Yes, selling IS definitely better than sex.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Negotiate With Sellers and Close the Deal Here is a great tool that works for buying and selling, but we'll concentrate on just the buying side. First, you must realize that all sellers have a problem. They need to sell a property to get something they want or to get away from something they can't afford. Here's how to create motivation.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why do you need a sales process? Organisations which have, and use, a sales process have more consistent success with their sales performance. Why so many organisations fail to develop or identify their process is a mystery as the evidence is so compelling for having one.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Management Training - The Key to Corporate Success A Project is a provisional and exclusive endeavor, with a characterized starting and end, to come to exact goals and objectives inside time, allowance and mechanical constraints.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Some Popular Myths About Selling Just because you have the best product in the world doesn't guarantee that you will be rich.Maybe you have heard of this term: build a better mousetrap, and the world will build a path to your doorstep.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website No Voicemail = A Missed Opportunity Leave a voicemail? Don't leave a voicemail? This is a question that sellers are passionate about. Many suggest not, but isn't that a missed opportunity?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What is a Sales-Ready Lead? Did you know that most of the leads generated on your website are not yet ready to talk to a sales person? In fact, most of them are searching for information and are soft leads at best.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Salesman's Essential Article Marketing FAQ Regardless of what type of business you are in, and whether you run it online or not, you will need to sell. The problem is that most people online are not interested in being sold to. They are looking for information.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website All You Need is Attitude and Ownership to Have Selling Success There are two skills that separate successful sales professionals and businesses from all the others. They are a great attitude, and taking ownership of the customer's problems, needs and wants.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Coaching for Entrepreneurs Create a Sales Coaching Culture in your Sales Organization and watch your Sales Soar.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Inoculate Your Sales Team Against the Excuse Virus Get rid of the excuses your Sales people offer and see your sales soar.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Tips to Profitably Restructure Your Sales Team A focused sales approach can help you grow your business, irrespective of the economic conditions that prevail at the time.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Rules for Successful Sales Recruiting Ever tried to measure the cost of recruiting the wrong sales person? Here are the rules for successful sales recruiting.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Tap Emotions to Inspire Sales Success and Results Inspire your Sales people by using Emotional Intelligence (EI) and see how your sales results soar.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Increase Attendance at Your Events with Social Networking I find events to be one of the most effective strategies to uncover qualified leads. The people who participate choose to come because they're interested in your topic. You get to share your perspectives and recommendations, highlighting yourself as an expert they want to work with.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Coaching Tips: How to Shorten Your Sales Cycle So You Can Win More Clients Here's How You Can Shorten The Sales Cycle and Win More Clients, Increase Sales and Profits with 2 Simple Strategies.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Tools for Motivating Your Sales Team Know your salespeople's goals, help them to realize those and you will reach your own company' goals in the process.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Need Sales Coaching? Top 10 Questions You Should Ask Before Hiring a Sales Coach Are you looking to hire a sales coach to improve your career, leadership, life, business and sales results? Well, I'm going to tell you right now that there are many sales coaches in the field and it is hard to know where to start, or what to look for when hiring a coach.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website It's OK to Ask for the Sale... Really It's OK It is easy to never have the customer say "NO" when asking for the sale. But first let's get two well used practices out of the way, never to be heard of or used again.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Make the Most of Your Next Holiday Sale The holidays are typically the most hectic time for sellers and consumers alike. But this advice can help you to plan a smoother holiday sale and maximize your profit.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling Benefits: Pitching to Your Customer's Needs Focusing on the features of a product or service rather than how it benefits the consumer is considered by many marketing experts to be a mortal sin. Features merely tell the consumer what a product or service is or does. Benefits sell the product or service.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Product Other People Want There's still money circulating. They're still spending money on something-"What are they still spending money on?" That's the question you want to ask yourself. And, "How can I provide it, and how can I provide it in a manner where it's differentiated?"Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Increase Your Sales with Actionable Emails I hate long emails. They take too long to read and typically include action items I just don't have time for. No doubt you've experienced it, too. Your customers are no different and it's impacting your ability to close sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What to Do When You Hit the Invisible Sales Revenue Ceiling When you hit a revenue "ceiling," you have to go into diagnostic mode.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website A "Closing Sript" Is A Sales Myth Selling today is about asking questions that uncover a prospect's problems and buying motives and then simply offering solutions based on your products or services. Then to close, you simply need to...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sell Feelings Not Facts So instead of losing sleep wondering what your USP could be, far better to think about what your ESP (emotional sales point), could be.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Critical Factor In Consistent Sales Success I have recognized for years that I could teach and then drill selling skills into a promising sales representative and could help my client to create a climate for self-motivation and yet some representatives with extremely high potential for successClick here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Powerful Routines; Identifying Sales Scenarios and Developing Best Practices for Improvement These Powerful Routines can help you turn around undesired scenarios. Identify, train to and measure them so you can routinely achieve your desired results!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Training and The Pencil Technique Learning top sales training is incredibly important in the sales world, just take the classic 'sell me this pencil' example. Have you ever gone to a job interview and been asked to sell the interviewer a pencil?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Modern Sales Professionals Build Professional Intimacy Effective selling requires professional intimacy. Modern sales professionals learn that customer centric pacing must be practiced, once you have mastered it, selling is easy and fun! Get into step with your customers, raise their mood, and be positive, caring and friendly.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Create a ‘No Excuses' Sales Environment The foundation for creating a clearly defined sales environment begins with the leadership - how they set sales standards and then demonstrate, communicate and inspect accountability to those standards. What sales standards do you set and communicate?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 7 Reasons Sales Managers Fail Have you been scratching your head wondering why your sales team is not hitting revenue goals and aren't going to succumb to blaming the economy? Read on to determine if you are a product of these 7 reasons sales managers fail.