Category:
Are Your Salespeople Really Listening?
September 26, 2007
Many sales managers encourage their teams to increase prospecting activities by knocking on more doors, making more calls and so on with the goal of improving sales results.
I believe that the same results can be achieved by improving the skill levels in two keys areas – closing the sale and farming of existing accounts.
With effective [...]
Fatal Mistakes Made in Sales Presentations
September 14, 2007
Earlier this week I was attending a business meeting and a friend told me of an experience she had had with a vacuum cleaner salesman.
My friend was contacted under the guise of a telephone survey to check on allergies and health. After the survey she was contacted again with an offer of a “free [...]