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Essentials of Selling

Improving Sales Performance Using a CRM?

One of the reasons I like sales is because it is all about performance – you either get results or not. There is nowhere to hide. Every day, week, month, and quarter salespeople report performance results – good or bad. Is one of the keys to improved sales performance the use of a customer relationship

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Advanced Selling Concepts

Is It Hard to Buy What You Are Selling?

Are you in a business where you have numerous competitors? If your answer is “yes” here is something to consider: How difficult is the buying process from your customer’s perspective? It surprises me how some companies make it challenging for a prospect to buy their product or service. What’s more, the situation might be that

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Essentials of Selling

Managing Your Sales Pipeline

I recently came across this piece of advice – if you have five minutes to get out of a sticky situation, you should spend three minutes figuring out how to get out of it, and two minutes doing it. This suggestion illustrates the value of having a plan and executing it. Yes, over the years

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Essentials of Selling

Three Strategies to Motivate Your Sales Team to Take Ownership

In my previous article, “Think Like an Entrepreneur,” I outlined the benefits that result when salespeople think and act like owners of the business they represent.  One of my readers commented that “it is easier said than done to get salespeople (or employees in general) to act like owners.” I completely agree with my reader;

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Essentials of Selling

Are Your Sales Being Derailed By a Rule Maker?

What can a salesperson do when he realizes that a rule maker manages the business he represents? What do I mean when I say that a rule maker manages the business? It means that over time, an empowered manager implements unnecessary rules to curtail the company’s expressed service and to lower expectations on delivered goods

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Essentials of Selling

Increasing Competency

There is a business model rooted in psychology generally known as the four levels of increasing competency. No doubt you are already familiar with this concept, but you may be interested to learn how it applies when training someone how to perform any job. The actual origin of the ‘conscious competence’ learning theory is uncertain

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Essentials of Selling

Where Are All the Salespeople?

No doubt we all agree that there is an absolute shortage of qualified salespeople today. Why is this the case?  Moreover, why are a significant number of new-hires not reaching minimum performance standards, thus causing high turnover rates?  What can your company do to improve the success of recruits and at the same time increase

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Advanced Selling Concepts

On Your Mark, Get Set, Sell!

My wife and I recently went to a fast-casual restaurant that we had never visited before. We looked at their online menu beforehand to see if they had anything special that we might like to try. So, we stopped in around dinnertime to give it a try. The first thing that got our attention was

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Essentials of Selling

The Audible

It is certainly true that I use a lot of sports analogies in my writing and sales training. I like using them because in sports it is all about process, learning, practice, and execution. So here I go again. During a football game the quarterback approaches the line of scrimmage, he has already called the

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Essentials of Selling

The Exception

Throughout the years I have encountered the unrealistic prospect. You know the type that I am referring to – the individual that believes his situation is unique and he is the exception to the “norm.” Behaving as if one is the exception involves all aspects of human behavior and affects decision-making. It influences the thought

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Essentials of Selling

Think Like An Entrepreneur

Every company, small or large, needs increasing sales to stay in business. Knowing how to sell things to potential customers is of utmost importance whether you are a business owner or the salesperson. In many ways, being a salesperson is like being an entrepreneur, and interestingly, many great entrepreneurs have gotten their start in sales.

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Essentials of Selling

Selling is Complicated

I have noticed that in recent years basic sales training is on the decline and that most salespeople are not taught to understand how a prospect thinks when purchasing a product. Generally speaking, selling is the “influencing people” business. To be successful, you must understand what motivates a prospect to buy your product or service.

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Advanced Selling Concepts

Decisions, Decisions, Decisions

Like many individuals, I enjoy reading books on a variety of subjects, but especially ones regarding sales concepts or business ideas. However, this one (originally published in 1984) got by me, and if it also got by you, I strongly urge you to read the book, Influence: The Psychology of Persuasion, written by Robert B.

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Essentials of Selling

Four Traits of Sales Success

In professional and collegiate football, there is always talk about how fast a player can run 40 yards. Why? In the book America’s Game: The Epic Story of How Pro Football Captured a Nation, author Michael MacCambridge writes about the origin of the 40-yard dash.  “Intent on building a fast team, [Paul Brown in the

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Advanced Selling Concepts

Declining Occupancy in Good Times?

Since 2012 we have happily seen a steady increase in the value of most residential real estate and equity prices. Because of these positive economic factors, consumers are feeling wealthier and spending more. We can debate the reasons for the increases. It could be that people are gainfully employed and feel good and that feeling

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Improving Performance at Point of Sale

Increase revenue and decrease customer acquisition costs by enrolling in the R3R1 sales training program. Learning the R3R1 formula will give you better sales results – it is that simple.
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