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Sales Tips

Attention to Detail: 4 Tips to Increase Your Income

    Attention to Detail: 4 Tips to Increase Your Income

Details are the finishing touch that bring back your customers for future business.  A colleague of mine manages nearly forty commission sales people.  The “best of the best” make huge

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Words and Phrases that Sell

    Words and Phrases that Sell

To persuade, motivate and influence you need to use the right words in your presentation and your presentation materials. To maximize your impact, try adding these words the next time

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The Secret to Handling Objections

    The Secret to Handling Objections

In my early years of selling, whenever I got an objection, my heart would sink, my stomach would go into turmoil, and my mind would shift into overdrive trying to

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The Telephone — Sales Tool or Club

    The Telephone —  Sales Tool or Club

Often when I suggest to salespeople that they do some telephone selling, a panicky look comes over their faces and you’d think that I’d suggested they pick up a hot

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Show the World You’re a Sales Professional

    Show the World You’re a Sales Professional

It’s been almost ten years since I last went on a rant about the sales “profession” and what we can do to make it even more professional. So, here I

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Dealing With the Long-Distance Buyer

    Dealing With the Long-Distance Buyer

No, I’m not referring to a prospect that buys long-distance telephone services. This is about the buyer who is out of reach, the one you can’t contact directly because he

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Predatory Pricing in a Competitive Market

    Predatory Pricing in a Competitive Market

During our recent TeleSeminar on Handling the (Dreaded) Price Objection, I was asked a really good question by one of

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Setting Price Expectations

    Setting Price Expectations

No one likes sticker shock, not you and certainly not your prospect. The last thing you want when you mention

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Fear Sells So Sell Fear

    Fear Sells So Sell Fear

Any marketing person will tell you that sex sells. Well, I’m here to tell you that sex doesn’t sell; sex

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Remove the Doubt and Make the Sale

    Remove the Doubt and Make the Sale

Here’s the scene. You want to buy a service from someone but you’re not quite sure if he or she

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Dress for Success

    Dress for Success

You only get one chance to make a good first impression and what you wear has a lot to do

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Know Who You’re Talking With

    Know Who You’re Talking With

I don’t know about you, but I sometimes find it fascinating to listen in on other people’s telephone conversations, at

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The Loneliest Job in the World

    The Loneliest Job in the World

This article is for those of you who have been in sales for some time. Those of you for whom

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Selling in Slow Times

    Selling in Slow Times

Every salesperson eventually falls upon slow times. Whether it’s a regular seasonal slump, marketplace readjustment, or economic downturn, it happens

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Beware of the Nibbler

    Beware of the Nibbler

If you’ve been in sales for any length of time, it’s highly likely that you’ve had a run-in with at

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Taking Your Prospect’s Temperature

    Taking Your Prospect’s Temperature

Why in the world would you want to take your prospect’s temperature? You’re not a doctor. Well, it’s not your prospect’s body temperature I’m suggesting you take. It’s your prospect’s

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