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jonathan farrington_80
Probing For Pain
The Sales Leadership Coach
July 3
When probing for pain it’s more effective to start with general questions to build rapport, encourage discussion and plenty of input from the prospect. As you begin using questions that probe for pain you’ll notice shifts in their body language that can provide you with important feedback that your questions are hitting the mark.
john mongillo80
The Importance of Getting Referrals
Sales Cowboy
July 2
Don't blow a great call by forgetting to ask the prospect for a reference.
keith rosen_80
Are Salespeople Asking Prospects the Wrong Questions?
The Executive Sales Coach
July 1
"Are salespeople asking their prospects the wrong questions?" The answer to this question? Well, it’s actually yes and no. Yes, many salespeople are asking good questions that help uncover whether or not the prospect is a fit for the product or service they are selling. Conversely, many are asking the wrong questions that drive the prospect away from you, rather ...
jenny capella_80
Trading Favors in Job Hunting -- It's Easier Than You Think!
Professional Networking
June 30
The truth is, there are many ways to reciprocate for assistance you obtain during your search!
lori richardson_80
The Best Day of the Year for New Sales Strategy & Collaboration
Selling Relationships
June 30
July 1st is a GREAT day for sales professionals and business owners. July 1st is the first day of the second half of the year, the first day of Q3 and a "fresh start" for those who have not had a particularly stellar first six months of 2009.
lori richardson_80
If I Could Just ____, I Would Take My Business To the Next Level
Sales Coach
June 25
This was a tweet on Twitter by Scott Ginsberg (known on Twitter as NameTagScott) I like the question, so instead of asking it further - which you can answer on your own - I'd like to talk about "part II" - what to do once you ...
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Latest Comments in Sales posts

Great post on motivation! I get so tired of hearing negative feedback from everyone; it can begin to bring you down even when you try not to let it. It's difficult to stay positive when everyone is down. I told all of my friends, etc. that if they don't have something positive to say, I don't want to hear it right now. Thanks for the motivation!!
...
By: Kim Shuford on 6/30/09 at 3:58 PM
It's Not the Economy—It's You!
I understand what you're saying and for me, I know the steps that I need to take to better my business, but here is a suggestion for you.
There are probably many people out there that aren't sure what steps to take. You should do a post, or a few posts on what steps can get you where. I know it's difficult and it depends on what type of company, etc. Possibly just a general outline. Anyway, love your posts and would look forward to see how you broke it down.
By: Kim Shuford on 6/30/09 at 10:47 AM
If I Could Just ____, I Would Take My Business To the Next Level
I have been in sales for almost 20 years now and I would add in work habits to that list. Most of your list hints towards that, and most would require good habits to obtain, so in a round about way you are already stating that.

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...
By: France on 6/24/09 at 9:12 AM
In Sales, What Differentiates The Top 5% Players?
If you are in the market to buy or sell a business try the free site from www.bizcloud.net to connect with 20 million business owners and promote your small business online.
By: goca on 6/12/09 at 7:33 AM
How To Conduct A Dynamic Sales Meeting
Interesting post. Small business owners could accomplish a lot (more) in building relationships with just that little motivation it takes to, as you say, make 10 calls.
Another web site that offers some good advice about building relationships is http://www.wbsonline.com/resources/category/creating-your-business/ . Check it out!
By: Sara F on 5/26/09 at 4:55 PM
The Power of 10 in Building Relationships - and Business
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