A lot of people over the last few weeks have been talking about “the best ways” to locate new customers and clients. A lot of people think that the strategies required have changed and that many of the old strategies don’t work anymore.
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Has Selling Changed? Is It Time For Out With The Old & In With The New?
Apr 25,2012 6 comments |
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The 6 Must Use Tools to Win in Today’s Sales World
Mar 14,2012 1 comments There has been a lot of talk on how sales has changed. Sales 2.0, The Challenger Sale, the cold call is dead, etc have all permeated the sales world narrative over the last year. In spite of the incessant chatter about sales changing, it hasn’t changed. Customers still makes decisions the same way. [click to read more]
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Sales – Is It Still a Game of Numbers? You Do the Math.
Mar 12,2012 1 comments Have you ever had a sales slump? If your business is not just taking orders and you constantly need to find new sales opportunities you probably have had at least one. Its the time when you simply don’t seem to get enough sales closed. This can last a week but it could also last for months. [click to read more]
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5 things that keep you away from sales slumps
Mar 09,2012 1 comments Have you ever had a sales slump? If your business is not just taking orders and you constantly need to find new sales opportunities you probably have had at least one. Its the time when you simply don’t seem to get enough sales closed. This can last a week but it could also last for months. [click to read more]
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Selling Off the Clock [Video]
Mar 07,2012 0 comments Do you know that your next sale can come at any time? Are you ready to grab it? Watch this video by Scott Ginsberg and learn to sell off the clock.
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8 Questions You Need the Answer to Before you Can Close the Deal
Mar 06,2012 2 comments Closing the deal doesn’t have to be hard. It starts with building a solid relationship with the people who will make the decision, clearly understanding their needs, matching your offering to their needs to show them the fit, providing your offering for a fair price and asking for the business. [click to read more]
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Why Salespeople Should Write and Present Individual Business Plans
Mar 02,2012 8 comments I’ve recently customized individual business plan templates for several client sales teams. It is surprising how few sales organizations ask their people to draft annual sales (business) plans. [click to read more]
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When to Close [SOLD TV Video]
Mar 01,2012 1 comments Do know when the best time to close is? John does! This week he will share how you can identify specific "signs" customers display during the sales process that tell you they are ready to moving into what John refers to as the "closing zone".
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5 Ways to Qualify Your Leads
Feb 22,2012 10 comments All sales leads are not created equal. In sales, we can spin our wheels working on the wrong leads, wasting valuable time barking up the wrong tree. Here’s how to save time by narrowing in on your target customer. |
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Stop Losing Sales, Part 1 [Video]
Feb 16,2012 1 comments Lost any sales lately? Sucks doesn't it! But just because you lost the sale ... DOES NOT mean you have to lose! Yes, that is right. John shares how you can "profit" from almost all sales and all selling relationships, regardless of whether a customer buys from you. Sounds too good to be true, but it is. Watch and see for yourself.
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The Gap in Sales - What We Know vs What We Do
Feb 13,2012 1477 comments Over at Focus.com, Focus Expert Bruce Brien asked a great question about the prevalent lack of sales call preparedness, which is supported by research. Bruce cites buyer surveys from IDC for 2010 suggest that sales people are ill-prepared for the meetings they conduct... [click to read more]
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3 Reasons Why Salespeople Should Never Assume
Feb 10,2012 1 comments No matter what side of the deal you are on, whether you are prospecting for new business or delivering on an account that you’ve already secured, the most destructive thing you can do as a salesperson is to be presumptuous with your customer. [click to read more]
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Selling in the Economic Crisis, Part 2 [Video]
Feb 09,2012 3 comments This week, John continues sharing his TOP 10 tactics for selling in the economic crisis. These tactics come directly from his latest best selling book and are guaranteed to help all salespeople close more sales, more often during the economic crisis! So, if the economic crisis has caused your sales volume to drop or if recently you are having a harder time closing sales . . . dont miss this weeks episode of SOLD.
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Why Your Customer Doesn’t Like Your Price
Feb 08,2012 2 comments You’ve had what you think is a great sales call. You feel you’ve done everything correct, and you are certain the customer will soon say “yes” to your offer. [click to read more]
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8 Secrets of the World’s Most Successful Business People
Feb 08,2012 1 comments It’s a question most of us have asked ourselves: What makes successful people so, well, successful? It’s tempting to think that those at the top of the ladder know something the rest of us mere mortals don’t... [click to read more]
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5 Signs You’re a Bad Salesperson
Feb 06,2012 4 comments Our experience in talking to buyers and clients has brought it home to us that there are some bad salespeople out there. When I say ‘bad’, I don’t mean that they are corrupt or nasty; just inept and poorly-skilled. Buyers have their top-5 ‘hates’ when it comes to what sales people do or don’t do. [click to read more]
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Take Time Out To Get Ahead
Feb 03,2012 1 comments I remember the first time I ran a half marathon, I took off from the start line and ran, no pre-run strategy, no game plan, I just took off, and at about the 16 KM mark, I ran out gas and dragged myself to the finish line. While I still had a respectable finish for a 50 year old former smoker, I also knew there had to be a better way. [click to read more]
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Selling in the Economic Crisis, Part 1 [Video]
Feb 02,2012 2 comments Has the economic crisis caused your sales volume to drop? Are you having a harder time closing? Let John help you this week. Direct from his latest best seller, John shares 10 tactics all salespeople can use immediately to help them close more sales, more often during the economic crisis!
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Everyone is Looking for a “Deal”
Feb 01,2012 1 comments When money is tight, people have tendency to look for “added value” and “deals” to justify or incent them to spend money. This strains business owners as they cope with the concept that they have to adjust their pricing downward... [click to read more]
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Avoiding the Activity Trap
Feb 01,2012 3 comments Many salespeople make the assumption that activity leads to results. “As long as I’m doing something,” they argue, “results will come.” This is a mistake. It’s the best way to get stuck in the activity trap. [click to read more]
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featured experts
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John Von Achen has become a legend when it comes to helping individuals and organizations achieve their maximum performance More »
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Jason Forrest one of Training magazine's Top Young Trainers of 2012, Jason Forrest is an expert at creating high-performance sales cultures through complete training programs. More »
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Lien Brusselmans Lien now is working as Marketing Manager at Engagor, an online tool for social media monitoring, analytics and engagement More »
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