Sales

Aug 18 2003
There are four pillars to closing in our industry. Many salespeople leave out one or two and that greatly hampers their ability to get as many sales...
Jul 22 2003
Having enough leads allows you to attract and keep great salespeople. Nothing increases recruiting results like being able to say, "We provide the...
Jul 22 2003
During the course of a year, this industry sees many changes in standards and regulations. Some of them create quite a challenge for water treatment...
Jul 15 2003
As many of us wonder when the economy will make its massive turn around, others of us feel that maybe this will be as favorable as it gets for a long...
Jun 19 2003
The most profitable things you can do for your company are recruiting, training and managing great salespeople. As I work with dealers around the...
May 20 2003
There has been a big change in how we view entertainment, and it may be costing you sales. It all started with video camcorders. With the advent of...
Apr 24 2003
All of nature has its cycles of birth, maturity and death. Just as spring becomes summer and finally turns to winter, so we salespeople have a cycle...
Mar 28 2003
Prospecting is quite important to your career if you are in sales and to the company if you are in management. Often we get proficient at things we...
Mar 27 2003
With more and more marketing and sales professionals using e-mail to communicate with their target audiences and prospects, it has become...
Mar 27 2003
It is so important to educate the public, government agencies and, most of all, the consumer media. We need to let them know that we are accessible...
Mar 11 2003
I am surprised at seminars when people tell me they hire their salespeople as 1099 independent contractors. We do not recommend this for business and...
Jan 31 2003
I love my job. The thing I like most about it is the opportunity to travel the country and see great salespeople trying great ideas. I learn...
Dec 16 2002
Selling ozone equipment or systems is no different than selling anything else. The following is an in-depth study guide for sales of various products...
Dec 16 2002
As you have read many times in this column, you have to be completely sold and very enthusiastic about your product in order to be able to sell. I...
Nov 19 2002
Most salespeople discover that you cannot sell all customers the same way. Some are interested in savings, some in service and some in status. Some...
Oct 22 2002
In our business, there really is unlimited money right under our noses. A few weeks ago, I was doing a seminar in Columbus, Ohio. I arrived early,...
Sep 20 2002
Our industry seems racked with questions about ethics when, in my opinion, its real problems are problems of selling skills. But many market areas...
Aug 27 2002
It might be worth your time this month to take a minute to really appreciate the business you are in. Sometimes we ask ourselves if there is an...
Jun 13 2002
I have discussed this before, but it is so important to sales success that I want to bring it to your attention again. When I speak at state...
May 21 2002
It’s one of life’s ironies that some of us spend so much to get the phone to ring and so little to turn those calls into appointments.   What’s the...