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Image by National Media Museum via Flickr Sales is emotional, yet often we drive ourselves down into a funk. Several days of closing slump and we start beating ourselves up. This starts a counterproductive cycle of bad attitude, which leads to bad sales. Good sales start with a positive attitude. Let’s talk about how to [...]
Magical Sales Formula: 5-12 Contacts
Image by Getty Images via Daylife Everyone is looking for the sales silver bullet. Unfortunately, there are few short-cuts. Getting to “Yes!” is a skill that needs to be practiced and learned. The best practice is contacts, and lots of them. If there is a secret to selling it is he with the most contacts [...]
Return Every Call, How Many Sales Are You Blowing?
Image by Getty Images via Daylife I am continually amazed at the number of customers that go uncalled at the hands of sales people. The latest surveys from groups like Forrester and MarketingProfs indicate that still 40-60% of online lead inquiries never get contacted. If you are buying aged mortgage or debt leads this is [...]
Sales Training, Creating Buying Personas
Image by scimanal via Flickr Have you ever thought about who you are selling to? What makes them tick? What makes them different from others you sell to? What do they really need? Are there patterns? If you want to increase your sales production you should begin to segment, identify, and train against personas–creating scenarios [...]
Top 3 Sales Books You Should Read
Cover via Amazon There are literally hundreds of sales books, but what books should be in your library? A good sales person is someone who is constantly seeking to learn–about their craft, how customers think, and the world around them. Here are a few books that should be in every great sales persons’ library: Little [...]
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