|
Monday, December 22, 2008
"There's one question that I think incorporates every aspect of the selling process. In the research I was doing, I was trying..
Download
|
|
|
|
Monday, December 22, 2008
"The one secret weapon we have is the understanding of how the sales process works and why people make decisions the way they ..
Download
|
|
|
|
Monday, December 22, 2008
"The premise is to increase the number of no's that you hear. By increasing the number of no's you hear, ultimately you will be ..
Download
|
|
|
|
Monday, December 22, 2008
"The economic climate we're in is quite unstable. It's a buyer's market out there. There's a tremendous tendency toward commod..
Download
|
|
|
|
Monday, December 22, 2008
"Telephone Terror - it's demoralizing, it can make you feel bad about yourself and make you feel like a failure - and it doesn't..
Download
|
|
|
|
Monday, December 22, 2008
"I would say the biggest myth when it comes to generating leads for services, especially professional-type services, is that col..
Download
|
|
|
|
Monday, December 22, 2008
"There's a common culture in sales, particularly when people are new to sales - they've got to get their sales pitch down, they'..
Download
|
|
|
|
Monday, December 22, 2008
"Most sales organizations have a bell-shaped curve. Maybe 10, 15, 20 percent of their people are in the disproportionately succe..
Download
|
|
|
|
Monday, December 22, 2008
"The basic premise is that simply shifting one's focus from getting to giving, meaning constantly and consistently adding value ..
Download
|
|
|
|
Monday, December 22, 2008
"I think one of the things we forget is that someplace along the line the customer asks the simple question: What does this me..
Download
|
|
|
|
Monday, December 22, 2008
"Most people overlook the most tactical weapon in branding and that’s your sales force, because your sales force is out there ..
Download
|
|
|
|
Monday, December 22, 2008
"A lot of salespeople are very concerned about bringing up prices too early in the sale, which is a valid point. But on the othe..
Download
|
|
|
|
Monday, December 22, 2008
"You want to be careful with your body language to make a good first impression because that's going to be fairly critical in de..
Download
|
|
|
|
Monday, December 22, 2008
"We talked to approximately 5000 top producers in eleven different industries and in about 320 companies to find out what they d..
Download
|
|
|
|
Monday, December 22, 2008
"Every person has a different internal motivator. Money is a motivator for some individuals, challenge is a motivator for others..
Download
|
|