Sales Gravy

DECEMBER 16, 2009

Ironically, when corporations bring me in to speak at conventions on how to boost customer retention, I often find that there’s been little or no professional training for employees about personal image.

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Sales Gravy

DECEMBER 16, 2009

Rather than describing yourself in terms of a generic label, you can instead refer to the ultimate benefit that you deliver. If you sell liability insurance for example, you could describe your service in terms of reducing risk for business owners.

Insurance 40

Insurance 40

Sales Gravy

DECEMBER 15, 2009

Stories about your personal experiences with your products or services give you tremendous credibility. When I bought a mountain bike at Ridley’s Cycle in Calgary, it wasn’t because of a brochure that described the bicycle’s features.

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Sales Gravy

DECEMBER 14, 2009

Years ago I heard the story of a 70-year-old woman who lifted a car off her grandchild and saved his life.

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Sales

Sales Gravy

DECEMBER 14, 2009

So what to make of weaknesses? Should we just throw in the towel and give up? NO WAY! We can win the war against weaknesses.

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Sales Gravy

DECEMBER 14, 2009

I am not offering specific steps a salesperson can do to alter a customer's behavior. Rather, I'd like to focus on the steps a salesperson must take in how they view their role in the sales equation.

Sales 40

Sales 40

Sales Gravy

DECEMBER 14, 2009

Ask direct, specific questions that require your prospect to either commit to what’s next, or that get your prospect to reveal that the sale might not go through (I know you hate to hear that, but it’s better to find out sooner rather than later).

Sales 40

Sales 40

Sales Gravy

DECEMBER 14, 2009

Body language, vocal pattern and vocal pitch principles apply to the negotiation phase of the sales process as well. Conveying a negative message during negotiations could kill a perfectly good deal!

Negotiation 40

Negotiation Sales 40

Sales Gravy

DECEMBER 14, 2009

For years I’ve warned companies that this day would come. It had to. It was inevitable. The price of labor, raw materials, and overhead was going up. Eventually, those increases would have to be reflected in the price of goods and services.

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Sales Gravy

DECEMBER 14, 2009

Negotiation 40

Negotiation 40

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Sales Management

Sales Gravy

DECEMBER 9, 2009

As the economy struggles and household incomes fall, “mompreneurs” are picking up the slack. How can these busy, busy women win the constant battle for time? It’s all about making connections—and here are a few tips on doing just that.

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Sales Gravy

DECEMBER 9, 2009

It’s easy to connect with clients when things are going well. But when conflict arises, well, that’s when “connectors” truly earn their stripes.

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Sales Gravy

DECEMBER 4, 2009

Most of us are easily sidetracked by distractions disguised as work activities. When we have a clear understanding of where each activity fits into our priority hierarchy we know which to do first, second and third.

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Sales Gravy

DECEMBER 4, 2009

Discuss preferential treatment with the TCO suppliers. Purging high cost suppliers saves money. We thus have an economic motive to increase our spend with a low cost supplier. What’s in it for them?

Suppliers 40

Suppliers 40

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Sales Gravy

DECEMBER 4, 2009

Pretend that every single person you meet has a sign around his or her neck that reads, “Make me feel important.” This was the life philosophy of Mary Kay Ash, the well-known cosmetics mogul.

Meetings 40

Meetings 40

Sales Gravy

DECEMBER 1, 2009

Undoubtedly, the business owner is always the best sales person. It is very difficult to find a sales person who is as knowledgeable, passionate, and emotionally invested in your business as you are.

Sales 40

Sales 40

Sales Gravy

DECEMBER 1, 2009

I also believe that we all have choices in selecting those that are closest to us – our circle of influence. This applies to the business environment as well. We are extensions of our clients, and they are extensions of us.

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Sales Gravy

DECEMBER 1, 2009

I personally believe that the process of holding a core group of people responsible for revenue generation to grow an organization is antiquated. Instead, accountability should be pervasive throughout the organization.

Sales 40

Sales Organization 40

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Meetings