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Dealing with Bluff in Negotiations Can we use bluff? Personally I would say “not” as it always lowers our credibility and reliability. The more we are credible in our course of action the sounder our negotiation techniques are.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Close More Sales: 3 Ways to Get In, Get Started and Make More Money Now--No Matter the Economy Build lifetime customer relationships with clients who want to buy from you over and over again even in a lagging economy...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Top Ten Best Practices in Channel Partner Education What does it take to build a channel partner training program that accomplishes the two critical goals of provisioning resellers with the tools to sell and the vendors with evidence that the training has had an impact in the marketplace?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 5 Ways to Gauge Your Sales Managers' Coaching That executive sees the role of the sales manager as developing his or her people to the best of their potential. So how exactly do you know if your managers are effective coaches?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Cold Calling Fear: Facing the Elephant in the Room All salespeople feel it, but no one wants to talk about it: the fear of cold calling. Here are a few tips on how to overcome the fear of cold calling.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 5 Ways Business Acumen Adds to Your Bottom Line The salesperson of the future is moving beyond bonding and rapport. They are professionals that know how to carry on a conversation at the 'C' suite. Today's decision maker expects a professional salesperson to understand the business of business and possess a high level of business acumen.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Management Training and Focus In a strong economy just showing up to play is enough to achieve your sales objectives. In today's economic environment sales leaders are facing sales force downsizing and poor sales rep morale.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 5 Ways to Stimulate Sales Growth and Business Value Are you looking for new ways to stimulate your sales growth and ultimately increase the value of your business? In this article we will introduce 5 proven strategies you can implement to quickly improve sales growth and increase the value of your business.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Proper Care and Feeding of Your Sales Funnel A good understanding of effective sales funnel management can help your sales team be more efficient.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Prospecting, the #1 Job for the CEO Does your company need more sales? Read this article to learn the 7 Habits of Highly Successful Salespeople.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The 5 Biggest Sales Management Coaching Blunders Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Coaching is a skill that takes time to perfect and unless effectively coached or trained managers make all types of blunders.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Manager Training Tips: 3 Steps to Hiring Top Performing Salespeople In a discussion with the head of sales of a mid-sized pharmaceutical company, he wanted to know why some front-line sales managers are much better than others at hiring top performers. Here are three critical steps to selecting top performing sales reps...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Procrastination Costing Your Sales Team Every so often it makes sense to step back and look at how we are doing things. Evaluating the way we sell is no exception. But sometimes, because with all the other business challenges we face, it's easier to procrastinate. This has been true of the selling function, as you'll see.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 5 Tips for Sales Development Sales Fitness like physical fitness insures those sales muscles will not atrophy. Relying on in house sources to provide this structure will lead to the same issues discussed in tip 4 that is why for this part of the process to be successful one must consider contracting to a third party.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 3 Things Salespeople Should Never Say During a Demo If you have worked for a while in pre-sales, supporting salespeople by showing a prospect your software applications, then you know there are times when salespeople will say the darnedest things.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 3 Ways to Build an Elite Sales Culture Learn the top 3 ways to attract and retain 'top guns' in sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Recession Proofing Your Sales Force Companies will look to cut costs and the first place to start is the sales force. The sales force is your company's most expensive promotional resource. You will have to make some critical decisions: Do you cut costs or improve the performance?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Is Your Networking Not Working? Learn the top 5 principles for effective, money-making networking.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Manager Training: Rule #1 Self Awareness Joe is a district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies and he's just a shade away from being a great manager. But until he truly understands the fundamentals of changing behavior he will be an average Joe at best.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website White Elephants on the Sales Call Have you ever been on a sales call and knew that something was wrong, but lacked the sales courage to do anything about it? To be more productive, you must have the courage to call out the "WHITE ELEPHANT " in the room when you see it, hear it or sense it.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Cold Calling Isn't the Only Way to Get Prospects Not many sellers like cold calling. They may be forced into it but they go kicking and screaming, avoiding it with any excuse. Unfortunately, they think it's the only approach to prospecting, but it doesn't have to be that way.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Leadership - Building a Shared Mental Model An organisation's vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organisation's destination.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Management Training Tips: Sales Coaching vs. Admin? After my last blog 5 Ways to Gauge Your Sales Managers' Coaching, I heard from several clients. One VP of Sales loved the article and asked for copies for his Directors of Sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Do You Have The Five Key Skills To Succeed In Sales? The old sales tactics taught and used by many salespeople in the past will not work in the new economy. If you're going to succeed in sales during the current economic situation and in the coming three to five years, you're going to have to adapt a new way of selling.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website When Sales Training Isn't Working Nothing is more frustrating than investing the time to identify the need, design, develop, and deliver great sales training and then discover that sellers aren't implementing what they learned when they get back to the field.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Management Training Tips: How to Coach the Self Doubter Joe is a successful district sales manager who could work in any industry and for any company. In fact, there are many Joe's in all companies. Each month Joe is put to the test with different sales reps he must coach to successClick here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Which do you think is more important? Pursuing Sales Results vs. Developing Your Team What is more important to sales managers Results or People Development?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Create Email Subject Lines That Draw Prospects In Email is now the preferred prospecting tool, far surpassing the phone to the relief of many sellers who hate cold calling. Yet it hasn't necessarily made prospecting any easier. Response rates are low and many sellers are discouraged by how difficult it is to engage contacts.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Commitment and Shadow of the Leader People stand in the shadow of the leader. But, what does "shadow of the leader" mean? It's pretty simple; however, the profound concept of “Shadow of the Leader” helps us understand where to "fix" problems in the commitment, work, communication, leadership and management of any organization.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Mission Complete What does it take to build a committed and cohesive sales team? Read how one of the best learning institutions in the world addresses this crucial element of success the same way sales organizations must.