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The 5 Traits That Customers Value

Customers want you to be the kind of person they can truly trust.<p>Customers want to buy great products and services, of course, but since they can probably buy those same products and services elsewhere, here's what they want from you, <i>personally:</i><p><b>1. Professionalism.</b><p>Customers want to do business with …

Customers

Help Your Team Make Smarter Decisions

You can't make all the decisions all the time. Here's how to get your team up to speed.<p>Every day, your employees are making decisions.<p>While some are more important than others, it's in your best interest to help them develop a strong ability to make good ones. How can you do that? Read on for a few …

Employment

7 Habits of Highly Effective Salespeople

The top sales performers have these activities in common.<p>A staggering amount has been written on how to be a good salesperson. A lot of it is great, but there's an easy way to cut through the clutter. Here are seven simple activities that, in my experience, consistently separate high-performing …

Customers

Ask an Expert: Cherish 'bread and butter' clients

Forgetting who got you where you are can doom the future growth of your business.<p><b>Q: My business has been a customer of a company for about a half dozen years. In the past couple years, this company has seen some rapid growth and as a result, I am now a small fish to them. They are about to lose my</b> …

How to Be a Better Conversationalist

Good Small Talk Makes Us Likable, But It's Easy to Get Rusty—How to Avoid Dominating and Being Dominated in a Conversation<p>Jason Swett still cringes when he remembers the party in Atlanta 10 years ago, where, drink in hand, he tried "to impress the local Southern belles," he says, by talking—nonstop.<p>…

Grocery Stores

10 Beliefs of Top Salespeople

Successful people share these beliefs, regardless of whether they actually work in sales.<p>A while back, I had a conversation about "having the right attitude " with Tom Black, author of "The Boxcar Millionaire." He gave me a list of personal beliefs that he's observed in top salespeople. Here's that …

Success

6 Basic Steps to Landing a Sale

Whether you're B-to-B or B-to-C, you won't master the sales process without these six steps.<p>To say that making a sale is important to business is like saying oxygen is a vital component in breathing. Sales is the crux of business whatever its size and scope -- unless perhaps you’re a mammoth social …

Selling

9 (Free) Ways to Dazzle Your Customers

It doesn't take much time or money to truly blow customers' minds. Here are a few ideas.<p>Lee brought three lattes to our table. He put one cup down, made eye contact with each of us, and asked how we were doing today. Then he stopped as three customers met his gaze. He smiled and chatted for about …

Customers

10 Things Leaders Must Learn to Do

You can get away with a lot and still make it in this world, but there are some corners you simply can't cut.<p>Business leaders don't exist in a vacuum. Success is always relative to the competition. You may have a great product, service, concept, strategy, team, whatever, but if it doesn't rise …

Leadership

3 Reasons Most Presentations Fail

Make your sales presentations more compelling and interesting.<p>When sales presentations and pitches fail, it's almost always because the presenter made one of these three basic (and fortunately correctable) mistakes, according to Dean Schantz, CEO of DNA Field Branding:<p><b>1. Presenting Too Much</b> …

Schadenfreude

Just Be Real: 8 Tips to Sell More Effectively

You're not in an infomercial, so stop acting that way on sales calls. Here's a better approach.<p>When was the last time someone shouted "buy, buy, buy!" at you and you went ahead and bought whatever it was the lunatic was trying to sell you?<p>That's what I thought. Force is not an effective sales …

Selling

A Great Product Means Little Without Great Salesmanship

Want to grow your business? Be prepared to "become obsessed" with being a great salesperson, says one successful entrepreneur.<p>You may believe your business is fundamentally about the product or service you're offering. Think again.<p>"If you are really serious about entrepreneurship, if you are really …

Entrepreneurship

Best Career Advice: Learn How to Sell

If you really want to succeed, learn to sell yourself, your ideas, and your products.<p>No matter what career you're planning, there's no smarter move than learning how to sell.<p>That's especially true for entrepreneurs. You may have the greatest idea in the business world, but if you can't sell that …

Selling

5 Basic Principles of Selling

The essence of what I've learned in over a decade of writing about sales.<p>What is selling, really? Ask ten salespeople you'll get ten different answers. Ask ten executive, you'll get ten more. But what is selling, really? IMHO, selling can be boiled down to the following basic principles:<p><b>1. Selling</b> …

Selling

4 Traits of Sales Superheros

There are many different styles of selling. But most great salespeople possess these personality traits.<p>Today, I interviewed baseball Hall of Famer Johnny Bench. He talked about perseverance and never giving up. He talked about how the ability to focus under pressure has a lot to do with your …

Self-improvement

19 Things Every Salesperson Should Know

The essence of sales success distilled into a single, short list.<p>Over the years, I've listened to dozens of pundits and trainers explain what it takes to be successful in sales. Here's what they've told me, distilled to its essence:<p><b>1. How to research prospects and their industries.</b><p>Use the web to …

World Wide Web

12 Rules for Great Customer Meetings

Here's how to have a face-to-face customer meeting that moves an opportunity to the next step.<p>Sales great Brian Tracy once spent an hour with me one-on-one, coaching me on how to meet face-to-face with new customers. Here's a list of rules that emerged from that once-in-a-lifetime experience. Enjoy!<p>…

Customers

Turn Yourself Into a Star Sales Leader

You are a star salesperson. And after years of exceptional performance, you’ve just become the sales leader. How can you translate star sales performance into star sales leadership?<p>If you are like many sales leaders I’ve worked with your first impulse will be to try to clone yourself — that is to …

How to Take Your Company to the Next Level

By strategically sizing up the competition, you can help take your business to the head of the pack.<p>"I want to take my company to the next level."<p>I hear these words from CEOs all the time as they talk about their goals and dreams for their companies. When I push for the details, the conversation …

Business Strategy

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Marketing

What Your Best Salespeople Can Teach You

We recently blogged about the importance of knowing what characteristics (innate traits and abilities) and competencies (learned skills and knowledge) salespeople need to be successful. But how do you identify <i>which</i> attributes (characteristics and competencies) belong in your sales success …

Fixing Salespeople’s Biggest Complaint: My Territory is Too Small

If you spend much time around salespeople, it won’t take long before you hear them griping about the issue that is the profession’s biggest trouble spot: disagreement over the market potential of a group of accounts or a territory.<p>Consider just a few examples.<p>A regional sales director says: “The …

Are You Paying Enough Attention to Your Sales Force?

There’s a question all top managers should ask: How can I make my sales force, which is one of the biggest and most important investments my company makes, perform more effectively?”<p>There are several reasons that question is so important.<p><b>Sales forces are expensive.</b> Despite predictions by some …