Tools
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Sales Management Checklist
Posted in Tools | 12 Comments
Leading a sales team is a complex pursuit with a single objective: to meet and exceed the sales objectives for the area you’re managing. The variables that can impact your success as a leader are tremendous.… Read more
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Closing Checklist
Posted in Tools | 21 Comments
Closing tends to be the most stressful action in the sales process for so many people - salespeople and prospects. Your responsibility as a sales professional is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion if both parties benefit - this includes, closing continually throughout the process. … Read more
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The 8 Objections
Posted in Tools | 34 Comments
It's the introduction of an objection that can spark a flow of information that can help you further qualify a sales opportunity and better understand the needs and current environment of your prospects. When companies and individuals have an objection to making a purchase, it's one or some combination of the following 8.… Read more
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Sales Goals
Posted in Tools | 13 Comments
Bottom line... Sales success is based on dollars brought in. There are certainly several additional organizational contributions a salesperson can (and should) make, but when evaluating a salesperson's value – sales results are primary. And results are best achieved when goals are formalized (no epiphany here). So don't wing it. … Read more
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Networking Guide
Posted in Tools | 4 Comments
Networking is about contact – contact with people. Nail these fundamentals and you'll make every networking experience you'll ever have a pleasure for you and for everyone with whom you connect.… Read more
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Time Management Checklist
Posted in Tools | 4 Comments
Time is money – money for you, revenue for your company. And we all have the same amount of it. Same days in a month, hours in a day, and minutes in an hour for everyone. It just seems to work better for some than others. It's your sales time. Manage it.… Read more
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Sales Presentation Checklist
Posted in Tools | 5 Comments
It's show time and it's about one thing – communicating the benefits of your product or service in such a way that prospects or customers want your solution to their problem now. Here's your checklist.… Read more
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Service and Follow-up Schedule
Posted in Tools | 9 Comments
It took you a lot to bring them in. Now it's time to keep them (and sell them more). Remember, prospects become customers and customers are prospects. Don't overlook the very activity that can make your job more enjoyable.… Read more
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The Account Review
Sales may be the only profession where even superstars lose more than they win. Sales is not a numbers game... sales is rocket science... and like all professionals, salespeople always test assumptions… Read more
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Customer Service Checklist
Posted in Tools | 2 Comments
Customer service is a sales opportunity... another opportunity to enhance your company's relationship with your prospects or customers. This is your guide to making it better.… Read more