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Email is the New Phone Expectations and how email is used have changed. With these changes email is now as important as face-to-face meetings and phone calls. Here are some tips to consider when making email a primary customer interaction tool:Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Shortcuts to the Decision Maker Every seller knows it can take as many as nine phone calls and emails to finally get the attention of a busy business owner or executive. Lately I've noticed that some sellers are ignoring the steps that should be taken in the effort to shorten their path to reach the decision maker.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Fill Your Pipeline by Refining Your Referral Requests Lately I've heard a lot of people talking about how to get referrals. No doubt about it, they're one of the quickest ways to fill your pipeline. They're definitely easier and less stressful than cold calling. They're more accessible, and there's less competition to close the deal.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Selling to Customers or Clients? Know the Difference to Succeed as a Consultative Seller How do you refer to the people you represent? Are they “clients” or “customers”? The terms may seem interchangeable, but for those who recognize the subtle distinctions, you may be leaving a wrong impression.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Client Communication as Easy as A-B-C To be a successful consultative seller, you need to grow and maintain a broad base of client contacts. How do you maintain and strengthen relationships with all of these people so you will be the first person they remember when they have a business issue that requires your expertise?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Getting Past the Executive Gatekeeper Some sellers fail miserably when trying to gain access to a company executive. They smile and dial, hoping their canned pitch will be enough to get an appointment. This strategy doesn't get many sellers past today's sophisticated executive gatekeepers.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Increase prospecting results by integrating your touches Connecting with prospects for the first meeting requires persistence, consistency - and simply wearing them down. You can speed your access time by integrating your communication strategy with multiple connection methods without frustrating prospects.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Is Email Hiding Your Personality? Email is so much easier to use for prospecting than the phone. But it's also easily deleted with no response. you have to be really careful that the words you choose let your personality shine through. So how do you let your personality out and get 85% of your prospects to hit reply?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Now is the Time to Master Financial Conversations Financial justification is the biggest blocker in today's economic environment. But some sellers aren't feeling any pain - their sales aren't taking longer in spite of the economy - and yours don't have to either.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Create Opportunities in our Tough Economy Creating opportunities is all about keeping your name in front of potential customers, listening hard during sales calls, and thinking deeply to make creative suggestions. You can do it, too.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 3 2009 Sales Resolutions It's a new year, with a fresh sales quota and a new set of sales resolutions. I'm always looking for ways to improve and January consistently finds me evaluating my performance from the previous year then setting goals for the coming one.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Your Value is Like a Homemade Chocolate Chip Cookie Even though my homemade chocolate chip cookies are definitely not low fat, people eat two, three and four at a time - more than they ever intended. Your clients are the same way. If they love, love, love your consultative recommendations, advice, and observations they'll buy more and more.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Don't be Afraid to Help Clients Reach Financial Justification To be a true consultant to your clients you must build a business case for investing in your recommendation and providing the client with a strong feeling of confidence in the return on investment (ROI) your solution will bring.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Use Testimonials to Attract Prospects and Win Sales Strong testimonials make prospects long to engage you - especially when times are tough and companies are cutting expenditures. They see you as the answer to their prayers. Add them to your sales kit and you'll soon find prospects asking you to engage with them.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Attract Prospects with Easy Web 2.0 Techniques Use Web 2.0 to get your name out in cyberspace and become the expert others turn to. Before you know it you'll be attracting new prospects who have prequalified their need for your assistance simply from the snippets they've heard. Those are the leads we all strive for!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 5 Smart Decisions to Selling Success If you want to be able to reasonably predict the future sales health of your business, you MUST make smart decisions and smart adjustments based on smart numbers.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Sales Manager's Most Important Decision The most important decision every Sales Manager makes is deciding who will be on the sales team. Hiring great sales people makes all the difference between the success and failure of a sales organization. You will discover the financial impact of hiring great sales talent.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website No Socks Day: An Excuse to Prospect? I'm always looking for a new reason to connect with a prospect that hasn't yet responded to my emails. Add some fun to your communications as it gets later in the email prospecting game. What about sending a quick email that says something like this?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Mine Proposals for Hidden Gems of Opportunity With the economy causing prospects and clients alike to clamp their wallets shut, we're looking everywhere to fill our pipelines. One place you may not have examined recently is in your past proposals, yet they could be the quickest place to find new opportunities.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Buff or Buffalo in Selling? You want to become “sales buff”? If so, then you have to make sure you understand what it takes to be buff and what happens if you are buffalo.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Stop Quoting and Start Qualifying You don't make commissions on quotes. You don't need the practice of quoting. So, stop quoting and start finding sales prospects that fit the profile of your ideal client.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Consistent Sales Growth I'm sure that some of you are saying, "We have sales growth." I'm sure that you do. However, is it consistent? Is it predictable? CMBMQHM- This is the "secret" to consistent, predictable sales growth.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Three Key Trends in Channel Partner Education There's a direct correlation between reseller education and market effectiveness. Now resellers are checking a vendor's commitment to training along with other program considerations. Vendors should make themselves aware of three key trends driving reseller education.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Qualifying, What is It? Feel like the dog chasing it's tail when prospecting! Get to the real buyers, make money, save time!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Success in Tough Times Sales can be challenging in the best of times - targets or quotas to achieve, business overheads to cover. With the current economic downturn it can be even more challenging! No promises of any magical new techniques, it reminds you of the fundamentals which you may be failing to apply!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Careful What You Cut - enhance your negotiation skills in tough times In tough times many sellers respond by giving too much away to get orders. Buyers push for better deals and too many just give in as pressure to get the business and fear of losing the order can take over. Giving in too easily and cutting your prices is not a good idea - it erodes your profit!