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The Toughest Customers On The Planet

The Toughest Customers On The Planet

There are only two types of customers; easy ones and the tough ones. Most of us were taught to spend our careers waiting around for our dealers to supply us more of the toughest to close type of customer. If there are easy customers and tough customers, though, who in their right mind would spend … Read More »

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How to Handle an Angry Client

How to Handle an Angry Client

Too many people, when faced with clients who range from dissatisfied to downright angry, choose the loser’s path by postponing handling the situation. Worse yet, they handle it inappropriately. Postponement doesn’t make the problem go away. It results in one of two things happening: the angry client decides the problem isn’t worth the aggravation and … Read More »

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Make It or Break It: A Salesperson’s First 90 Days

Make It or Break It: A Salesperson’s First 90 Days

To grow, you have to stabilize your sales force. To do that, you have to hire the right people and create processes for them to follow. Then it’s up to managers to train everyone initially, and then daily, coaching each salesperson to help them develop their skills and their business, and manage them in their … Read More »

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Success Begins in Your Mind

Success Begins in Your Mind

A good attitude is one of the most important traits a sales professional can have. Most people who fail in business fail because they don’t know how to keep their attitudes positive on a daily basis. They start their careers learning and practicing the basics, applying these ideas and end up making lots of money. … Read More »

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The Myth of the ‘Natural’ Salesperson

The Myth of the ‘Natural’ Salesperson

Do I have to be a “natural” at sales to earn the big bucks? I’ve heard that question many times. Well, no matter how easy selling seems to be for you or some of the people you work with, the answer to the question is always a real big “No!” None of us are born … Read More »

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How to Find New Sales in a Recovering Market

How to Find New Sales in a Recovering Market

The various predictions this year have us back in the 14 million-unit range on total sales. That number fluctuates, but at the rate we’re going and growing, it’s moving higher, not lower. Most important, this will be our best year in some time. So who comes out ahead in a recovering market? That’s easy: It’s … Read More »

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