Don't Let Email Derail Your Sales Time Management
Today's guest article is from Audrey Thomas, a "Lean Office" expert who coaches & speaks on how to manage massive amounts of email, stay ahead of projects and To Do Lists, and become more intentional and productive at work. According to Audrey, "Every email is a decision waiting to be made."
Sales Motivation: Finding Our Own Keys to Success
It was a tough day. I'd been prospecting for hours with no luck and was pretty discouraged. You know - that "why bother" feeling that can stop you in your tracks.
Suddenly, a song popped into my head (you can listen to it here). It was one I'd sung at Young Life in high school.
[Video] Don't Miss the Meaning Behind Your Prospect's Questions
One of the most interesting things I've discovered early in my sales career was the importance of questioning my prospect's questions. I was selling technology at the time. Now I'm not a real tech guru myself, so I had my sales support guy with me. My prospect was peppering us detailed questions about our system's capabilities. Unfortunately, we couldn't do a lot of what he wanted. I felt the opportunity slipping away.
Get Maximum Impact From Your Sales Technologies
What sales tools do you use to open doors & close sales? If you’re concerned that you’re not getting the maximal impact from them, check out my interview below with Jonathan London, co-author of Using Technology to Sell. (Click to download one chapter.)
Ever since I’ve known Jonathan, I’ve been impressed with his depth of expertise regarding what it takes to “get the business.” I know you’ll get some golden nuggets from reading about his perspectives.
7 Paradoxical Sales Principles
Recognizing and acting on these 7 paradoxical sales principles is critical to your long-term success.
1. To win more sales, stop selling.
When people feel like they're being sold, they react negatively and put up barriers. Focus on helping your prospects achieve their business, professional and personal objectives – not making a sale.
Your Sales Credibility Will Be Demolished If You Do This
Little white lies will zap your sales credibility.
This email popped into my inbox just moments ago. Despite the friendly initial sentence, I knew she was lying. I'll explain how I knew below.
[Video] Understanding Your Prospect's 3 Decisions
Did you know that your prospect makes three very distinct decisions in regards to your product or service? And, did you know that each one requires you to utilize different skill sets and approaches? That's right. And, because most sellers don't know this, they make fatal decisions that literally destroy their ability to win the business.
Binders Full of Women (Sales Authors)
I’ve been collecting women sales experts for almost a decade. However, unlike Mr. Romney, no one handed me a binder full of them. I’ve found them through their excellent books, blogs, newsletters, websites & tweets.
Today I’m giving you a peek into my Women Sales Authors binder. (I hope you don’t mind if I start with myself!) If you pick up any one of the books below, you’ll learn a lot. I guarantee it!
Sales Lessons from the Presidential Debates
The presidential race is coming down to the wire. With just one more debate left, both President Obama & Governor Romney are battling for the few remaining "undecided" voters who could swing the election their way.
Who are these people? Right now, a lot of them are women. And, if you dig even deeper, you'll find that they're white, lacking a college education and on the edge financially. They also believe the country is on the wrong track.
The candidates need to appeal to this demographic at the same time they energize their base.