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Tips from a Pro Although I consult with entrepreneurs on their marketing, it's often their sales that needs attention. Here's an interview with a top sales coach and professional describing what every entrepreneur needs to know about sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Lead by Example: Do as I Do Modeling is not just for parenting, but is also applicable when managing a successful sales team. Read here to learn the top three things a sales manager must do for proper leadership and hitting sales goals.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Coach the Talented-Slacker Looking into an example of a rep that has all the talent but lacks consistent effort to be a top performer and how to turn the tides.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales are Down- What can You Do? It's Q1 2009 and your sales are down, what can you do? I faced a similar situation in Q1 2003. As VP of Sales of a Canadian pharmaceutical organization we faced the SARS crisis. Access to our customers became limited. Hospitals and physicians were also limiting sales rep visits.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Five Overlooked Truths about Channel Recruitment There are five simple truths about recruiting channel partners that haven't changed in over 25 years. Some might argue there are way more than five, but these are the ones I've seen pass the test of time, despite repeated attempts to circumnavigate or ignore.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 3 Lead Generation Myths that Will Clog Your Sales Funnel & Keep You from Closing More Sales In this lagging and volatile economy, it's easy to be lured by business which clogs our sales funnel. Here are some Lead Generation myths that will hold you back from closing more Sales...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What's The Difference Between "Partnering" And "Outsourcing"? The terms "partnering" and "outsourcing" are thrown about so frequently .... and in so many contexts .... that it's hard to nail down an exact definition for either.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Keep Doing, Start Doing, Stop Doing What do you need to “Keep Doing, Start Doing and Stop Doing” in order to achieve your goals? Find out how to identify the "rocks" you need to move in order to grow.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Rocks, To Do's and Intentions Are you "doing" or "intending"? Did you finish your sales "to do's"? Find out what happens when you back up intention with commitment.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Scorecard for Success You need a sales scorecard. The question is why? Learn why and then how to make a sales scorecard to make sure that you have the "right" prospects in the "right seat”.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sell the Sizzle, Not the Steak Are you selling the “steak” or the “sizzle”? How does this relate to why your prospects fail to become qualified buyers and why your qualified buyers fail to become clients? Here is my take on the 3 most important things to do to get people to take action.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Core Competencies Typically, the reason people lose business is due to lack of sales “know how”. What are the 7 critical core sales competencies and symptoms of failure that you must address to "fix" the choke points in your sales system?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Consistency and Sustainability in Selling What do you need to focus on to survive the current sales environment? When in trouble, return to the fundamentals and return to consistent and sustainable sales success.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Driving Sales through Brand Management Managing a brand is similar to building a reputation. It grows slowly, gaining trust and loyalty from its followers until it becomes established.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Creating Inspirational Brand Visions Brand vision has evolved from brand positioning. Where positioning is defined as the specific niche in which a product sees itself as occupying in the competitive environment.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Do You Make These Mistakes In Sales How to tell the difference between a prospect and a suspect, and how doing so will save you valuable time and unneeded frustration.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Triad Theory Want to bring your selling skills to a new level? This article will show you how thinking in 3's will make all the difference!Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top 3 Ways to Influence Your Bottom Line This article shares the 3 strategies all salepeople must develop in order to close business and make money.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Make Qualifying Your Prospect So Much Easier What's taught in most books, courses, and by sales managers all over the world, is to start asking questions and probing your prospect for answers to your questions.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Generate A Steady Supply Of Quality Leads Imagine how exciting it would be to talk to people who already know about you and your products or service. How difficult would it be to close those sales?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Get Face To Face Over The Phone One disadvantage of selling by telephone is the lack of face to face contact.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Inject Reality into Your Sales Forecasting Process A simple test can tell sales managers how real their forecasts are instead of relying on complicated weighting or the sales rep's best guess.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Most Underused and Powerful Method of Lead Generation Referrals are the most effective way to create a steady stream of customers for your product or service. In most businesses referrals generate over 70% of their sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Your Most Important Sales Tool If your not using this powerful selling technique, you're making sales more difficult and losing a lot of sales you shouldn't.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Quickly Build Rapport With Your Prospects Building rapport and trust with your prospects is one of, if not the most important presentation skills you can learn.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Unlock the Power of Cold Call Prospecting Cold call prospecting may not be one of the best ways to generate leads or to make appointments with prospects, however, it beats sitting around the office waiting for the phone to ring and it can help you learn some valuable sales skills.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Business and Sales Growth Secrets for 2009 The jury is still out about our current economy. Some say we will be experiencing a mild recession and others say we are on the brink of a depression. It doesn't matter where you fall in the debate, one thing is certain, business growth is not as easy as it once was.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Get Past Call Reluctance and Make Your Calls More Profitable Getting past call reluctance is one of the keys to successful cold calling.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Struggling to Make Appointments With Prospects? Use These 5 Powerful Prospecting Tips and Make More Sales AppointmentsClick here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Twelve Golden Principles Of Selling - Version 2.0 Selling is the most wonderfully exhilarating, satisfying and fulfilling career in the world - but only if you are selling successfully. Someone has to be the best - why not you?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Customer: Not Responsible Objections As we dive further into our FO's (frequent objections) and after tackling the lack of a need of existing objections or the knee jerk objections, we move on to the next set of objections likely to come up. These objections you will run across will contain authority or responsibility issues.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Can't Land a Deal? Cut Bait One thing I see time and time again is a sales rep working the same account for what seems like an eternity and not getting anywhere with it. This is very frustrating from a reps perspective and a management perspective.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Customer Doesn't See a Need Exists For those of us that aren't rolling in the dough (that means you if you're looking for sales tips) we are probably still cold calling and trying to build our prospects. In this process we run into the knee-jerk objections.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Three Steps to Direct Mail Success Direct mail is still the number one marketing strategy used by many successful sales companies.