Archive › July, 2005

Know Who You’re Talking With

I don’t know about you, but I sometimes find it fascinating to listen in on other people’s telephone conversations, at least the half of the conversation I can hear. I was sitting idly in the office recently when my partner took a phone call from a salesperson. I knew it was a salesperson because after […]

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Measuring Up to Success

How do you measure up? Are you as good as you could be? Do you even know how good you could be? Here’s a way to find out. Research studies on self?monitoring show that people who monitor what they do often become better at it. I don’t know why it works, but research shows that […]

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Stop Selling on Price

The price objection is the curse of every salesperson’s life and yet, as sales managers, we do little to help our people deal with it effectively. Despite what we seem to believe, unless you’re involved in transactional or commodity-type sales where price is the be-all and end-all, price is NOT the primary factor in the […]

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Monitoring Sales Activities

Want to get your salespeople making better quality sales calls? Easy! Get them to monitor their sales activities and start keeping statistics. I’m not talking about call reports here; I’m talking about monitoring the types of calls they make and the results they get. Sales happen as a result of activities, the right kind of […]

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