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Lessons in Selling – The Land Of The Salesman 22 Aug 2013 | 07:58 pm
America was discovered by a salesman. Columbus was looking for India, missed it by 12,000 miles and still went home reporting he had “found it,” so he obviously wasn’t a navigator. But was he really a...
Selling Lesson: Engage in Client Attraction 12 Aug 2013 | 09:45 pm
Client attraction is where you build the top-end of your sales pipeline, zeroing-in on the most lucrative prospects for your business. You don’t have to reach everyone in this step, just those who mee...
Sales Lesson: How Smart are Your Customers? 18 Jun 2013 | 01:54 am
Several years ago a client asked for a copy of our contract and then asked me to come back 2 days later so he could give me his feedback. When I returned for the second visit he handed me the contract...
Sales Lesson: 5 Tips for Better Introductions By Bill Cates 14 Jun 2013 | 07:51 pm
Here are five critical things I believe you should do to turn a referral into a quality introduction. 1. Learn as much as you can about your new prospect. Ask the powerful questions, “What’s going on ...
Three Strategies to Attract More Prospects By Kendra Lee 10 Jun 2013 | 07:44 pm
Ten years ago, most sales people had no idea just how vital the Internet would become to prospecting. In today’s world, it’s as important as email and cold calling. But are you taking the best advanta...
One Idea to Set More Appointments By Bill Cates 28 Apr 2013 | 05:00 pm
Referrals aren’t the end game are they? They are a means to the end – a new client or customer. Are you going beyond referrals? Are you turning your referrals into introductions? Are you converting th...
Sales Strategies: No Girlfriends 25 Apr 2013 | 06:00 pm
A relative once owned a dairy farm in Michigan and related this story to me. The dairy farm was prosperous and they milked upwards of 150 cows a day. The whole farm was as updated and modern as the te...
Do you have the right personality for sales? 23 Apr 2013 | 05:00 pm
Of all the topics I have written about over the years, none gets more of a reaction than the question of sales personality. Whether it is in my blog, on LinkedIn, or in discussions around my books, no...
Sales Tips: The ABC’s of Selling 19 Apr 2013 | 07:30 pm
I love the movie Glengarry Glen Ross. It’s tough times for the Chicago Real Estate office. Blake (played by Alec Baldwin) challenges the sales team to a contest. The prizes? 1 st place gets the Cadill...
Sales Tips: Social Media as the New Cold Call by Mike Krause 17 Apr 2013 | 05:52 am
One of the hottest sales trends these days is to use some form of social media as the cold call generator. The reasoning is why spend time and money making cold calls when the plethora of social media...
