tag:blogger.com,1999:blog-91124346937431974092008-11-14T09:07:05.681-05:00Another resource for salespeople and sales managers about selling and closing techniques from <a href="http://www.BestOfSales.com/">BestOfSales.com</a>Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.comBlogger67125tag:blogger.com,1999:blog-9112434693743197409.post-78401518811070413012008-11-11T14:10:00.000-05:002008-11-11T14:11:38.934-05:00

by Adam Price If you're like most people who sell, you probably have some serious resistance to making cold calls. The fear of cold calling is practically an epidemic - but not the kind that gets publicized. It's a silent and personal struggle. But it really doesn't have to be this way. Your fears can be overcome when you keep in mind these 3 basic concepts to cold calling the new way. 1.

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-63003939133810584212008-11-11T14:09:00.000-05:002008-11-11T14:10:26.766-05:00

by Bill Rice Any efficiency expert will tell you that increased productivity comes from prioritization. Sounds intuitive enough--work on those things that give us the biggest bang for the buck. If we have lots of things to work on then start with the ones with the highest potential for positive results. Unfortunately, when we manage sales we seem to throw our brain and these laws of success out

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com1tag:blogger.com,1999:blog-9112434693743197409.post-29678937581296417082008-11-11T14:08:00.001-05:002008-11-11T14:08:56.823-05:00

Copyright © 2008 Soaring Eagle Companies LLC Even if you think you are doing pretty well, these ideas can help take your sales to a new level. If you are in a slump, these ideas can jump start your business. Remember, it is never too late to start over! After each and every sale, follow-up with the customer. Follow-up can be in a lot of forms, but one of the strongest is by phone or by mail.

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-47761817861088490982008-11-11T14:07:00.000-05:002008-11-11T14:08:09.162-05:00

by Bob Urichuck Sales prospecting in down economies is no different than sales prospecting in up economies. It is still a behaviour, a discipline - doing what we have to do, even when we do not want to do it. The only difference is that you may have to invest more time in sales prospecting in a down economy. Sales prospecting can be time consuming in itself, but in a down economy, it is even

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-34773641844875723412008-11-11T14:05:00.000-05:002008-11-11T14:07:09.121-05:00

by Bob Urichuck In today's economy sales professionals need to be equipped with the appropriate selling skills, following a proven selling system or sales process, in order to succeed and meet their sales targets. They can no longer afford to carry on with traditional selling skills of doing dog and pony shows, feature and benefit dumps, or hit and run closes. Today's economy demands engaging

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-85224715267326411582008-11-10T14:02:00.000-05:002008-11-10T14:03:47.295-05:00

by Adam Price When you receive an inbound call from someone who shows interest in your product or service, you're probably more relaxed, right? After all, they called you. So they must be interested in buying. Well, not necessarily. This is where many conversations go wrong. You see, the person you're talking to isn't always ready buy. Maybe they're just shopping around. Or maybe they got your

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-36986489478113504562008-11-10T14:01:00.000-05:002008-11-10T14:02:36.043-05:00

by Adam Price When you plan to make a cold call, what are you thinking about? You're probably planning to introduce yourself and then talk about your product or service. Well - that is, if the person on the other end of the phone lets you. And that's the problem with old cold calling strategies, isn't it? Your prospects know right away that you want to sell them something. And they're usually

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-21894845672697884062008-11-10T14:00:00.000-05:002008-11-10T14:01:23.111-05:00

by Richard Denny There are no short cuts when it comes to sales and selling but here are a few sales and selling techniques which you should find helpful, especially if you're new to the industry or even if you're just looking for a bit of business advice. The definition of selling is hard to explain as we are all involved in selling in some way or other. A sales person is a mind maker upper.

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-16340427221697434012008-11-10T13:59:00.000-05:002008-11-10T14:00:17.526-05:00

by Adam Price Let's be honest. Cold calling isn't easy. So there are probably lots of times when you've actually been relieved that you didn't reach a prospect personally. You weren't really thrilled to leave a voicemail message, but you "had" to. You know that leaving voicemails means you probably won't get a return call. But it feels better than going back to the receptionist, who is likely to

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-3199756918012811862008-11-10T13:58:00.001-05:002008-11-10T13:58:59.282-05:00

by Adam Price Five perspectives that will (honestly!) create enjoyment in cold calling. Most of us dread our days of making cold calls. We take a deep breath, pump ourselves up, and prepare to talk with a perfect stranger. Is there any wonder a gray cloud sometimes hangs over our desk? It really doesn't have to be this way. Cold calling can be an interesting, intriguing, fulfilling adventure.

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-78014365905819090642008-11-10T13:56:00.000-05:002008-11-10T13:57:55.790-05:00

by Adam Price There's a wonderful way to step into the world of the person you're cold calling. Just focus on their everyday problems. Start by talking about their issues, not your solutions. And make it specific and compelling to them. Don't go into a sales pitch, which is what you would do if you were operating out of the old traditional cold calling mindset. Try to keep in mind that who you

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-90609987467660931022008-10-24T12:47:00.001-04:002008-10-24T12:50:21.963-04:00

Oracle Corporation and IT Business Edge are offering a free white paper which describes and analyzes the four most popular deployment scenarios, then offers a guide to choosing the best CRM solution to meet your organization's needs based on functionality, application integration features, customization capabilities and your budget, so you can meet your company's needs today and support your

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-32510899674107910222008-10-24T10:24:00.001-04:002008-10-24T10:26:20.581-04:00

SAP has a white paper on sales performance management available for free. The white paper describes why the key to a productive sales force is ensuring that sales people concentrate on acquiring, growing, and retaining profitable relationships with their account bases.

