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Will Turner Articles
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Intent Versus Content - Click To Read Article Marketing and sales materials need to be focused on the prospect. Evaluate whether your copy hurts or helps your efforts. Overcoming The Fear Of Cold Calling - Click To Read Article Most salespeople hate to cold call. Learn how to let go of your fear so that you can move forward more confidently. Stop Telling - Click To Read Article Don't spend your time "telling" a prospect about all the great things you can do because "telling ain't selling." Learn to engage your prospects with the right questions and the sales will follow. Stop Wrestling Alligators - Click To Read Article This article highlights how to get out of a reactionary "fire fighting" mode and gain control of your time. Leave Your Marketing Materials At Home - Click To Read Article Marketing materials don't sell. People do. Closing Techniques Are Bogus - Click To Read Article Using closing techniques will actually harm your closing ratios. Obstacles, Egos & Motivation: Lessons From The Italian Alps - Click To Read Article Sometimes we are our own worst enemy. The Paradox Of Value - Click To Read Article Create value and sales will take care of itself. Be An Expert - Click To Read Article You can become a great salesperson by becoming an expert in your field. Stay Out Of Vendorville - Click To Read Article Avoid falling into some typical salesperson traps and being treated like just another vendor. Don't Be A Stella - Click To Read Article By not pointing blame or playing victim, you will realize more success. Are You Wasting Sales Leads? - Click To Read Article There's a simple three step process you can use to take advantage of your sales leads. It Turned Horribly Wrong - Click To Read Article You may drive customers away by what you do or don't do after the sale has been made. The Magnetic Mindset - Click To Read Article There are 23 key characteristics that set great salespeople apart from all their counterparts. These traits make up a magnetic mindset. It's this mindset that attracts others. What's Your Bull's Eye Market? - Click To Read Article You will be more successful in sales if you go beyond niche marketing to a singular focus - Bull's Eye Marketing. So, What Do You Do? - Click To Read Article Creating a compelling response to the age-old question, "What do you do?" will improve your networking and sales results. Shut Up And Sell More! - Click To Read Article You don't sell by talking. Learn to truly listen and your prospects will buy. Are You Confident Or Cocky? - Click To Read Article Salespeople need confidence. They don't need cockiness. Test to see whether you're confident or cocky. How Much Wood Should A Woodchuck Chuck? - Click To Read Article Being busy, like a woodchuck, is not the same as being productive. Learn six things you can do to close more sales and make better use of your time. Five Steps To Motivating And Retaining Great Salespeople - Click To Read Article As a sales manager or business owner, you can focus on these five steps to motivate and retain your top performers. Ordinary To Extraordinary Is Easier Than You Think - Click To Read Article Each of us can take our service and our relationships to an extraordinary level. We simply need to find the little things that will set us apart and provide value. Make Training Stick - Click To Read Article To get retention and application out of sales training, you have to make sure you incorporate a process that will get you the right results. Lessons From A Marathon Runner - Click To Read Article There are poignant lessons learned from running a marathon that we can apply to reaching our potential in our careers, as well as in the rest of our lives. Going Beyond Needs Discovery - Click To Read Article Buyers don't buy on needs, they buy on emotions. As a salesperson, we must dig deeper with our questioning and understanding of a prospect to get to what truly matters. Following Up With Impact - Click To Read Article You meet someone at a networking event. They may be a potential prospect or referral partner. What can you do to follow-up with impact? What can you do that makes them want to help you? What's Your Void-Factor? - Click To Read Article Take this quiz to see what kind of impact you have on your clients and prospects? Score Big At Your Next Trade Show - Click To Read Article Follow these three simple rules to make more contacts and more sales from working trade shows. Iiiicckkk!!! - Click To Read Article Have you ever met a slick talking salesperson that gave you the creeps? Make sure that you don't fall into some typical salesperson behaviors that will turn your buyers off. Put Away The PowerPoint - Click To Read Article Do you ever use a PowerPoint presentation for that big sales call? Don't lull your buyers into a comotose state or get stuck not addressing the most pertinent issues to the decision-makers in the room. Enough Talk - Click To Read Article Talk is cheap and it doesn't get things done. Move beyond talking and start doing by incorporating these five strategies. What's Your Loyalty Quotient? - Click To Read Article Are your salespeople (or other staff) loyal to you? Find out if you have a dedicated team or if you're in danger of losing your staff to the competition. Does The Opposite Sex Drive You Crazy? - Click To Read Article In sales, you can't communicate the same to men and women. Learn how to adapt your style to better connect to the opposite gender. Superman Is Dead - Click To Read Article Learn the lessons that Christopher Reeve taught us in life and how he became a true "super" hero. Don't Fake An Orgasm - Click To Read