Don Mersereau Articles
Why Ratios are so Important - Click To Read Article
Many Salespeople and their Managers believe that sales is a game of numbers. To the degree that it is a game at all it is really about the relationship between those numbers-the ratios.
Who is a Prospect?-Throw the Ball - Click To Read Article
Everyone has a different definition of a Prospect. Most of whom I would call Suspects at best!
The Rule Of Thirds - Click To Read Article
I believe that sales and Sales Prospecting can be broken down into 3 distinct areas or thirds.
The Four Steps to an Effective Cold Call - Click To Read Article
One of the most-feared, and yet most effective, ways to develop business is the dreaded, and much maligned “cold call.” But, if you develop a consistent approach to your cold calls, you can overcome the fear of not knowing what to say or how to respond when the person on the other end of the phone actually answers!
More on Ratios – A Real Life Example - Click To Read Article
Ratios do more than let ourselves or our manager know what we are doing. They guide us to improve and they motivate us to greater success.
How to Get More Referrals - Click To Read Article
One of the questions I hear time and time again in my training sessions is this one: “How can I get more referrals?”
How to Ask for an Appointment - Click To Read Article
At my training company, D.E.I. Management of Ottawa, we teach salespeople to ask for a specific time and date when setting appointments. No exceptions! The idea is that you should build your prospecting call around when the appointment will take place, not whether it will take place.
Happy Stories - Click To Read Article
We have a great tool available to us in sales that for some reason we underutilize. It is the positive experiences of our customers.
Be Proud to be in Sales - Click To Read Article
Salespeople have many struggles to overcome. This profession can be both one of the most rewarding and difficult. One challenge shouldn't be belief in the value of sales itself.
Another Interesting Number - Click To Read Article
Those of you who have read any of my articles or been in a training session know I am adamant about tracking and learning from your ratios. I would like to share a story with you from my early days in sales.
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