In today’s economy, when the competition is more fierce than ever, could you use some basic sales advice to help you get re-focused and back on track?

Have you ever “blown the chance” to really make a good first impression on the “big boss” because you were tongue-tied and couldn’t get beyond stammering your name?

Have you ever missed the chance to get an appointment because you were too scared to pick up the phone and follow-up on a really great referral?

What’s that got to do with basic sales advice?

The ability to sell youself is first step to getting what you want, either personally or professionally. Read the rest…

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Has your existing sales presentation training taught you to stop cold calling by building a straight referral business?

Chris is an attorney who was never taught to sell.  She was brand new to the sales game.

It wasn’t until she started her own law firm that she realized that “nothing happens until you sell something!”

Law school didn’t prepare her for selling in the business world.  She certainly did not how to make cold calls on total strangers!

Thank goodness a solid business friend — her financial advisor — taught Chris ways to build a straight referral business by leveraging her relationships with like-minded business people.

Chris learned ways to build new business that you can easily replicate:

Read the rest…

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Are you in the market for sales training courses that  can help you prospect more effectively and make sales more easily?

After years of sales success in Atlanta, Anthony found himself in a rut, knowing that something had to change.  He said it’s harder than ever to get appointments, that many of the professional office buildings had upgraded security at the door so you can’t even get to your prospect’s personal gatekeeper!

Sound familiar?
So, where can you find sales training courses to help you make sales more easily?
Anthony found a few that asked questions like, “Where might your ideal customers be found?  Who can help you meet them?”   Read the rest…

In these times of recession, when it seems harder to get appointments, how can you improve relationships to win more sales now?

Kathy is an acknowledged “sales superstar” who learned the answer from her largest client, a major retailer. In December of 2008, Kathy’s largest client said, “When we get together next time, I’d like you to tell me what I can do to make it easier for us to do business with one another. I can’t promise that I will be able to do it, but I want to know what would be helpful to you.” Kathy was stunned, but pleased. No client had ever asked for her opinion on what would make it easier for her to do business with the buyer! She thanked her client for the thoughtful assignment.

By their next meeting, Kathy had given careful thought to what her client had asked. She repeated what she had heard the client say. Kathy’s request was simple and direct. The client said she would try but couldn’t make any promises, and thanked Kathy for responding.

So far, Kathy has not received the specific information requested. But Kathy has been introduced into other departments, and is developing new relationships within the company. She’s also quoting on several new items that she had never provided the client. It appears that Kathy’s business with this client will improve dramatically in 2009 and she will retain her “sales superstar” reputation.

So, what did Kathy learn about how to improve relationships to win more sales now? Read the rest…