Article In Consultative Sales Approaches, we're taught to say and do things that can backfire on our success. Learn how to be authentic and watch your sales grow. Give Me A Hand - Click To Read Article What does your handshake say about you? Learn how to interpret and give a handshake that will improve your odds of making a favorable first impression. If I Could…Would You? - Click To Read Article Most salespeople ask questions of prospects that cause their prospects to back off. Learn how to ask "information" questions that will lead to more sales. How To Beat The “I’m In A Room Full Of Strangers” Anxiety - Click To Read Article Do you ever feel anxious going into a networking event when you don't know a soul? Learn some simple strategies that will transform you from a wallflower to a master networker. Urgency Is Currency! - Click To Read Article Getting more done can be a challenge. Learn how to pick up the pace and get more done with a few simple strategies. Excuses, Excuses, Excuses - Click To Read Article Condition yourself to eliminate excuses from your mindset and open up a world of possibilities. Handling "I'm Not Interested." - Click To Read Article Get to the truth and uncover the true objection when dealing with a prospect who's putting you off. Do You Suffer From Paper-itis? - Click To Read Article Do you get bogged down with too much paper? Are you a stacker? Learn ways to get more organized and get rid of your paper piles. Five Feedback Rules For Great Coaching - Click To Read Article Learn the five steps to give good feedback to your salespeople. What Are You Waiting For? - Click To Read Article Challenge the things that are holding you back so you can reach more of your potential. Seven Simple Ways To Prioritize - Click To Read Article Learn seven easy ways to prioritize all the things you need to do so that you can stay focused and effective with your time. The Biggest Marketing Mistake & How You Can Avoid It - Click To Read Article Learn what you need to do to avoid the biggest marketing mistake. An Octopus On Roller Skates - Click To Read Article Learn how self-discipline can keep you from flailing. Do You Have Fleas? - Click To Read Article Learn how to move forward and not let little things get you distracted and off course for reaching your goals. Do You Have A Commodity Mindset? - Click To Read Article Learn how to engage your prospects on value and eliminate price objections. Three Minutes Can Make Or Break The Sale - Click To Read Article Learn how to be relaxed and confident so you can make a favorable first impression with a new prospect. Replace Your Thank You Cards - Click To Read Article Thank you cards may be sending the wrong message. Learn how to make subtle changes that will keep your relationship on a peer-to-peer level. Three Steps To Customer Loyalty - Click To Read Article Make sure you do these three things to create raving customers who will give you undying loyalty. Maximize Your Windshield Time - Click To Read Article Use your travel time more effectively to increase sales. The Three Deadliest Mistakes Sales Managers Make - Click To Read Article The top mistakes that sales managers make and how to avoid them. Just Five Minutes...A Bunch Of Hooey - Click To Read Article Asking for five minutes of a prospect's time is deceptive and shows sales incompetence. How To Close 80% Of Your Prospects - Click To Read Article Traditional sales methods and closing techniques don't work. Build valuable relationships by asking the right questions and watch your closing ratios soar. Pay Attention To Your Top Ten - Click To Read Article Your top ten clients are critical for building repeat business and referrals. Information Versus Ammunition - Are You Asking The Right Questions? - Click To Read Article Most salespeople ask the wrong questions and they ask them the wrong way. They apply pressure to their prospects without meaning to which results in fewer sales. Learn how to ask the right questions the right way to build relationships and understanding without sounding like a typical salesperson. Stop Reaching For The Low-Hanging Fruit - Click To Read Article Time spent on poor-fit clients will keep you from focusing your sales efforts more effectively. Seven Signs That Its Time For Change - Click To Read Article Are your sales habits getting you the results you want? Here are seven signs that you need to change what you're doing and how you're doing it. Interview With A #1 Salesperson - Click To Read Article Learn the keys to success from a salesperson who is the top in her field. Cash In On Your Expertise - Click To Read Article By becoming an expert in your field, you will attract more and more buyers. Learn simple steps to improve your "expertise" status. Being Interesting Is Overrated - Click To Read Article You'll sell more by being "interested" than being "interesting." Overenthused And Undercapitalized - Click To Read Article Your sales and marketing success depends on your business model. There are three main business models and what you sell and how you sell it is dependent on having a plan and process that is alignment with your model. Six Rules For Doing Proposals - Click To Read Article Do you ever do proposals for prospects? If you do, follow these six rules to dramatically increase your odds of getting the deal. Four Simple Steps To Higher Productivity - Click To Read Article Follow these four steps to be more productive with your time. Asking For Referrals May Backfire - Click To Read Article You can actually do more harm than good by asking for referrals. Learn why your referrals-asking tactics may be all dried up. Like this article? Share it with your friends
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