Get Past The Gatekeeper, Into The Executive Suites

The gatekeeper wants you to convince her that her executive needs your product/service. That’s right, part of her job is to look for sales pros with products and services that her executive needs.

Improved Sales Training: Stop Selling Your Products and Start Selling Your Results to Get Customers

Between the global market place and the Internet, the opportunities and the obstacles for today’s sales person have exploded. Yet, many sales people haven’t adjusted their sales approach to capture these incredible opportunities. Maybe now is the time to rethink your sales approach and embrace a new belief.

Honesty Works Best - But, It's Not About Morality

Last week, I received three calls from people, all appreciative that I support the values of 'our religion'. One was a Born-Again Baptist, another was Mormon, and the third was Jewish. My response to each of them was the same: I don't follow their religion.

Are YOU Guilty of Using these Obsolete Sales Techniques?

The result of these sales techniques is rejection and frustration. Ready for something different?

Are You Stuck or Can You Get It?

Why do many salespeople remain faithful believers in obsolete selling strategies? We are talking about intelligent, successful salespeople. People whom, if they opened their minds to a totally new concept, could easily double their income without working any harder. That question has puzzled and frustrated us during the 14 years that we have been in the sales training business.

Amateurs

Recently I had a conversation with a friend of mine. She is a former, highly successful model who is now building a highly successful network marketing business. As we are both entrepreneurs, we talk a lot about our businesses, we egg each other on, give each other advice, commiserate… My friend was feeling frustrated. “Amateurs,” she said. “I’m tired of dealing with amateurs.” I knew what she meant...

Are You Getting in Your Own Way? (A Marketing Insensitive)

If you are not seeing the sales and marketing results that you desire you might want to take a hard look at your communication style for both spoken and written communications. You could be getting in your own way. Think about your goal in every communication you have with a prospect or customer. Then look at how you communicate with that prospect or customer. Are you getting the looked for results?

The Sales Training Series: Sell Yourself Before You Sell Your Company

Research has proven that customers make five major buying decisions in the course of any major purchase. These decisions are always made in the same order. The first is whether to “buy” the salesperson—you. The second is whether to “buy” your company. Only after those two decisions are made will the customer seriously consider whether to buy your products.

Pricing Mortgage Leads

If you are a loan officer or mortgage broker on the market for internet mortgage leads, than many things will be of importance to you, including the cost of the lead.

How To Prospect Top Dogs And Put Your Sales Through The Woof!

This single strategy will increase sales revenues geometrically! In light of the downward move of our economy, most of the sales organizations in this country are scared spitless. I hate living in fear. Bet you don't like it much either.

The One Big Mistake You Don't Want To Make When The CEO Calls You Back

When executives call you back, be certain to steer clear of this temptation!

Six Things You Didn't Know You Didn't Know About Cold Calls

Powerful truths about your cold calling. Will you believe them, or hold on to false beliefs?

Persuasive Salespeople Are PEPPY

Best-selling author, keynote speaker, and sales management consultant, Dr. Gary S. Goodman shares one of the best formulas for closing sales, originally given to him by a college professor and founding instructor of Dale Carnegie.