Resources

4 Resources for

pam lontos

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BNET Resources

How To Ask More Questions To Sell More Prospects: From the executive summary: ‘During a sales process, the more prospects talk the more they think they are in control and safe. They remove their own self-imposed barriers by talking. By asking questions, the seller has a sharing atmosphere rather than a selling one. When questions are correctly used, the...; Tags: Prospect, Sales Process, Pam Lontos, Sales Strategy, Sales; White papers 2003-01-01
Setting Goals To Increase Sales: From the executive summary: ‘Too often managers push their sales staff to sell more when actually they could achieve much more if they got them to want more. The salesperson fueled by a burning desire to achieve his or her own personal goals sees more people, works harder and closes...; Tags: Salesperson, Quota, Pam Lontos, Sales Strategy, Sales Force Management, Sales; White papers 2003-01-01
Dealing With Rejection: From the executive summary: ‘Rejection is never as pleasant as acceptance, but it can be handled positively. In the sales process, the need is to react positively to rejection. One should view rejection as a part of success rather than the end of the world. Everyone gets rejected. Rejection is...; Tags: Rejection, Pam Lontos, Sales Strategy, Sales Force Management, Sales; White papers 2003-01-01
10 Strategies For Dealing With Objections: From the executive summary: ‘Without objections the salesperson would be out of a job. Instead of a sales force, companies would have one or two people taking orders as they were phoned in by already convinced buyers. Since objections are so important to a sales job, it is critical that...; Tags: Strategy, Job, Salesperson, Pam Lontos, Sales Strategy, Sales Force Management, Recruitment & Selection, Sales, Human Resources, Workforce Management; White papers 2003-01-01