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Every Job Requires Sales Most people that aren't in sales underestimate the power of sales and don't realize how much selling occurs in everyone's daily life. Everyone should build or hone their sales skills, not just people directly involved in sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website If Your Not Selling, Change It Up Too many times I hear sales reps getting frustrated with slow sales or being stuck at a certain level without being able to increase it.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Cold Calls I'm not going to beat around the bush or try to make cold calls out to be better than they are… cold calling sucks. There I said it. I'm a sales rep and I hate to cold call.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Accomplish More in Less Time Dividing your time equally between soliciting (or marketing), selling and servicing is a time management skill that once mastered will return great benefits.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Planning for Sales Success? If you're not taking time to plan your like a tumbleweed blowing in the wind.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Do You Have Excellent Sales Presentation Skills That Guarantee Outstanding Sales Results? Mastering the necessary sales presentation skills will increase your results and boost your sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Talent Not Needed Will you honestly assess why your sales team performs the way it does and take meaningful action or will you apply band-aids to a problem that needs surgery? In the end you have to ask yourself about the team you have: Did I recruit them this way or did I make them this way?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Target Your Most Profitable Market Target marketing is one of the keys to a successful sales marketing program.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Get Clients to Take Immediate Action The first step in getting people to take immediate action is for them to perceive your product or service as being in demand or in limited supply.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Advisory Notice: Prospect, Get Appointments, Sell People are willing to talk, people are worried, and they want help. If you've always had a consistent and predictable approach to building your business, your business will now zoom. If you haven't had that kind of approach now is a GREAT time to start.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Discover 6 Sales Presentation Tips That Will Have Your Prospects Asking,"Where Do I Sign?" Use these sales presentation tips to get your prospect emotionally involved in your product or service and you'll boost your sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top Two Ways to Close More Sales It's time to find the problem you can solve with your product or service.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Road To Sales Success Is Paved With Thanks It has been my experience that some of the most effective selling skills are not being taught as part of the sales process.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Put Techno Selling To Work For You An effective marketing technique for any sales person and sales company is a web site.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What Is Your Time Worth? A very important time management tip I learned was how to determine the value of my time.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Maximize Your Time On The Phone Every time you pick up the phone, either an incoming or out going call, think about asking for more business.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling the Mocha Grande What is it about you that you need to change, improve or capitalize on that would cause more people to want to do business with you, more frequently, more quickly and pay you more?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 3 Giants in Selling Here's an idea. If you want to make sure that your sales business doesn't collapse in a heap overnight, make sure that you are counting on these 3 critical sales fundamentals.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Start with These 5 Steps Once you get your head straight and get honest with yourself, commit yourself to have fierce and tough discussions with others. Not in-your-face aggressive or mean discussions, just tough discussions about what is or isn't happening and what has to happen to move a sale forward.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Convert More Appointments to Sales Opportunities with These 5 Questions In prospecting effectively, you still have to uncover budget to fix the problem, and their ability to fire their current relationship, but until the prospect has arrived at their "tipping point' or "have to" moment, nothing else matters.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Consistent Sales Results and the SAID Principle You want better, more consistent sales results? Impose on yourself more specific opportunities that require you to use those critical skills and you will adapt, and those needed activities and skills will soon become habits.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Retain Your Top Sales People When you realize 80% of your companies sales volume comes from the top 20% of your sales people you should understand your time and money are best spent on them.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website First Impressions: Do they Really Matter? Are first impressions really that important? In job hunting? In negotiating a deal? In impressing the person of your dreams?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are You Missing These Steps to Successful Goal Setting? By deciding what you want to achieve and then taking action to move toward the end result, it gives you vision for the future and motivation for today.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Discover 6 Keys to Successful Prospecting Calls Many salespeople try to be every thing to all people instead of targeting a particular market.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Turn Your Clients into Raving Fans "Customer service is the never-ending pursuit of excellence to keep customers so satisfied they tell others of the way they were treated in your place of business."Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Close More Sales More Often Much of the fear salespeople experience closing sales could be reduced or eliminated by proper preparation.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Guaranteed Repeat And Referral Business Not staying in contact on a regular basis with past clients and customers is a mistake many salepeople make.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Use AB Split Testing to Increase Conversions and Profitability Have you ever wondered how the six figure guys get to be six figure guys? They Use Testing, and Automated Testing Software to greatly boost their conversion rates and thus profits.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Win More Sales with the Science of Social Dynamics Sales superstars are all using the Science of Social Dynamics to get more leads, win more sales, and close more deals. Learn how you can utilize this powerful science in your selling career.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Secret to Sales Marketing Success One concept in sales marketing that is so under used but will bring you out of sales mediocrity to fortune and fame is a Unique Selling Proposition or USP. Focusing on the USP in every advertising and sales marketing effort is the key to creating super successful products and services.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Design an Effective Cold Calling Script A key to building confidence and overcoming the fear of the phone is to have an effective cold calling script.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Discover the Secret to Personal Goal Setting Success Living a balanced life is the key to personal goal setting success and your career success in sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Two Keys to Achieving Your Goals Use this goal setting technique after you've written down your goals, gotten specific about what you want and why you want it, and develope a clear mental image of your goal.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Three Goal Setting Tips That Will Change Your Life In order to create your future you have to know what you want to create.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 6 Steps to Closing a Sale Before going to any appointment get yourself in the right frame of mind. Go in with the attitude that you will close the sale.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website A Marketing Idea Guaranteed to Increase Your Sales A guarantee will set you apart from your competition.