Sales Managers: DO YOU CARE About How Well Your People Handle Inbound Leads?

I’ve been doing a cold calling campaign to increase my consulting business and to refine my training materials, and it’s nothing less than exhilarating. You might wonder why someone like me, a best selling author of classic titles such as YOU CAN SELL ANYTHING BY TELEPHONE! and REACH OUT & SELL SOMEONE would bother making his own calls. Practice makes me better, I can tell you that. Moreover, when I immerse myself in cold calling, my scripting abilities soar, and of course, I make a lot of great sales! One of the best questions I ever crafted is: DO YOU CARE? You're going to have to try this one!

Power Pointers for Story Selling

Nothing disarms and invites an audience in more than humor. We are instantly drawn to people we think are funny. We enjoy listening to humorous individuals and hearing what they have to say. Humor grabs attention, creates rapport and makes a message more memorable. It can also relieve tension, enhance relationships and motivate people.

How to Increase Your Confidence

People are constantly looking for someone to help direct them in their lives and to assist them in making the right choices. Demonstrating confidence in everything you do will spur others to put their trust in you.

Managing an RV Sales Lot

It is not easy to manage and RV sales lot because the sales lots are so large and people can easily come up and start walking around and you may not even ever see them on the lot. Many times these customers will have lots of questions, but they may feel it emanated to walk up and ask questions because they may not appreciate the high-pressure sales tactics which are so often used by recreational vehicle sales people.

Sales Management for Bicycle Shops

Any owner of a bicycle sales shop will tell you that the number of customers who come into the store goes in spurts. Sometimes you may have very few customers in the store and other times you may have 10 or more customers barraging you lots of questions. Without an adequate salesforce be bicycle shop will lose sales and yet if you have too many salespeople on the floor then it looks intimidating for those people who are casually shopping for bicycles.

Sales Management Training

Sales management is an integral sub-system of marketing management. It translates the marketing plan into marketing performance. Sales management is described as the muscle behind marketing management. Sales management in a modern organization holds a multitude of responsibilities. Sales managers have to plan, direct and control the personal selling effort of the firm. A sales managers task do not stop with the achievement of sales quotas. He or she is also responsible for bringing in required profits.

Why Not Take The Sales Quiz To see How You Are Doing?

Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz.

Sales Managers: When Should You Fire Your Best Salesperson?

There are just some topics that you shouldn’t bring up in polite company. I could name them, but I’d be out of line. Yet I can’t resist speaking about this one topic of special relevance to sales managers everywhere. When should you fire your BEST salesperson? This is a question that comes up more than you might think, though it is as taboo to openly ask as “When is the boss going to croak?”

How to Keep Your Prospects On Track

Following are some simple guidelines to keep your speech and verbal packaging on the right track.

Your Management Style

Only one of the four styles of Sales Management gets great results. Which one are you?

Are You in the Car Business? Stop Fixing the Same Problems

It's always about selling more cars and making more gross, isn't it? Fix the problem the first time.

Return on Investment

One university professor chose names at random from a telephone directory, and then sent these complete strangers his Christmas cards. Holiday cards addressed to him came pouring back, all from people who did not know him and, for that matter, who had never even heard of him.

Don’t Wait Until It’s Too Late To Work On Your Sales Turnaround

I’m doing a sales turnaround assessment and planning project right now for a company that’s lost a large percentage of it’s sales in the last year. The CEO has come to us and asked us to help him devise a strategy to quickly get revenues back up to their previous levels. The company is losing money and while it has scaled back on it’s employee headcount and other costs, it’s still struggling to get close to breaking even. The company needs an immediate sales fix.