Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/4565/How-To-Sell-With-Confidence.html http://www.evancarmichael.com/Sales/4565/How-To-Sell-With-Confidence.html When it comes to selling, it's important to assess situations, present our value proposition and seek a commitment confidently. But where does this confidence come from? And more importantly, regardless of how confident we tend to be, how can we increase our confidence level so as to bring about added success? http://www.evancarmichael.com/Sales/4565/Balancing-Your-Sales-Presentations.html http://www.evancarmichael.com/Sales/4565/Balancing-Your-Sales-Presentations.html The best sales presentations contain the right mix of information flow and interactivity, and are uniquely balanced to best fit audience interests, needs and priorities. However, while this approach might seem straightforward, people on the listening end frequently report a high percentage of presentations are woefully out of balance... http://www.evancarmichael.com/Sales/4565/Whos-In-Charge-of-Your-Sales-Calls.html http://www.evancarmichael.com/Sales/4565/Whos-In-Charge-of-Your-Sales-Calls.html We all strive to take control of the sales calls we make, hoping to comfortably lead each conversation to a productive conclusion i.e., closing or advancing the sale. But many sales people struggle to articulate exactly how they go about controlling their sales calls. How might you answer the question? http://www.evancarmichael.com/Sales/4565/The-Most-Important-Communication-Skill.html http://www.evancarmichael.com/Sales/4565/The-Most-Important-Communication-Skill.html People tend to think about the greatest communication skill in terms of speaking, a-la the "gift" of gab - but researchers and experts agree, eloquence and verbal skills are not the most important when it comes to good communication. However, the most important, and most frequently-used communication skill is also the one at which most of us struggle. Here's a summary of challenges and three key steps for taking corrective action... http://www.evancarmichael.com/Sales/4565/Ask-All-to-Buy.html http://www.evancarmichael.com/Sales/4565/Ask-All-to-Buy.html Based on Arthur "Red" Motleys famous fifteen-word definition of the selling process, this article focuses on closing sales. As you'll see, there's more to it than simply asking for the order! http://www.evancarmichael.com/Sales/4565/Your-Weekly-Team-Meeting.html http://www.evancarmichael.com/Sales/4565/Your-Weekly-Team-Meeting.html Your organization can experience significant gains by running effective team or sales meetings. However, if these meetings are poorly executed, it's only a matter of time before your workforce considers them to be non-productive, unnecessary or even unpleasant; in which case, certain opportunities will be forever lost! So, the first step is to assess the quality of your organization's meetings... http://www.evancarmichael.com/Sales/4565/What-Makes-You-Different.html http://www.evancarmichael.com/Sales/4565/What-Makes-You-Different.html What is the one thing your business or organization has that none of your competitors have? Over the past five years we have asked a great many people in all types of organizations this simple question; and while the answers initially vary, they all ultimately agree that there is only one true and sustainable differentiator... http://www.evancarmichael.com/Sales/4565/Remind-Me.html http://www.evancarmichael.com/Sales/4565/Remind-Me.html How often must we remind our customers of the value we bring to the table? Is a once-per-year reminder sufficient? How about twice per year? Three times? Most people agree that, ideally, they'd like to "remind" their customers many more times each year; in fact, they say they'd like to keep a reminder of some sort in front of their customers as frequently as possible. This leads us to a few critical questions... http://www.evancarmichael.com/Sales/4565/Performance-Management--Balancing-the-Rearview-Mirror.html http://www.evancarmichael.com/Sales/4565/Performance-Management--Balancing-the-Rearview-Mirror.html A strategically balanced performance management plan is a key component of effective sales management. The most successful approach is one in which we "balance the rear-view mirror... that is, an approach that consists of analyzing past activities and results as well as taking preemptive action steps and strategies that can impact future results. http://www.evancarmichael.com/Sales/4565/Business-Meetings-that-Work.html http://www.evancarmichael.com/Sales/4565/Business-Meetings-that-Work.html "When I die, I hope it's at a meeting."