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Discover the Powerful Lead Generation System of Top Sales People Developing an abundant supply of targeted referrals is the number one lead generation system used by top sales people.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website 10 Powerful Methods of Sales Lead Generation Are you searching for new and innovative ways of sales lead generation? Are you lacking in sources of good quality leads? Are you tired and bored using the same methods for generating sales leads?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Handle Rejection This sales prospecting technique isn't specifically about how to prospect. It's a technique for dealing with the ill effects of prospecting, how to handle rejection. Being able to overcome the ill effects of rejection is vital to success in sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Real True Secret to Closing Sales Having a great closing technique doesn't guarantee you'll close sales. Closing sales begins before you walk in the door.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Target Marketing Secrets to Maximize Your Time and Income Every product or service is desirable to a definable group of people. To have greater success in less time with your marketing strategies, spend time identifying your target market.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Top Ten Ways to Become a Great Salesperson Being a better salesperson is more than learning new skills and techniques. Here are my top ten ways to become a better salesperson.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Maximizing Your Business With Inside Sales Outsourcing Many businesses opt to transfer their inside sales to an outsourcing company for many reasons, most of which include reducing overhead costs.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Outsource Telesales To Increase Sales Businesses outsource telesales in order to increase productivity and sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Easy Benefits From Telesales Outsourcing Concerned with your inside sales department? Think about telesales outsourcing - it's a valuable resource.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Telesales Consultants Aim For Efficiency Telesales Consultants evaluate businesses to make sure that they are running as efficiently as possible.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Connect Better to Increase Your Closing Ratio Have you ever wanted to increase your closing ratios? The first thing that will improve the number of people most people ever close is to actually have enough contacts. I'm not talking about just more...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Why Aren't You Following Up with Your Leads? Have you ever had a GREAT lead for your business and totally dropped the ball? Why on earth does that happen? Creating a comfortable sales mindset can support business owners in effective marketing.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Close More Sales By 'Seeing' the Window of Dissatisfaction It is easier than you think to close more sales. When you appear in front of a buyer at EXACTLY the right time you end up with a higher close ratio, a shorter sales cycle, and sell at a much higher price. This article describes a unique selling window that will have you showing up in front...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Have Fun This is one of my favorite subjects because for my first 34 years, I didn't have much Fun. I didn't have Fun everyday until I learned it was up to me to work at it and create Fun everyday.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Make Your Customer a Star First of all realize that the average person would rather talk about him or herself then hear about the 10 most famous people who ever lived. In fact, there are 3 things that people care about the most, which are Themselves, their Job or Career, and their Family.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Develop your Potential It's possible that being a Salesperson isn't really your �calling� in life. Possibly you're only doing this until something else becomes available. That's fine except don't allow that to be an excuse to be �average� or just be good enough to get by.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Enthusiasm Selling in its most simple form is nothing more than a transfer of feelings. The single most important Skill in Communicating, Negotiating, and Selling, is to be Enthusiastic. Yes, it's more important than Sales skills, or Listening skills, or even Product knowledge.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Develop a Positive Expectant Attitude There's an old saying; �Those who fear the worst are seldom disappointed.� How true that is. Unfortunately the average person actually uses up to 5 Negative Affirmations every waking hour, to program themselves for failure each day.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Best Prospects in the World I can't even begin to count the thousands of times that I've heard Salespeople complain about the quality of their Leads and/or how much they hate Cold Calling or Prospecting. How can you blame them? Hey, rejection sucks.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website What's your Minimum? One of the biggest challenges facing most Salespeople is how to handle the question of; "What's your Minimum". If you come right out and quote that amount the odds are that the Prospect will pick that amount.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Wholesaling and Dropshipping - Two Specialized Fields While online wholesaling is just like any other online business where product must be advertised and marketed in order to be sold. Dropshipping is what come once the sales of wholesalers have been affected. These are two separate jobs done by specialized business organizations.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Key to a successful wholesale business- planning and research In case you have made up your mind to start up a wholesale business, then there are a certain things that you have to keep in mind before you can start off with your venture. Proper research and planning can go a long way in making the entire process convenient and hassle free.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Determine a Reliable Wholesale Distributor? In the case of online reselling business it is important that the wholesaler is a reliable person. It is the wholesaler who actually supplies the goods and it is thus essential to make sure that this person is trust worthy and consistent in his performance.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Import and Export Now Made Easy In today's world, consumers can avail anything they want because of the increase in import and exports. It is the internet that has given impetus to this growth.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Traditional Wholesale Trading Vs Drop Shipping This article describes drop shipping and traditional wholesale trading, enumerates the advantages and disadvantages of each, relative to the other, and offers new alternatives as well.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Modern Trends of Drop Shipping and Wholesaling This article explains the basics of drop shipping, a new alternative in retail, and focuses on tips for success in drop shipping.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Real Magic is NOT in the Cards; An Empowering Secret to Effective Sales and Marketing Solutions Searching and identifying what needs to be done so you achieve effective sales results is difficult for most people. In fact, not only do they struggling with specifically what to do, but they also struggle with how to do it. In this article, you will learn an empowering secret...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Your Salespeople are the Center of Your Business Without sales, you have no business. How you manage your sales force will determine how well your business will grow.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Short Visit Syndrome: Are You Missing Sales Because of a High Bounce Rate? Imagine if half the people that called your sales team hung up within 10 seconds. Not people they were cold-calling but interested people calling them.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Using Positive Persistence as a Selling Tool Persistence is one of the most powerful marketing tools any company has. Learn steps you can take to make sure you grow your business during a recession.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Use Anything But H.A.Y.T. An easy way to vault into the top 5% of Sales Pros, is to avoid using words and phrases that have been so over-used and abused, that they can actually turn off Prospects and Customers.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website �So what's your Minimum?