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Pounding Vs. Scratching for Sales

Wed, 4 Jun 2008 14:24:27 -0400

A frustrated, angry person was determined to retrieve a power tool from a former friend whom he had loaned the tool to many months earlier when they were still respectful of one another. Harsh words and strained feelings had multiplied many times ove
Source: Idea Sellers

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Mindless, Wandering Salespeople

Sun, 4 May 2008 19:43:53 -0400

Bob Hope, one of my all-time favorite entertainers delivered one of the greatest and most memorable movie lines ever spoken in this clip from the 1940 movie The Ghost Breakers. Wearing his signature straight face, he presented his comic interpretati
Source: Idea Sellers

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Rich Selling Opportunities Exist Now

Thu, 24 Apr 2008 02:23:09 -0400

Call it a recession or a declining market. Make excuses if you must. Regardless, what the economy is currently presenting to us is actually an unprecedented sales opportunity; that is if you are not allowing the nay-sayers to ruin it for you. To coin
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There Are Many Salespeople; So Why Choose You?

Sat, 12 Apr 2008 01:19:38 -0400

When considering their specific needs and all of the available suppliers competing for their business, why should a company call you to remedy their current situation? What makes you stand out in the crowd? What makes you special and worthy of their
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Are your Sales Growing Despite the Times?

Sat, 5 Apr 2008 15:30:19 -0400

Sales as both a career choice and a personal skill-set requires the development of specific techniques, ongoing personal development, the expansion of our comfort zone, confidence, persistence, patience, gut-level instincts and unlike most other prof
Source: Idea Sellers

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Sales Is Not a Four Letter Word

Sat, 22 Mar 2008 17:43:38 -0400

Obviously, for anyone with rudimentary spelling skills, sales is not a four-letter-word. What is the point, you ask? The stereotyped image of the slick-talking used-car salesman is often what people outside our profession imagine when they think of s
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Finding Sales Success in a Recession

Sat, 8 Mar 2008 17:00:50 -0500

The debate is on whether we actually are in or still approaching a recession. If you have been reading the newspapers and watching the news, then you know that our economy is in a tailspin. The news is leak with each new day revealing another economi
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Sales Lessons From Floyd's Barber Shop

Wed, 5 Mar 2008 21:03:06 -0500

Is there anyone who does not enjoy the Andy Griffith Show and the fictitious town of Mayberry? Could it be the best known place in America? The timeless town of Mayberry has forever defined Smalltown, USA. One of the things that I particularly en
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The Happiness Factor

Sat, 1 Mar 2008 17:38:28 -0500

Alex Shalman has designed an interesting project which he has designated the Happiness Project. It began with a series of interviews with thirty four individuals and has extended its realm to include a number of bloggers and writers who answer five q
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Sales Article Featured on Salesopedia

Tue, 26 Feb 2008 22:08:22 -0500

My recent article, "Selling: An Effective Conversation," is this week's featured article on the sales mega-site Salesopedia! Articles, podcasts, advice, materials to advance your sales career as well as a host of sales publications and serv
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Will Your Sales Plan Deliver Results This Year?

Mon, 25 Feb 2008 11:30:00 -0500

Seth Godin gave some timely and prudent advice for real estate agents in a recent post. His hard-hitting advice is actually quite relevant to every salesperson and entrepreneur who would listen. He pulled no punches and as usual, had a great deal of
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Sales Road Less Traveled

Fri, 22 Feb 2008 13:26:04 -0500

In his classic work, The Road Not Taken, poet Robert Frost presents the case for making decisions, often where such choices may challenge conventional thinking. He provides introspection upon the choices we make daily and how these decisions compile
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Sales Force of One

Mon, 18 Feb 2008 12:44:52 -0500

Leave it to Scott Ginsberg to some up with a video sales training winner. In this 3-minute entertaining and informative video, Scott convincingly professes the validity of your sales efforts, even if you are the only salesperson for your company of o
Source: Idea Sellers

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Subway Now Understands Viral Sales

