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Listening Pays !!! - Click To Read Article
In a typical 60-minute sales call, a salesperson spends 30 minutes talking about products or services, 9 minutes asking questions ,and 12 minutes letting the customer speak. Clearly, not enough time is spent asking questions and listening to customers - the only way salespeople can learn what it will take to quickly close the sale.
TRADITIONAL SALES TRAINING LEADS TO DECLINE IN SALES - Click To Read Article
Industrial psychologist and sales researcher Neil Rackham reports in a study of over 1000 sales calls that sales results deteriorated after traditional sales training programs were implemented.
SALES MANAGERS: Eight ideas to boost short-term sales results - Click To Read Article
Effective sales management is key to boosting both short and long-term sales results. These eight ideas can provide short-term improvements and lead to sustained sales results.
Heightened Competition Driving Creative Sales Approaches - Click To Read Article
The information industry has recently surpassed the auto industry to become the world's largest industry-and everyone's scrambling to get into the act! Government and defense contractors are entering the commercial marketplace while new and evolving Internet technologies have spawned a whole new set of virtual companies competing for a slice of the pie.
Discounting: DON'T DO IT !!! - Click To Read Article
When you agree to discount a product or service, it can serve to lessen its value and, consequently, hurt your chances of getting the sale or profitable customer relationships.
Boosting Your Personal Sales Results: Getting A Pay Raise - Click To Read Article
Having that winning attitude, setting goals, listening to customers and acquiring new sales skills and techniques are key to getting an instant pay raise. So, are you ready to earn more money in sales?
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Craig Arnoff
(Visit Craig's Website)
Craig Arnoff holds Bachelor and Master's
degrees in Marketing, Finance and Business
Management. He is the author of
Cooperative Selling™ and Cooperative
Telephone Selling™, and has conducted
workshops for over 10,000 sales and
telesales professionals in the technology
and services industries. The firm, which
has been in business for 16 years,
specializes in helping clients boost sales
results via sales training, sales
management, coaching and consulting
programs.
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