� Just a few days ago I got an urgent email from a Client who asked for help. He needed to return an email to a Prospect that wanted to know the Minimum so could I please send him a way to handle �What's your Minimum�.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Skill & Positive Tip for March, 2007 A monthly Newsletter by Stan �Mr. Fanta$tic� Billue featuring a World Class Sales Skill, Positive Tip, Humor, and Something of Value.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website C.O.I.'s can make your Career I can't even begin to tell you how many times I've heard Salespeople complain about Cold Calling.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Skill & Positive Tip for February, 2007 Sales Skill & Positive Tip for February, 2007Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Positive Tip & Sales Skill for December, 2006 Positive Tip & Sales Skill for December, 2006Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Supercharge your Presentation with Super Verbs The words we use in Selling can make or break our Success.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Trial Closes are not Traumatic Although "Closing the Sale" should be nothing more than a logical conclusion to an effective Presentation, some Salespeople make the mistake of trying to use too many "Closes".Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Continuation Phrases cough up Cash and Ultimate Qualifying PART 1: Most Prospects we call on have already been called by many other Salespeople. PART 2: In Selling 101 we learned about Open and Closed End Questions. Although Open Questions are better than Closed, there is a better and more effective way to gather information.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Positive Tip & Sales Skill Positive Tip & Sales Skill for November, 2006.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Most Effective Single Word that isn't Even in the Dictionary Here's a great Technique that can be used for both Buying and Selling. It's called the Disappointed Technique and although there are many variations, let's start with the easiest since it's only One Word.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website # 3 SUPER SUCCESS SECRET - Become a Performer Please appreciate that Prospects and Customers want to be entertained. They don't want to be bored by someone who is only educating them. They would much rather talk with and listen to Sales Pros who are exciting, dynamic, and enthusiastic, rather than boring.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Improving Sales Productivity Begins and Ends with the Sales Manager There are so many places to try and squeeze additional performance improvements out of your team. The question is...where do you start?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling Without Slides It's a scenario played out in millions of sales meetings every year - the eager salesperson runs thought his slide deck designed to impress the customer - and as a result often kills off any chance of a sale.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Time Management - Sales Productivity's Black Hole Is time management the best approach to improving sales productivity?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The 7 Deadly Sins Of Voice Mail Despite the huge popularity of email in today's fast-paced business world, telephones and voice mail are still an important and vital part of business communication and new business development. Avoiding these 7 Deadly Sins of Voice Mail will ensure that you get the most 'bang' for your efforts onClick here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Secret of Recession Proof Sales Team Motivation During a recession you need to work harder to find solutions to increasing sales team motivation, getting customers to buy, and encouraging people to work smarter and more efficiently. Recessions don't spell the end of a business, but rather an opportunity to grow and improve your business model.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Medium is Beautiful Many salespeople mistakenly believe their largest accounts are their best ones. In reality it's often the medium sized accounts that are both the most profitable and have the highest growth potential.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website You are What You Sell Customers are increasingly making judgements about your products and services based on their perception of you. Do you measure up?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website It's the most commonly quoted rule in sales: the 80:20 rule. But does it really work? It's the most commonly quoted rule in sales: the 80:20 rule. But does it really work?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Back to Basics: The Vital Importance of Sales Activity Targets Everyone recognises the importance of having a clear vision for their business, and of setting specific, measurable objectives. Yet fewer companies focus on the key area of Sales Activity targets.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Rejection: Sometimes it Really is Personal "Rejection isn't personal" - it's the oldest saying in sales. But is it really true? If people buy from people they know, like & trust then surely rejection really is personal.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Lydia Ramsey's Six Secret Sales Weapons Six secret sales weapons that wil open doors and build relationships that increase sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Using Google Alerts as a Sales Prospecting Tool Find prospects and new business opportunitiesClick here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Selling your Business - Step by Step Process Selling a successful running business is not as simple as it sounds. This article throws light on the process of selling a business from start to end and emphasis on certain key points which are normally overlooked.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Management: How to Manage Independent, Tech-Savvy New Millennial&Help Them Sell Effectively Sales managers are facing challenges managing new sales professionals� Understand their work styles, motivations and view of the worlds to manage them better�Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Cold Calling for Introverts Being in sales poses many problems for introverts but probably the biggest is the idea of making cold calls. Now before we look at cold calling for introverts let's look at the concept of cold calling itself a bit more closely.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Does Your Team Sell Transactionally or Are They Trusted Advisors? If your sales team sells transactionally and your competitors are focused on becoming trusted advisors, what impact will it have on your competitiveness.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Phone Sales Leads Are Worthless Trash Phone leads are the most powerful tool in a marketer's arsenal. Find out what can make them trash.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Warm Up for Cold Calls Learn some tips in this article that can help improve your sales ratio when utilizing phone sales leads. You may find you do better after reading this.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Number One Best Piece of Sales Advice Ever No matter what the product or service is that you're trying to sell or promote, there's one piece of the sales puzzle that will guarantee a higher rate of sales success - unless you leave it out of your sales process. Not following this advice will either make your job significantly tougher or...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Using Neuro-Linguistic Programming to Close the Deal If you aren't closing as many real estate deals as you would like, you need to learn how to speak another language. I'm not talking about learning Spanish, French or German. You need to learn to speak the language of sales if you want your conversations to translate into profits.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Un-Stick Your Sales Efforts and Get Back to Sales Success Are your sales stuck in the doldrums even though you have an abundance of opportunity in your sales funnel? It happens to everybody, their business suffers because the sales are "there" but they just don't seem to come in. This article sheds light on this phenomenon...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Turbo-Charge Your Selling Skills with the Art of Storytelling One of the most effective tools you can use to improve your selling skills is the use of stories. By crafting powerful stories that illustrate the value of your products and services you can grab customers interest and demonstrate your credibility.