Fri, 15 Feb 2008 14:09:17 -0500

Subway's commercials have created quite a buzz in both sales and marketing communities as well as in the general populous. I googled the term "subway commercials" and the number of references came back at over 250,000. There are forums and
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Tags: sales, selling, jared, sales training, improve selling skills, daniel sitter, subway commercials

Superior Selling Skills Mastery News

Fri, 15 Feb 2008 13:46:39 -0500

Please forgive this blatent self-promotion, as I am quite excited to announce that my lastest book, Superior Selling Skills Mastery is available on Amazon.com featuring a revised back cover which now includes the testimonial endorsement received fro
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Selling With Superior Customer Service

Tue, 12 Feb 2008 12:14:34 -0500

My APC backup power supply (UPS) decided to malfunction a mere 6 months after I purchased it. As a higher capacity model, I expected greater life and performance than initially furnished. I have purchased many of their UPS devices in the past and hav
Source: Idea Sellers

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Sales Performance and Responsibility are Both Yours

Sat, 9 Feb 2008 18:38:19 -0500

Recently, I read the following amusing and relevant business story: At their annual conference, the manager of a dog food company asked his sales team how they liked their new advertising program. "Great!" they replied, "it's the best
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Can LinkedIn Increase Your Sales?

Mon, 11 Feb 2008 21:06:00 -0500

As a self-professed technophobe, using social media such as LinkedIn is not second nature to me. I force myself to experiment with these new mediums knowing that ultimately they'll have an impact on the selling profession - even though I'm still uns
Source: Selling to Big Companies Blog

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Sales Ideas from World-Class Coaches

Fri, 8 Feb 2008 15:51:00 -0500

The Elite Advisor has pulled together an ebook featuring an all star cast of world-class sales coaches. In it, you'll find these excellent articles: Salesperson or Trusted Advisor?, Bill Bachrach But I Could Never Sell, Bob Burg The Brand Called
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Teleseminar: The Power Principles

Sun, 3 Feb 2008 16:28:00 -0500

When: Thursday, Feb. 7th, 2 pm ESTPrice: $79/person, register As a seller, you have one the most lucrative jobs in business today. You're in complete control of your own destiny. There are no limits to your success – except yourself. In this aud
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Need Help Cold Calling?

Thu, 31 Jan 2008 14:34:00 -0500

If so, check out this Cold Calling teleseminar by Wendy Weiss, The Queen of Cold Calling. She's good. In fact, I invited her to speak at the Sales Shebang conference I recently launched for women in sales. When: February 5th at 4 pm ETCost: Free,
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Beyond Value: How to Become Invaluable to Your Customers

Mon, 28 Jan 2008 15:12:00 -0500

As sellers, we're continually told to sell value and to let our prospects know about all of our value-added services. After all, that's how we're going to win the sales. Right? Not necessarily. Value is relative. It's in the eye of the beholder. So
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Catch Me, If You Can

Fri, 25 Jan 2008 17:49:25 -0500

That's the name of this excellent new ebook by Ardath Albee of Marketing Interactions. In my opinion, Ardath is one of the best voices out there today on how marketing can nurture leads till they're ready to hand off to sales. She "gets it"
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Changing the Game: The New Rules of Sales Engagement

Tue, 22 Jan 2008 09:33:04 -0500

Date: Thursday, January 24Time: 2 pm ETPrice: $79/person In this teleseminar, I'll be sharing critical strategies you must embrace to be at the top of your game in today's crazy business environment. Specifically, you'll discover: What the Price of
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Survey for Professional Services Businesses

Sat, 19 Jan 2008 12:15:00 -0500

RainToday.com is conducting its next benchmark research report on pricing/fees in accounting and professional service businesses, and they need your help. They're requesting 20 minutes of your time to share how you go about pricing your services. Wh
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Check out The Go-Giver

Thu, 17 Jan 2008 09:52:00 -0500

My friend Bob Burg has written a powerful little book entitled The Go-Giver which was just released. This book is a parable about a salesperson who's really struggling right now. To get his mojo back, he seeks guidance from an older & wiser cou
Source: Selling to Big Companies Blog

