Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/6315/Question-Testing.html http://www.evancarmichael.com/Sales/6315/Question-Testing.html Questions are the key to sales success. Creating the right questions is a process, the more you mater it, the more productive you will be. http://www.evancarmichael.com/Sales/6315/Objections--Rejections.html http://www.evancarmichael.com/Sales/6315/Objections--Rejections.html The only way to avoid rejection in sales, especially cold calling, is not to do it. If you can't afford not to do it, you need to learn how to manage the rejection and leverage it to move your sale forward. http://www.evancarmichael.com/Sales/6315/The-Happiness-of-Pursuit.html http://www.evancarmichael.com/Sales/6315/The-Happiness-of-Pursuit.html In sales the pursuit is the thing, real sales people enjoy the process as much as the outcome. Of course if you are not getting the results, it is hard to like the process. http://www.evancarmichael.com/Sales/6315/Success.html http://www.evancarmichael.com/Sales/6315/Success.html Success is not an abstract concept, it is something that can be planned, and executed, you just need to focus on the right elements. Here are some core components if you are in sales. http://www.evancarmichael.com/Sales/6315/Dialling-for-Prospects.html http://www.evancarmichael.com/Sales/6315/Dialling-for-Prospects.html Despite all the chatter, cold calling is still a part of any B2B sales approach. But as technology and buyer expectations change so must the way sales people cold call. http://www.evancarmichael.com/Sales/6315/Selling-in-the-NOW-Economy.html http://www.evancarmichael.com/Sales/6315/Selling-in-the-NOW-Economy.html There is a lot of chatter out there about the great downturn in the economy and its potential impact on you and me. In the sales world, there are a lot of articles popping up all over advising all on how to sell in economic downturns, recession proof selling, five key things to do in a down market, 3 must haves to protect your sales when the sky is falling and a lot more. http://www.evancarmichael.com/Sales/6315/Running-the-Sale.html http://www.evancarmichael.com/Sales/6315/Running-the-Sale.html I am more than sure that I am not the first to make the linkage between sports and sales and how one is greatly analogous to the other. Like most I tend to relate to it through the sport I know which is running, just like my friend who was a competitive swimmer in his youth, so he draws on that. At my age I do not run competitively, and because of that, as with my selling, it is an endless process of continuous improvement. http://www.evancarmichael.com/Sales/6315/Success-by-Choice.html http://www.evancarmichael.com/Sales/6315/Success-by-Choice.html Every month we diligently publish our newsletter presenting ideas, techniques, as a means helping sales professionals sell better. Add ours to the thousands of other fine newsletters appearing each month, hundreds of books published, webinars, blogs and multitudes of other sources of sales advice available. Yet despite this wealth of quality advice and techniques, consistent application and results continues to be an unattainable goal for many. http://www.evancarmichael.com/Sales/6315/Selling-to-Procurement.html http://www.evancarmichael.com/Sales/6315/Selling-to-Procurement.html Even during the best of times procurement or purchasing specialists are a reality sales people would rather not deal with. As the economy tightens and companies reexamine their spending, reclassify things in terms of crucial or discretionary, the role of these professionals becomes even more critical and frequent. They make more decisions in a vacuum where value is a distant second to price, Procurement Specialist wield more power than ever before. http://www.evancarmichael.com/Sales/6315/TRIPLE-Your-Sales.html http://www.evancarmichael.com/Sales/6315/TRIPLE-Your-Sales.html Increasing sales is not as difficult as some would have you believe. The hard part is committing to a process and having the discipline to stick with it no matter what hurdles may appear. This article presents some specific steps that will help you achieve that.