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4 Keys to Gett ng Past the Gatekeeper

In today’s fast-paced and virtual work environment, prospecting and getting to the decision maker has become a challenge. With the help of technology, the cold or the warm call has evolved to a strategic process. However, there are still some basic beliefs that you must have as you mentally prepare to make that call; get through the barriers; deal with voicemail; and talk to your prospect.

For More Sales Success, Ask the Right Questions

Asking the right question is always key to getting the right information. According to WIKI HOW, sales people spend too much time "pitching" and not enough time asking questions.

Close More Sales

As sales people, we would all like to close more business, more quickly, at higher margins. Unfortunately, we often do our closing activities at the final presentation and are met with put-offs or think-it-overs. If we find that we are running into stalls and objections after we’ve presented, we must recognize that we have laid inadequate ground work. In other words, it’s not the closing that is the problem. It is the opening and the process that followed.

Self Management for Success

A crisis is an event that is urgent and important. Crises require immediate response. Events that qualify for crisis management include September 11, 2001, the stock market crashes of 1929 and 1987, a child in the hospital, death and serious illness, the loss of your job. You get the idea.

11 Sales Lessons for Life

Does life teach us about selling or does selling teach us about life? No doubt, it works both ways. But the business of sales and those who find their careers in selling, are unique. Selling involves full engagement and the most successful salespeople agree that they never really leave it; that selling is in fact, a way of life.

You Are Today

One of the biggest mistakes made by companies and individuals is waiting until January to do business planning. By then the New Year has started and the effects of your efforts won't be seen for several months. By then you are behind.

9 Steps to Close More Sales

There are typically three things that salespeople want to know how to improve and these include (1) see more people, (2) manage their time better and (3) close more business.

Losing vs. Not Winning the Sale

If a salesperson doesn’t win a sale, then they must have lost it, right? Wrong. There is a not- so- subtle- difference between ‘not winning’ and losing. When a salesperson does ‘not win’ a sale, it indicates that there was something that the salesperson did not do to win the sale. He’s responsible for not winning. Losing the sale, on the other hand, sounds like something simply happened to him.

Guaranteed Sales Success in 2010

There are no guarantees in life or in selling. Yet we look for one each time we buy and so do our clients. Shouldn’t we, as salespeople, be looking for guarantees too? Guarantees that we will reach our goals? Regularly we witness great salespeople overcome the odds, the economy or the competition to be successful. Haven’t you always wondered how they do it?

What is the Single Biggest Motivator for Top Salespeople?

So, what is the secret to motivating top salespeople? This is the question that continues to challenge organizations and frustrate sales leaders. The answer to that question is not a secret. The single biggest motivator for top salespeople is their goal plan.

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About the Author: Tony Cole

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Tony has a lifelong focus on helping people and organizations achieve their personal best. As a former educator and university coach, Tony helped individuals learn how to improve their game not by ï¿½running fasterï¿½ but with significant and tactical behavioral changes. After 10 years in direct sales and sales management, Tony transitioned his passion for Extraordinary performance and began to ignite that fire with other firms in 1993. Anthony Cole Training Group has grown to be a leader in driving consistent and predictable sales growth with individuals and companies across the country. His blog is listed in Alltop and can be found at http://blog.anthonycoletraining.com/ Company website is www.anthonycoletraining.com. Call Tony at (877) 635-5371.
Click here to visit Tony's website.

More from Tony Cole
Sales Core Competencies
Consistent Sales Growth
Sales Mission Complete
4 Keys to Gett ng Past the Gatekeeper
Guaranteed Sales Success in 2010

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