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What Sales Really Needs from Marketing

Tue, 15 Jan 2008 18:50:00 -0500

On LinkedIn today, Bob Apollo posted a question about "problem marketing." It's been a pet peeve of mine for an eternity. In fact, that's why I wrote this ebook last year. To be successful, Marketing needs to work hand-in-hand with Sales.
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You Are Not a Catalog. . . You Are a Salesperson

Fri, 8 Feb 2008 05:51:47 -0500

In a retail store, how a salesperson approaches the shopper can determine if there is the shopper is engaged, or if the shopper chooses to be a browser. Jack Mitchell, author of Hug Your Customers: The Proven Way to Personalize Sales and Achieve Ast
Source: Skip Anderson's Selling to Consumers Blog

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Shock Your Manager

Tue, 5 Feb 2008 10:15:05 -0500

Many managers think that their employees only care about themselves. Salespeople can be high maintenance, always asking for more, more, more and always lobbying management for this or that. Why not do something nice for your manager? Let's say the f
Source: Skip Anderson's Selling to Consumers Blog

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The Greatest Asset?

Mon, 4 Feb 2008 08:38:18 -0500

Many companies give lip service to the statement, "Our employees are our greatest asset." But few of those companies treat them like they are. As a manager with direct reports, you should celebrate your employees' employment anniversaries. I don't j
Source: Skip Anderson's Selling to Consumers Blog

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Use Jott Instead

Thu, 31 Jan 2008 12:49:15 -0500

Have you ever been out and about and wished you had a note pad to write down a thought while it was at the epicenter of your consciousness? Maybe it was something like, "Get Pam a birthday card." But memo pads aren't accessible while you're at the co
Source: Skip Anderson's Selling to Consumers Blog

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Details

Mon, 28 Jan 2008 18:15:10 -0500

Details are important. In the selling profession, and in website addresses. One morning few weeks ago, I registered our main Selling to Consumers website with hittail.com. This is a nifty website that tells you where the traffic on your website is
Source: Skip Anderson's Selling to Consumers Blog

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Free Sales Training from Skip Anderson

Thu, 24 Jan 2008 17:52:18 -0500

I will be teaching "The Art and Science of [Ethical] Selling" at Macalester College's EXCO (Experimental College) in Saint Paul, Minnesota. It starts in February 2008 and is FREE! This is an amazing way for Twin Cities residents to take complimentary
Source: Skip Anderson's Selling to Consumers Blog

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Fantasy vs. Reality

Wed, 23 Jan 2008 11:34:51 -0500

Fantasy: My prospects love me.Reality: Customers only care about themselves. Fantasy: I'm a "people person," so I'd be good at sales.Reality: People who develop sales skills are good at sales. Fantasy: I work smarter, not harder.Reality: Working ha
Source: Skip Anderson's Selling to Consumers Blog

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Proactive Selling

Thu, 17 Jan 2008 07:33:45 -0500

Some salespeople are reactive. They react to questions from customers. They provide information that the prospect requests. They take their cues from the prospect. But wildly successful salespeople are proactive. They lead prospects through a buyin
Source: Skip Anderson's Selling to Consumers Blog

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When To Close

Wed, 16 Jan 2008 06:02:25 -0500

Despite all that's been written about the importance of closing the sale, there is still a massive army of salespeople out there who don't take proactive action to bring about a prospect's agreement to purchase. Someone recently asked me when a sales
Source: Skip Anderson's Selling to Consumers Blog

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Two Goals from Seth Godin

Tue, 15 Jan 2008 09:42:22 -0500

In Seth Godin's blog, he tells a story about customers at an Apple Store in New York who care. It's a good story, and at the end, Seth writes: "If no one cares, you've got trouble. Goal one is getting people to care. Goal two: listening to the
Source: Skip Anderson's Selling to Consumers Blog

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Viral Sales and Social Networking

