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Sales
Sales
Good-Bye Bobby Knight And All The Sales Managers Like You!
The recent dismissal of Bobby Knight as the head coach of Indiana University should mark as big a change for sales management as it did for coaching. For years it was popular for sales managers to abuse their staffs with tirades and threats. By Steve Waterhouse Prospecting in a Soft Market
Yesterday, I worked with a group of wonderful sales people who sell for one of the leading companies in their industry. You would all recognize the brand. They were complaining (only a little) that the market was soft and that it was affecting their business. I asked them two questions. By Steve Waterhouse Value Selling
How to create business when the PO's all dry up. By Steve Waterhouse Smash the Window!
Doing what it takes to make the sale By Steve Waterhouse I'll take it
Cutting prices can lose business“If you can do it for $12, you can have the business.” With his next three words, Bill lost thousands of dollars of business. He said, “I’ll take it!” By Steve Waterhouse The Hidden Buyer
How to protect yourself against the unseen enemy By Steve Waterhouse Getting Beyond the Buyer!
One of the most common questions I receive from my clients and those I coach is, "how do I get past the buyer to the real decision maker". This is clearly one of the most important questions for any sales professional to answer because so much rests on reaching the real economic buyer. By Steve Waterhouse What do you do now?
How to help your sales team recover from the World Trade Center disaster.by Stephen Waterhouse By Steve Waterhouse Sales Lessons From the Election
Some problems must be solved earlyby Steve Waterhouse By Steve Waterhouse Assume the Best
Assume the Bestby Steve Waterhouse By Steve Waterhouse The Turkish Rug Sales Team
I just returned from speaking in Istanbul, Turkey where I bought, no, I was sold, a rug and in the process learned that real selling, and especially Team Selling, is alive and well. By Steve Waterhouse Fire Bad Clients?
Do you know what makes a good customer for your company? I'll bet you do. You know whether your company is better with the Fortune 500 or the Inc. 500. You know what product lines your operations service best and where the quality is the highest. By Steve Waterhouse Technology Check List for Meeting Planners
Use adequate equipment - Computer projectors that require the room lights to be down are not acceptable. So are projectors without remote mouse controls! Adjust the room - have the engineers remove bulbs from fixtures above the screen. Extend the "Keystone arm" on screens to lean the top forward. By Steve Waterhouse Roman or Norman - A Customer Service Story
Roman Or Norman? It's The Difference Between Being Seen As A Partner Or An Invader. By Steve Waterhouse Change Takes Time
I am writing this at the Philadelphia Airport on my way back from meeting with one of my clients. Three weeks ago, we offered a training program for their staff in basic selling skills. She reported that they saw an immediate increase in sales after the program. By Steve Waterhouse Selling From Your Heart...a Sales Approach for Franchise Professionals
WE know that the profession of franchise sales is an honorable one...and that many franchise sales professionals are great at what they do...but let's face it...for many people the word "selling" is a mighty nasty word...and the idea of dealing with a "salesperson" is akin to having a root canal! By Flo Schell, EdM, Certified Sales Coach, Founder Franchise Coaching Systems The Runaway Bride . . . yeah right!
The story making all the headlines last week about, what's her name, Jennifer Wilbanks makes me want to gag. If you don't care for straight talk you might want to delete this before reading anymore. By Jim Meisenheimer How to Make Cold Calling Work for Your Business
Yes, I know most of us hate cold calling. But for many B2B businesses it can be a cost-effective way to generate quality leads. I'm not necessarily an advocate for cold calling but I am an advocate for doing what works and doing it well so you get the best return possible. By Kevin M. Stirtz Do You Have The Most Desirable Selling "Mindset"
If your mind is set, you will be unable to change your mindset. Forexample Christopher Columbus . . . By Jim Meisenheimer Tips On Overcoming Sales Resistance
Tips On Overcoming Sales Resistance When your clients and prospects resist your sales presentation are they really saying NO or are they asking you questions in order to make an informed decision? Resistance can come in a variety of forms: The client may not like you, they may not like your product By Ken Levine Don't Be Like Needle Nose Ned
In the 20 years since I was in college I have read a lot of books and articles on how to sell and I've attended a lot of sales classes and seminars. I've even taught a few classes and I've written a few articles about it. In this time I have seen a lot of different theories on how to sell. By Kevin M. Stirtz Newsletters - A Great Way to Build Business Relationships
This is an excellent way to grow your business using yourmailing list (which I trust you are constantly building).However, you have to accept that there are people who'llread your newsletter and there are those who won't. By Alan Fairweather Sales Letters - How to Write Them
You could just send out your brochure to potential customersbut it's much better to personalise your mailing with a wellwritten sales letter. By Alan Fairweather Referrals - How to Get Them
Referrals are an extension of Networking. If people like youand like the sound of your product or service, thenthere's a good chance they'll tell other people aboutyou. By Alan Fairweather Networking - How to do it
Networking is probably the oldest, easiest, most effectiveand least expensive way to get more business. Itdoesn't necessarily involve selling your product or servicebut it does mean selling yourself. However, that doesn'tinvolve a lot of talking - it does involve a lot oflistening. By Alan Fairweather Why Your Employees Fear Training (and how to get them to stop!)
Do you remember that fable – one of Aesop’s, maybe – about the Emperor who wore no clothes, and the nice young man that paid the ultimate price for audaciously pointing that out? By Adrian Miller
How To Get Clients To Take Immediate Action
Are you tired of excuses? Looking for a persuasion technique to get people to take immediate action? Are prospects saying things to you like: "I'll think it over and get back to you?" "I need to talk it over with my wife." "Call me next week and we'll set up an appointment. By Jim Klein Making Sales Online
Location, Location. Location By Geraldine Jensen 10 Sure-Fire Ways To Multiply Your Sales
With so much competition for business out there, how can abusiness owner continue to have and even create more sales?Here's some tips that will add sizzle to your profits. By Ahmad Supaat The Seller as Buyer - The Worm Turns!
As the CEO of our company, I get a lot of calls from salespeople who want to sell me products and services. By Chris Ellington
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