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-48946943370605198652008-10-16T11:04:00.001-04:002008-10-16T11:05:51.884-04:00

by Sandra Martini A few days ago, my assistant was looking into toll free number services. After researching the websites of two companies, she called in frustration: The websites were a jumble of confusing facts and figures. When she called the companies, she got different answers from different people. I bet you've had this same experience with at least one company. Has anyone had this

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-6993539704189250932008-10-16T11:02:00.000-04:002008-10-16T11:03:48.733-04:00

by Adam Price In every job, business or marketplace, sales success is the ultimate aim. Without sales, everything stops including your job or business, so you had better make sure you find out the secrets of the few great sales people out there and model yourself around them. These top sales performers know what "really" works as opposed to just teaching theory and never being in the trenches or

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-53060645302714949812008-10-16T11:01:00.000-04:002008-10-16T11:02:29.842-04:00

by Adam Price Learning cold calling without using any form of pressure or old school sales tactics requires a pretty radical shift in your thinking. I was able to do this myself several years ago. After my initial several years selling like a typical "high-pressure" pit bullterrier sales person, I was burnt out (despite building a very successful printing business, by utilizing pressure

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-65099396373419691692008-10-16T10:59:00.001-04:002008-10-16T11:00:41.468-04:00

Copyright © 2008 Drew Stevens PhD Ethics and professionalism are typical concerns of consumers for selling professionals. The independence of the professional provides instant scrutiny. Selling professionals learn to muster diligence given constant observation. That said, professionals must maintain patience when dealing with difficult clients and the plethora of sales issues. Every profession

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-16028612563877708942008-10-16T10:58:00.000-04:002008-10-16T10:59:05.420-04:00

Copyright © 2008 Gavin Ingham Few people would argue that motivated salespeople and business people make more sales. Wandering around looking like the world is out to get you and with your chin dragging along the floor never helped anyone to be a sales superstar and it never will. Your attitude, your mindset and your approach will always play a huge part in helping you to smash your targets

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-74137115664321833432008-10-16T10:55:00.001-04:002008-10-16T10:57:59.116-04:00

by Adam Price Let's say you're talking with a prospect, and the conversation is going well. You've focused on problem solving, and there seems to be genuine interest. But then...there's an objection. What do you do? In the old cold calling way, you try to overcome the objection. You defend the potential sale. But what if you don't? Suppose you listen carefully instead, and give the other

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-15919896291178199822008-09-03T12:21:00.000-04:002008-09-03T12:22:28.380-04:00

by David Hurley Top sellers are more like trusted advisors or success mentoring experts than sales people. They believe in their company, they believe in their products and services, they believe in themselves, and, above all, they believe in giving their clients honest, high quality service. One way of thinking about the art of selling is to see it as a process in which belief in a product or

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-49015470575182316872008-09-03T12:19:00.000-04:002008-09-03T12:21:18.738-04:00

In order to achieve success in business, you have to be able to sell. Sales is tough, and in order to do it well you need to be on top of your game. Some say that sales is the most exciting aspect of business, and it is certainly where the money gets made. Many self-made millionaires have made their millions one sales presentation at a time. However, before you can get to the pot of gold,

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-39926803042058861032008-09-03T12:16:00.001-04:002008-09-03T12:19:23.565-04:00

by Jody Gabourie Once you have identified your target or niche market, the next step is to determine what their unmet needs or wants are - in other words, their problems. You need to answer this question in order to write your marketing message but also for the good of your business. If you don't know what people need, then how will you figure out what solutions your products and services can

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-77895759941197494272008-09-03T12:13:00.001-04:002008-09-03T12:16:11.502-04:00

Copyright © 2008 Drew Stevens PhD The world of professional selling is rich with information related to selling skills, sales training and techniques to assist professionals. However, after much rhetoric and information I am finding something completely different...a problem with selling professionals. Much present research directly points to the manager or the organization. Findings denote

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-21202818337759412912008-09-03T11:30:00.001-04:002008-09-03T11:33:03.594-04:00

by Jody Gabourie USP stands for Unique Selling Point or Unique Selling Proposition. It's a term used in marketing that is supposed to tell prospects and customers what it is about your product or service that is unique, valuable and relevant to them. A great USP makes it clear why your business stands out in a crowd of competitors. It helps your potential customers understand how you are

Paul Wilczynskihttp://www.blogger.com/profile/14345851400121369359noreply@blogger.com0tag:blogger.com,1999:blog-9112434693743197409.post-34552970097819889562008-09-03T11:27:00.000-04:002008-09-03T11:29:23.016-04:00

by Charlie Lang As a sales manager, I needed to recruit, train, and monitor the performance of salespeople from time to time. I vividly remember one annual sales appraisal I had for one of my new sales staff. After we had a detailed discussion of her sales performance, I asked her to comment on her job duties and rate her overall performance. Contrary to my expectation, she was satisfied with

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