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- Two Really Dumb Sales Questions
- Two Really Dumb Sales Questionsalternate decision maker questionIs there anyone other than you involved in the decision making process?RE: Two Really Dumb Sales QuestionsUsage comment regarding the last sentence in this graf:SMART ALTERNATIVE: “Whose numbers did you use to determine the budget?†This question, if answered honestly, tells you all...
- Discussion threads 2007-09-26
Additional Resources
- Goose Creek, S.C., Voters Support Sunday Alcohol Sales.
- By Tyees Douglas, The Post and Courier, Charleston, S.C. Knight Ridder/Tribune Business News Apr. 7--GOOSE CREEK, S.C.--Voters in this growing suburban city decided Tuesday that businesses with liquor licenses should be allowed to sell alcohol on Sundays, and they returned three incumbents...
- Research articles 2004-04-07
- Nine Perfect Sales Conversation Helpers
- Nine Perfect Sales Conversation HelpersConversation Helpers...I'm not sure whether this is what you have in mind, but it works. It's a prompter that some consultants use.Repeat the last part of what the customer says in the form of a question. (It's not really a question.) Here's how...
- Discussion threads 2008-05-15
- Sixty Seconds to Sales Success
- There are few silver bullets when it comes to achieving sales success. Here's one, and the best part is, that for most people, it will only take 60 seconds, because they won't get past the first question. This seriously valuable process comes from Greg Wingard, the...
- Blog posts 2008-04-30
- Why Sales Pros Hate Instant Messaging
- Why Sales Pros Hate Instant MessagingIM Has It's UsesFor the most part, I agree that many salespeople dislike IM. I attribute this dislike to the fact that most salespeople are slow to adopt any tool unless and until it proves to help them close more business.That said, one area...
- Discussion threads 2008-01-10
- QUIZ: Assess Your Sales Team's Culture
- Every sales teamn has a "culture" that defines how employees are supposed to behave. The easiest way to understand that culture is to examine the metaphors that team members habitually use. For example, sales reps who constantly compare business to a "battlefield" will react more vigorously...
- Blog posts 2009-07-09
- Can a Test Reveal Sales Talent?
- Can a Test Reveal Sales Talent?Sales TestsThe post is amazing because it colors the good and bad of testing. I will be upfront - assessments are my business, so I'm a bit biased toward their use. (Caliper is a competitor of ours but agree with everything Mr. Sweeney said.)...
- Discussion threads 2008-06-19
- Eddie Bauer Holdings, Inc. F4Q07 (Qtr End 12/29/2007) Earnings Call Transcript
- Question-and-Answer Session Operator Thank you. The question and answer session will be conducted electronically. If you would like to ask a question today, please press *1 on your touchtone telephone. If you are joining us on a phone that has a mute function, please make...
- Earnings calls 2008-03-31
- Nine Perfect Sales Conversation Helpers
- To move a sale forward during the initial conversations, you must keep the prospect engaged. As I pointed out in a previous post ("Better Questions=Faster Selling"), the best way to do this is to ask an open-ended question that moves the conversation forward and also...
- Blog posts 2008-05-15
- Get Kerri-Anne On Your Sales Team | BTalk Australia
- (7min 52) Advertorials are still a feature of daytime television in Australia. Do they work? Will a paid guest spot on Mornings with Kerri-Anne drive sales or devalue your brand? Bruce Potter is the Creative Director at Streetwise Advertising. On today’s BTalk Australia he gives Phil Dobbie...
- Blog posts 2009-02-16
- Are Sales Managers Truly Necessary?
- Are Sales Managers Truly Necessary?RE: Are Sales Managers Truly Necessary?QUOTE: keeping the BS off the troops so they can worry about doing their jobs.Oh, man, ain't that the truth!RE: Are Sales Managers Truly Necessary?I agree with the comment as far as it goes. However, it is a rare (and...
- Discussion threads 2008-10-06
- Two Really Dumb Sales Questions
- Your sales manager probably told you to ask these question of every customer, but every time you do, you're shooting yourself in the foot. The dumb questions are: Do you have the budget for this? Who is the decision-maker? Don't get me...
- Blog posts 2007-09-25
- Sales is essential, Marketing is not.
- Sales is essential, Marketing is not.High five!!!You hit it right hard on the head!! I love marketing but Sales is the only department that makes a company money!! Our job is tough and fingers start pointing our way when the numbers are down.You are right...I only care about my...
- Discussion threads 2007-07-20
- What Sales Technology Really Works?
- What Sales Technology Really Works?RE: What Sales Technology Really Works?1. Customer Relationship Management2. Cellular Telephone3. Electronic Mail4. Web Conferencing5. Instant MessagingTo be a professional in sales, you've got to have a system for staying on top of your prospects, customers, and commitments to both. That's why CRM is #1 (I...
- Discussion threads 2008-01-07
- General Motors January 2007 Sales Call Transcript
- Question-and-Answer SessionOperator Thank you. Ladies and gentleman, we will now proceed with the analyst portion of the question-and-answer session. Operator Instructions. One moment please for the first question. Our first question comes from the line of Robert Barry with Goldman Sachs. Please proceed with your question. Paul...
- Earnings calls 2007-02-01
- Sales Tips for a Downturn | BTalk Australia
- (14min 40) Sales coach David Penglase says economic hard-times will showcase great sales people and expose the ordinary. On today's BTalk Australia he gives Phil Dobbie five points to consider when selling in an economic downturn. And being the salesman he is there's a couple of bonus tips for good...
- Blog posts 2009-02-02
- Common Phrases that Scuttle Sales
- Common Phrases that Scuttle SalesRE: Common Phrases that Scuttle SalesI agree in the most part with what you state. However, the question eliciting agreement is an exception, in my opinion. The whole focus in establishing and expanding a relationship is to do with establishing and expanding agreement. Common viewpoints are...
- Discussion threads 2007-09-20
- Should Sales Run the Company?
- Should Sales Run the Company?Is it thoruoghbreds led by donkeys?Maybe this is an example of a total failure to understand how to both manage and motivate a salesforece.A very old fashioned view is to target the sales team to maximise revenue if you do then its is the management focus...
- Discussion threads 2008-01-22
- Common Phrases that Scuttle Sales
- The quickest way to damage a budding customer relationship is to use trite phrases that make you sound like a B2B sales rep. Don't get me wrong... there's nothing wrong with being a sales rep, but if you sound like one, it lessens your ability to achieve rapport and...
- Blog posts 2007-09-20
- Should Sales Run the Company?
- This question keeps coming up, so I'm going to answer it. Let's start with the basics: The only reason a for-profit business exists is to make profitable sales. Read that last sentence three times, because there's an entire MBA's worth of business...
- Blog posts 2008-01-21
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