AllBusiness.com - Sales Coach

If I Could Just ____, I Would Take My Business To the Next Level

Thu, 25 Jun 2009 09:05:00 GMT

This was a tweet on Twitter by Scott Ginsberg (known on Twitter as NameTagScott) I like the question, so instead of asking it further - which you can answer on your own - I'd like to talk about "part II" - what to do once you ...

Open So You Can Close

Mon, 22 Jun 2009 07:30:00 GMT

Why is it that so many salespeople choose to focus on learning new closing skills? I think they’re wasting their time. If you find yourself focusing on how you're going to "close" your customer, you may be making selling harder than it needs to be. When I work with salespeople, what I’ve found is that salespeople who focus on closing instead of opening are looking at the wrong end of the sales process. Here’s what I suggest they do instead.

Grow Business in Three Innovative Ways

Sat, 20 Jun 2009 09:35:00 GMT

In this economy we need to look at our business periodically with a fresh set of eyes. Recently I wrote an article about three ways to grow your business ...

Less than 100

Wed, 10 Jun 2009 02:35:00 GMT

As I left for school each morning, my mother would say goodbye to me. If I were having an exam that day she would add, “And don’t come home with less than 100.” Does that sound kind of harsh in today’s environment of warm and fuzzy self-esteem and self-expression? It didn’t to me. It was the beginning of my sales training.

Monday Video Sales Tip: Got Confidence?

Mon, 08 Jun 2009 07:30:00 GMT

This is a great reminder to focus on your confidence level. Yes, you might be a confident person - but are you confident of the value that you are offering with your product or service?

Sales Is Not a Numbers Game

Thu, 28 May 2009 05:25:00 GMT

There’s no democracy in prospecting. All prospects are not created equally. Some are more valuable than others. Why? Some are more likely to buy from you. Some salespeople kid themselves and waste a lot of time on some prospects while they should be focusing on others. Who should they focus on? The prospects with the most likelihood of buying from you. Here’s who these valuable prospects are.

Let's Meet

Wed, 20 May 2009 07:10:00 GMT

Next to "I'll buy" the words "Let's meet" are probably the most exciting words to a sales professional. Getting to hear those words from your prospects might be one of your sales challenges. I’ve been working recently with several clients on their appointment setting strategies. Here’s what works to get appointments.

Using Social Media to Support Sales

Thu, 14 May 2009 09:20:00 GMT

With great pleasure I heard social media and brand expert Steve MacDonald present to a room full of small business owners and entrepreneurs on how to leverage social media and use a megaphone (the web) to help get your message out ...

My Bad!

Wed, 13 May 2009 09:35:00 GMT

What happens when you make a mistake? You won’t be the first salesperson that does something you regretted later. It doesn’t have to be the end of the world. Here’s how to make lemonade out of lemons.

Be Open to Collaboration and Grow Revenues

Thu, 07 May 2009 11:35:00 GMT

Smart marketers and sales pros know NOW that you can't do anything big on your own. Many (myself included) have learned also that it does not take anything away from you to collaborate with someone else ...