I just finished a phone call with a potential client who had called to discuss a problem. His 18 person sales force was paid on straight commission. All had been with the company for 8 - 15 years and were earning healthy incomes. His problem was that he couldn't get them to do what he wanted them to do. Here's the example he shared.

He wanted the salespeople to call on new prospects to expand the company's base. Instead of just seeing established customers, he asked them to call on...

Published: January, 1st 2011 by: Dave Kahle

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Selling. Cold calls, introductions, interviews, appointments, proposals, referrals, call cycles, building rapport, listening, asking for the order, overcoming objections, closing the sale, and rejection. There's a lot to know about the business of selling. No wonder many people are a bit...

Published: January, 1st 2011 by: Stuart Ayling

The best way to get a new customer is to clearly identify who you want to do business with and then get in front of them. They can then see what you look like, possibly see what your product looks like and also examine any data or statistics you might have. It gives you the ideal opportunity...

Published: January, 1st 2011 by: Alan Fairweather

Design and Implementation of a new Sales & Marketing campaign must be carefully thought through from the beginning. What message do you want to send about your company, products, and services? What are the anticipated results? What is the execution strategy? What is the cost ratio versus...

Published: January, 1st 2011 by: Kenny Nau

Sales managers frequently approach me for advice on how to keep salespeople motivated, especially when sales reps get into a rut - and seem to keep slipping deeper into it. Telling managers what not to do usually solves the problem. Most managers do things to de-motivate salespeople without...

Published: January, 1st 2011 by: Frank Rumbauskas

Trust.

One word.

One very powerful word that can increase both first time and repeat sales to an unlimited degree.

Trust.

What is it? Why is it so important? How do you get it?

Confidence in you from your cutomers, builds relationships and as a result, more sales,...

Published: January, 1st 2011 by: Randy Lever

If you want to maximize your sales performance, take a strategic approach to selling. After all, wouldn't you agree that "the 80/20 rule" applies to customers, where approximately 20 percent of customers produce approximately 80 percent of sales?

The starting point for...

Published: January, 1st 2011 by: Alan Rigg

The way we do business has changed dramatically over the past 10 years. More products and services are now being offered outside traditional premises. You no longer have to go to a bank to complete your transactions or home loan applications. Insurance brokers visit your home or office;...

Published: January, 1st 2011 by: Neen James

Remember in the last message we talked about your directional pipeline and how sometimes you'll be approached by prospects who just don't fit with what you want to achieve? We looked at the different types of prospect - Desperate, Curious, and Inspired.

Well, now we're going to have a...

Published: January, 1st 2011 by: Debbie Jenkins

In the last issue I shared with you a technique for getting permission to follow up with people who have seen you speak on stage. This was just one example of a tactic for filling your pipeline.

In these next two issues we'll look at one of our favourite and most powerful tactics for...

Published: January, 1st 2011 by: Debbie Jenkins

Here?s the scene. You?re at the trade show, having a discrete "Sales Call" conversation with a visitor. Things are going well until he says something like...

* So who else uses this upgrade?

* You mentioned Big Foot, Inc. as a client. Who can I contact there?

* I?m not...

Published: January, 1st 2011 by: Julia O'Connor