Sales Management Articles
Sales management is attainment of an organization's sales goals in an
effective & efficient manner through planning, staffing, training,
leading & controlling organizational resources.
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....
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The Best Information Comes From Short Questions
If you want to actually learn something about the customer's needs, you will get there quicker by asking short questions... allow the customer to do all the talking and they'll tell you their goals and will reveal a level of information you need, to determine how to best serve them....
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Are you writing sales negotiation emails like prospecting emails?
It's critical that folks recognize when the switch from prospecting to negotiating is occurring, and subtly change their writing style....
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Six Ways to Lead Your Sales Team Through Tough Times
The recession is technically over, however, sales teams are still facing more competitors going after the same projects, price pressures or the new competitor, prospects doing nothing. There is an old saying, “character not tested is no character at all.”...
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Your Customer's PIR: Price Investment Ratio
If your customer can't see the return on investment, they won't invest - they won't pay the price you want to get... help frame their expectations......
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Suggestion Selling
You can sell more products to your customer aside from the item that they are currently buying. This is possible through suggestion selling......
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Are You Giving Away Your Profit?
Protect your profit. Protect your sales motivation. Both are too valuable to toss aside, all in the name of making a sale....
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Optimism is a Selling Skill: Is Your Sales Glass Half-empty or Half Full?
Everyone is looking for a competitive edge in this post recession economy. Should we engage in social media tools? Hold a strategic planning session to determine best course of action? Roll out a new marketing plan?...
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