Article analyzes a real call and 5 clear actions one can take to keep the customers calm and free of upsets.
Question and answer format to often asked questions and generally unavailable in other sales resources. Practical sales strategies on being effective in sales etiquette and protocol.
(Excerpt from Professional Selling book) Covers techniques and timing of when to use this with someone effectively. Developing a repertoire, practicing and then applying it to the right prospects.
(Excerpt from Professional Selling book) Simple and efficient ideas to reduce and handle paperwork the first time.
(Excerpt from Professional Selling book) This article illustrates some of the common pitfalls of cold calls. It explains how salespeople can avoid them to be more effective in gaining clients and getting the appointments.
(Excerpt from Professional Selling book) Provides a simple method and tool to systematically organize, track, and complete follow-up calls in a timely manner.
(Excerpt from Professional Selling book) Effective and practical "step by step" actions to take in asking for client referrals.
Using a humorous story to illustrate, this article gives you several effective pointers to help you get through to your sales prospects on the telephone.
(Excerpt from Professional Selling book) Gives the critical guidelines by which to code prospect lead cards and use this same process to divide call-backs to maximize potential business.
(Excerpt from Professional Selling book) Provides a self-test to assess key attributes of sales performance. The test allows you or others to complete the assessment of success factors.
Shows the importance of understanding non-verbal communications such as body language and tone of voice. Gives examples of these areas and suggestions on how to improve your non-verbal communications.
(Excerpt from Professional Selling book) Provides practical tools and coaching to reduce resistance and counter customer concerns on sales calls.
(Excerpt from Professional Selling book) Delves into four key attributes to being a successful salesperson. Identifies the attributes and how to build and create sales success.
(Excerpt from Professional Selling book) Illustrates the four primary personality styles and what motivates each one. This information allows you to adapt your sales presentation to each type and make more sales.
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