2012-07-13 09:23
“Hang on,” I hear you say. “What if they offer me what I want?” But is it what you want? Is it what they want?Before you get into the 'make the deal no matter what'… Read More
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Selling tips and techniques for sales professionals
2012-03-05 17:31
How to Sell CoachAlmost every book I've read on selling quotes the following;2% of sales are made on the first contact3% of sales are made on the second contact5% on the third contact10% on… Read More
2012-02-12 13:53
How To Sell CoachSo, you need to get some new business in and Cold Calling is on your list of things to do. Great! But are you feeling 'great' about it? Perhaps not. But why? What is it abou… Read More
2012-02-11 12:06
Most salespeople are avid readers of self-help books. Many buy CD's by the guru's and listen to them in the car between sales calls and that's good use of time. I have collected quite a libr… Read More
2012-02-07 09:44
Wouldn't life be great if we were in a state of continual high motivation. Every day when you get out of bed you feel alert, ready to face the day and excited about what that day will bring… Read More
2012-01-31 10:17
People like dealing with people. True? I think so and more importantly people are more likely to buy from people they like. Putting them up against a sales system and they become nervous or… Read More
2012-01-27 17:41
How To Sell CoachHand-outs, company or product literature are rarely written by sales people. Generally they are given to the marketing department and sometimes the junior person in that dep… Read More
2012-01-23 09:36
How To Sell CoachIsn't is strange that when you least expect it, life can give you lessons. Just little things, seemingly insignificant. Sometimes we miss the message and other times they ca… Read More
2012-01-16 11:08
How To Sell CoachRecently I read and article about Jack Nicklaus, undoubtedly one of the greatest golfers of all time. It explained that before every shot, Jack takes a few seconds to visual… Read More
2012-01-06 12:53
How To Sell CoachI was speaking with a friend the other day who recently started his own business. When he opened the door of his new venture, he full of enthusiasm for the future and ready… Read More
2011-12-27 12:19
Ho To Sell CoachAs you know, I like to keep things simple. So here are four questions that will Change your life. Now I'm not one for New Years resolutions. They're far to easy to break. It'… Read More
2011-12-21 16:43
How To Sell CoachI just read an article saying that selling today is much harder than it used to be. Why? Because:Buyers are smarter and better informed.Their secretaries are better trained… Read More
2011-12-20 13:09
Christmas greetings to all from How to Sell Coach.Enjoy this time with your family and loved ones but............................rather than watching the re-runs of "It's a Wonderful Life" o… Read More
2011-12-14 16:05
How To SellHow's that for a question? I'm good at asking good questions. I was reading a sales forum the other day and this was the question that was being asked.The person asking the questi… Read More
2011-12-13 15:03
Success in Sales can be measures in a number of different ways, The number of sales you make, your percentage conversion, the profit that you contribute to your company, All are a measure of… Read More
2011-12-12 12:40
Often people have asked me, "David, what do you think the most stressful thing is about selling?" Well, that's a good question and one I've given a lot of thought to over the years. In that… Read More
2011-12-05 17:35
How To Sell - ReferralsIf I was paid everytime a small business owner said to me, "Word of mouth is to most successful marketing for Me. Our business grows by referral" - I'd have retired ye… Read More
2011-12-05 16:55
Now this I found interesting. While having a look round some sales guru type websites and blogs, I found one from some selling a book and dvd set - and that's absolutely fine. Out of interes… Read More
2011-12-03 18:15
How To Sell CoachIs there a place for humour in a sales call? Well I think there is but it's a difficult thing to get right. As with any form of humour, you have to know your audience and it… Read More
2011-12-02 17:39
I've heard that said about some people I've met. He's a born salesman or he can sell anything or he's got 'the gift.'Well, I don't buy that. I have never heard of any child being born wearin… Read More
2011-11-29 18:58
Or can you? Certainly you can't increase the number of minutes in a day or days in a week but you can make best use of the ones you have. What are the things that eat your time? Who are user… Read More
2011-11-28 12:12
Has anyone said this to you just to get you off the phone? Have you said this to anyone to get them off the phone? And here's the strange thing - income tax forms arrive in the post, as does… Read More
2011-11-27 13:25
My first ever sales manager taught me a much but one thing that has stayed with me was: "If you want to find out what's happening, get out of your car and walk."I haven't got time for that… Read More
2011-11-26 19:19
I've been out networking again (great way to get warm referrals but more of that later) and overheard this conversation. True by the way and as best I can remember - it went something like t… Read More
2011-11-26 16:52
Are they? Nobody said - I would have sent some flowers, perhaps a card.While at a networking meeting last week, this is what our guest speaker said. What rubbish! No, let me think about that… Read More
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