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales Training: Stop Traditional Based Selling & Focus on Consultative Selling Now Today, the sales role has more in common with a fighter pilot's job than anything else. It is defined by periods of patient waiting punctuated by moments of unimaginable excitement.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Mortgage Leads: A Referral System that Works Best for You I worked for years as a mortgage loan officer. During this time I worked with two highly successful mortgage loan officers.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Winning tactics to deal with price objections Do you ever lose business to your competitors on price? This article reveals 4 simple steps to deal with price objections and win more business.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Uncovering the Top Ten Sales Myths While its no secret that entrepreneurs and self-employed professionals need sales skills in order to thrive and survive, often times sales is exactly what stands in their way to success. And, too often one (or more) of these Top Ten Myths, is to blame. This article uncovers these misconceptions..Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Goal Setting To Leverage Sales Success If your sales team lacks clarity about why they are doing the job that they do, their sense of purpose will become diluted and as their sales manager you are losing out on a massive piece of their potential.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Power Of Testimonials The power of using testimonials during different stages of the sales process increases sales when �real' customers are seen or heard testifying as to how beneficial a product/service has been for them.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Before Looking Outwards, Be Sure To Look Inwards If we want to change aspects of our lives, including the way our prospects and customers react to us, first we have to change our own thinking.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Sales - Does It Have to Be Another Bad Word? When the topic of selling and sales come up most of us run and hide. But if the truth be told this is a skill that we can not pass up if we are looking for success. Here are some common sense approaches to handling your fears when it comes to sales.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Negotiation - The Importance Of Trading Concessions The way concessions are handled is a vitally important negotiating skill and can have a huge impact on the final result. Here are ten tried and tested tactics to help you.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website No Pain, No Sale If a prospect feels content with their current supplier or their current situation, then it will be a huge challenge to motivate them to want to buy your product or service. That is why every pain your prospect feels is an opportunity for you.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How Important Is Self-Motivation In Selling? As sales people, if we continually look to find motivation from outside of ourselves, then we are placing ourselves in a risky situation because it may not always be possible to have a drip feed of motivation feeding us when we need it most.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Closing With Ease Next to objections, closing is one of the most talked-about sales training topics among sales people and sales managers. Everyone wants to know how to close and how to speed up the buying process.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Sales Person's First Day Companies think that once the sales person agrees to join their company that the goal has been accomplished. The truth is that this is only one more step of the process and there is still much work to be done.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Motivating the Passive Sales Candidate Enticing sales people who are not looking for a job to be receptive to another opportunity is challenging. The key is to figure out which of the two motivators springs them into action. Is it fear or greed?Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Priming the Sales Applicant Pump Many confuse the purpose of a job advertisement with a job description. These are both valuable tools, but are not replacements for one another.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Secrets Buried In a Sales Person's Resume The vehicle that introduces sales people to companies is a resume, but there are secrets hidden in the resume that hiring managers should know before they interview a candidate.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Deliver Persuasive Sales Presentations Here are ten suggestions that help improve the effectiveness of any presentationClick here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How To Identify&Sell To The Four Personality Types Resident In Every Boardroom It is of course dangerous to generalise and there will always be exceptions, however based on my experience, I have very rarely been mistaken using this concept of personality identification.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website To Have Growth In Profits, You Must Have Growth In People It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way or to simply skip steps and take shortcuts that can lead to long-term trouble.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Are Self-Limiting Beliefs Constraining Your Sales Team? Intuitively, Sales Directors understand the vital importance of the right mindset. Yet far too many feel powerless to help their salespeople turn their negative beliefs into positive ones.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Effectively Overcome Objections Objections from a prospect are inevitable and a part of business life. To overcome objections effectively requires understanding objections. This article digs into the biggest reason most marketers struggle in having to handle and overcome objections. Plus, you will discover a little known secret...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Simple Way to Close More Sales Effectively Chances are you are not closing as much business as you would like. Rarely do you need more leads. What you need is to become more efficient and more effective in closing the prospects you have already made contact with. In this training article, we will uncover a simple way to close more sales...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Core Skills You Need To Learn Hypnosis Conversational hypnosis is the practice of inducing hypnotic trances through the focused skills learned in language, speech and suggestion. The primary objective is to induce a trance in order to accomplish a motivated outcome or reach a specific purpose;Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website How to Price Handmade Jewelry Pricing handmade jewelry seems to one topic that jewelry artists never agree on. There are lots of different viewpoints and philosophies. This article will discuss some of the things to think about as you consider how to price your jewelry, and some of the common pricing models...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Finding The Right Sales Talent For Your Company Hiring sales talent is one of the most critical activities a company performs. However, few are adept at hiring the right people for their firm. This article shows you how to hire the right talent.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Try Before Buy In the service and technology industries, it is not uncommon for prospects to request pilot programs before committing their full business. Yet, there are important steps for the sales person to take before agreeing to the engagement.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Eight Habits of Good Sales and Marketing You do not wake up one morning with the idea for an excellent product or service and automatically know the skills required for equally exciting sales and marketing techniques. Like anything else in your life...Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website The Starbucks Momentum I'm downtown one business morning. There are coffee lovers parading their Starbucks boldly and proudly. They don't drink them because you don't drink a status symbol.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Instant Gratification The more exotic the reward, the more response you'll get. The more unique the gift, the more sales you'll make. And the more in-demand the prize, the more customers you'll attract.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website Hidden Power of Reciprocity Picture the Salvation Army bell ringers. As you exit the store, they smile and wish you a nice day. Even if you opt not to donate eighty percent of the time, they get you for twenty. That's twenty percent that could have stayed in your pocket.Click here to play Listen | Listen in your iPhone | Download | View full cache | Visit Website