Thu, 7 Feb 2008 13:41:28 -0500

Alli, the new over-the-counter brand of prescription drug Xenical from Glaxo-SmithKline, gets it. Their marketers understand the emergence and importance of social networking as a new media marketing tool, as evidenced in their latest commercial.
Source: Idea Sellers

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Tags: social networking, viral marketing, sales, selling, selling skills, daniel sitter, viral sales

Sales Lessons From The Super Bowl

Tue, 5 Feb 2008 12:48:51 -0500

Super Bowl XLII was much more than a mere championship football game, it was a battle of titans, of teams of gladiators in search of their dreams. The Patriots were on a path of a fabled perfect season, to make the record books with what would appea
Source: Idea Sellers

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Superior Selling Skills Win Kicking Spot

Mon, 4 Feb 2008 13:08:25 -0500

Ryan Doerr, a Katy, TX high school senior and champion kicker, punter and receiver on his school's football team, is not in the habit of accepting "NO" for an answer, both on and off the playing field. Despite his successes, he did not att
Source: Idea Sellers

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Huge List of Productivity Tips Revealed

Fri, 1 Feb 2008 19:55:00 -0500

Productivity is one of the key components to operating a successful business, as are financial management, goal planning, sales skills, marketing strategy and others. Ben Yoskovitz began collecting expert productivity tips from a variety of business
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Age of Conversation for 2008

Wed, 30 Jan 2008 13:02:43 -0500

Drew McLellan and Gavin Heath's creative ingenuity have combined to announce the advent of Age of Conversation 2.0 for 2008! Their "carnival of content" is sure to be an exciting compilation and a orthwhile endeavor. The following is
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Losing Sales? Try Following up

Mon, 28 Jan 2008 12:58:52 -0500

I heard a disturbing statistic this weekend; one that should not be occurring, especially in the realm of professional sales. Entrepreneurs lacking selling experience and training may make this costly mistake more often than seasoned sales pros, but
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Selling is an Open Communications Channel

Fri, 25 Jan 2008 01:07:46 -0500

Yesterday I had the opportunity to work with two very experienced process control engineers as we prepared for and then participated in a lengthy meeting with a panel of technical managers at a large manufacturing company. Each of these knowledgeable
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Sales Lessons From The Apprentice

Fri, 18 Jan 2008 21:16:37 -0500

Watching the Apprentice on television last evening proved to be far more than solely an entertaining experience. Knowing in advance that Gene Simmons, the self-proclaimed god of women, would take charge over the female celebrity group, I could not r
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Tags: sales, selling, trump, apprentice, sales training, gene simmons, selling skills, daniel sitter

Flush Away Your Selling Issues

Wed, 16 Jan 2008 13:58:16 -0500

Baggage is fine for carrying-on short flights and overnight car trips, but nagging personal baggage can paralyze your sales efforts. What do you carry around with you that is constantly weighing you down, limiting your flexibility and holding you bac
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The Selling Strength of Influence

Sun, 13 Jan 2008 17:32:28 -0500

I was recently struck by a comment made by a panelist on a television news program. He made the statement to the fact that it was a weakness for candidates to hire advisers who were less intelligent than themselves. He felt that the candidate should
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George Carlin - Modern Man or Salesman

Sat, 12 Jan 2008 21:23:46 -0500

George Carlin, in one of his incredible displays of writing and oratory talent, delivers a superb monologue entitled the Modern Man, from his Life Is Worth Losing DVD. As I listened to him perform, it became clear to me that he easily could have been
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Ideas Sell

Wed, 9 Jan 2008 15:08:37 -0500

All great sales and marketing strategies begin as a fertile idea. Entrepreneurial spirit, creativity and fresh ideas go hand in hand. My new Idea Sellers logo reflects this thinking. The "swooshes" capture and highlight the words "Ideas Sell" in an e
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Old Sales Message is a New Sales Message

Mon, 7 Jan 2008 14:43:26 -0500

Xerox Corporation is one of the most widely recognized brands in the world. Most of us tend to use the generic term "xerox" both as a noun and a verb when speaking of the copy or duplicating process. We say "please xerox that and send
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