Why Developing Your Expert Power In Sales Is Crucial For Success

First of all, I want to take a moment to applaud you for investing your time in reading to this post. By doing so, you’re taking a step toward developing yourself professionally. There are varying types of power that exist in a sales environment. However, these powers usually fall into two categories; formal power (related …

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Scripts for scheduling appointments

Creating scripts for scheduling appointments that will resonate with my prospective customers. Also Read: Having Conversations With Prospects Questioning Cheat Sheet: 10 Questions To Move A Sale Forward Engage prospects effectively Don’t wing it! It’s important to develop scripts for leaving voicemail messages, leaving messages with assistants (gatekeepers) and when speaking directly with your prospective …

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Studying your Competitors

Studying your Competitors: Studying companies that sell similar products to help you determine if they have a competitive advantage or disadvantage. Your competition has a strong influence on your sales strategy. In fact, acquiring knowledge about your competitors can actually help develop and increase your overall product knowledge. Prospects often ask about competing businesses, so …

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Social Media Fundamentals: Part 1 of 2

Social Media Fundamentals Back when I was a top-performing financial services agent, some of the most effective ways of reaching prospective customers included cold-calling, consumer shows, and print advertising. For small business owners and sales professionals today, communication with prospective customers is becoming increasingly difficult, as customers become increasingly unreachable. With more and more people, …

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Assessing productivity and profitability

Assessing productivity and profitability of each sales team member. The purpose of measuring performance is to have clarity on the profitability of the sales volume brought in by each sales team member. With that seemingly attainable outcome in mind, why do companies struggle with assessing sales force productivity? They sometimes find measuring sales performance challenging …

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Getting Your Foot In The Door with Prospects

“Getting Your Foot in the Door with Prospects” by Tom Abbott, Soho Sales Coaching on pages 52-53 of the Oct-Dec 2010 edition of The Singapore Marketer Before I started coaching sales managers and delivering in-house sales training, I was a top-performing financial services agent. Well, I wasn’t always a top-performer…and I certainly didn’t start out …

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Weekly Sales Performance Improvement Plan Template For Reps

Chances are you’re here because you’re worried about your (team’s) sales performance. If you’re the former, you’ve probably heard of the dreaded sales performance improvement plan as a bad omen. Yet, it doesn’t deserve this reputation. While it’s true that some sales PIPs often prelude termination in extreme cases, it’s not the purpose. Rather a …

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