Paul Johnson Articles

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Leads Prospects and the Huge Gap Between

What is a lead, and what is a prospect? Avoid confusing leads with prospects, and you'll make more sales. Get marketing and sales using the same language to improve teamwork and results. Definitions of leads and prospects you can use.

What Sales People Need in a Down Economy

Selling can't slow down just because the economy does. Learn how to protect your business from economic disaster by helping your sales people get the one thing they need to sell in a down economy.

Consultative Selling is Classic and Classy

When you want to truly serve your buyer yet optimize your opportunity to make the sale, Consultative Selling may be the right approach for you. Review this article to decide for yourself if your selling priorities align with those of this timeless and effective sales system.

Consultative Selling Won't Fill Your Pipeline

This Consultative Selling article explains the role of this sales method in pipeline management.

Consultative Selling Solves the Puzzle Your Product Can't

Often the nature of your offer provides prospects with a puzzle they can't solve. This Consultative Selling article shows how your sales approach can make you a star.

Consultative Selling Fills an Important Gap for Buyers

Choosing the optimal selling system is highly dependent on the nature of your buyer. Read this Consultative Selling article to understand the gap that buyers need you to fill.

Consultative Selling Addresses the Need Buyers Never Admit

Your prospects will be eager to buy when you proactively address the hidden need identified in this Consultative Selling article. Ignoring this need will cost you sales.

The Farce Called Sales Training

Most sales training isn't really sales training at all. Put an end to the lie that knocks salespeople off track and causes them to stop listening to the customer. Learn a simple way to make sure your sales training has proper focus.

Selling is Baseball Backwards

Baseball sure is a backwards game, at least compared to the game of selling. Make sure your approach to sales isn't backward so your sales team can score more often.

100 Commission Equals Zero Percent Control

Straight (100%) commission plans do a great job of shifting performance risk to the salespeople. While the company may think it is eliminating risk, it may actually be taking on a bigger risk that could threaten the life of the company itself.

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About the Author: Paul Johnson

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Paul Johnson is Trouble Breaker #1 at Shortcuts to Results LLC. Paul enables clients to find and use business shortcuts that generate double and triple digit performance improvement. Clients like ADP, AutoNation, Nortel Networks, and Akzo Nobel enjoy more revenues, more productivity, with more simplicity, and more confidence. Contact Paul at 888-320-7719, and visit www.shortcutstoresults.com
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More from Paul Johnson
100 Commission Equals Zero Percent Control
Consultative Selling Wont Fill Your Pipeline
Consultative Selling Addresses the Need Buyers Never Admit
Consultative Selling Solves the Puzzle Your Product Cant
Leads Prospects and the Huge Gap Between

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