http://www.womensarticles.com en-us editorial@womensarticles.com Wal-Mart may conger up some images for you, yet one thing Wal-Mart does is to have a Greeter to make people feel welcome. Even the old K-Mart use to announces “Welcome K-Mart shoppers.” Unfortunately, after the Greeter or the welcome message, you get... http://www.womensarticles.com/article_699018_64.html 01st December 2008 What if your doctors’ hit rates were as good as your sales team’s? You’d fire him - or die most likely. Think of the consequences of losing a sale to a competitor. You have just given your competitor growth hormones for market share. It’s li... http://www.womensarticles.com/article_692496_15.html 24th November 2008 What if your doctors’ hit rates were as good as your sales team’s? You’d fire him - or die most likely. Think of the consequences of losing a sale to a competitor. You have just given your competitor growth hormones for market share. It’s li... http://www.womensarticles.com/article_692488_15.html 24th November 2008 The president of an office supply company was recently lamenting that his sales people were not operating to their potential. “Motivationally bankrupt,” he said. This is a very common complaint in any area of business. However, it is usually the ma... http://www.womensarticles.com/article_687873_64.html 17th November 2008 I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and fa... http://www.womensarticles.com/article_684479_15.html 10th November 2008 I’ve been doing some prospecting lately and found that every CEO and Sale Manager I speak with has issues with their sales, but few want to do anything significantly different about their sales issues. Sure they want everybody to do more, better and fa... http://www.womensarticles.com/article_684475_64.html 10th November 2008 Getting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that y... http://www.womensarticles.com/article_677914_24.html 30th October 2008 Getting a job is a sale and requires the skills of a top sales person. Unfortunately most people never learned how to sell, even most sales people. To complicate the matter further this sale is about you, which is very emotional. The good news is that y... http://www.womensarticles.com/article_677909_64.html 30th October 2008 We all know change is difficult for ourselves and those we manage. Even when we know it’s best for us, we struggle and most likely don’t change. Comfort with the devil we know is one reason. Fear of what will happen is another. However, resistance ... http://www.womensarticles.com/article_673825_64.html 23rd October 2008 Orders are lost (or not obtained) not because of price, or better performance, or delivery, or …., but because you or your sales person has been out sold. When a prospect doesn’t commit to you, that prospect has out sold you. When a competitor wins, t... http://www.womensarticles.com/article_660529_15.html 10th October 2008 The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area. “Hi,” “Hi” they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there any... http://www.womensarticles.com/article_658252_15.html 07th October 2008 The other day I was in a retail establishment and Linda, a sales rep, approached a manager, Alan working the area. “Hi,” “Hi”, they said. “How’s everything going?” asked Linda. To which Alan said, “Okay.” “Well, fine. Is there an... http://www.womensarticles.com/article_658246_15.html 07th October 2008 Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on... http://www.womensarticles.com/article_658213_15.html 07th October 2008 Customers select one company from the others based on getting something that’s important “better” from the one. “Better” simply boils down to three (3) factors – more benefits, less risks, and least effort. Many believe selection is based on... http://www.womensarticles.com/article_658211_15.html 07th October 2008 I was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about bei... http://www.womensarticles.com/article_652601_15.html 30th September 2008 I was on a mission to do a few things at the Mall the other day. I was what’s called a motivated buyer. I dashed into one of the optical chain stores, and there at the reception counter was a middle-aged woman talking on the phone to a friend about bei... http://www.womensarticles.com/article_652600_15.html 30th September 2008 Whenever I tell people I’m a sales force development expert, they ask me, “What’s the Most Important Selling Tip?” Over the years I have given my answer. But However, as the person is listening, I can tell they are getting antsy. What they really ... http://www.womensarticles.com/article_652562_15.html 30th September 2008 Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants... http://www.womensarticles.com/article_649709_15.html 26th September 2008 Large Account Management requires knowledge of where the account is going with respect to it's customers, competitors, industry and the economy. This knowledge is housed in the heads of the profit-center leader and his or her staff. So anyone that wants... http://www.womensarticles.com/article_649707_64.html 26th September 2008 Since more sales would make your management life a lot better, take action with your sales force now. Do not wait another minute hoping something will happen. Don’t depend on conditions to get better. They may get better, but they could also get wors... http://www.womensarticles.com/article_639417_15.html 16th September 2008 For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them. The right executives are the profit-ce... http://www.womensarticles.com/article_639410_64.html 16th September 2008 “Start with the end in mind” as Steven Covey of 7 Habits of Highly Effective People says. So let’s start with booking the order and work towards where the selling process starts. 1. How to Get the Order? Get all the powerful people – esp... http://www.womensarticles.com/article_636170_64.html 12th September 2008 “Start with the end in mind” as Steven Covey of 7 Habits of Highly Effective People says. So let’s start with booking the order and work towards where the selling process starts. 1. How to Get the Order? Get all the powerful people – esp... http://www.womensarticles.com/article_636169_64.html 12th September 2008 Fears, excuses, uneasiness, rationalizations, intimidations all stem from negative projection. The executive is too busy. The executive doesn’t see salespeople. The executive doesn’t care who they have selected. These, plus a whole range of other ... http://www.womensarticles.com/article_634151_15.html 10th September 2008 “How can I help you,” seems to be the spoken or implied question from one person to the other in a selling situation. Typically your prospect or customer will say, “I have a question or a problem,” or “Can you help me?” or “I need some info... http://www.womensarticles.com/article_630682_15.html 09th September 2008 “How can I help you,” seems to be the spoken or implied question from one person to the other in a selling situation. Typically your prospect or customer will say, “I have a question or a problem,” or “Can you help me?” or “I need some info... http://www.womensarticles.com/article_630676_15.html 09th September 2008 For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them. The right executives are the profit-ce... http://www.womensarticles.com/article_629827_15.html 09th September 2008 For people new to C-Level Selling getting to executives, knowing who the right executives are is a problem. This is followed by getting to the executives and then developing professional relationships with them. The right executives are the profit-ce... http://www.womensarticles.com/article_629822_15.html 09th September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_628036_15.html 08th September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_628023_15.html 08th September 2008 There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales. The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how... http://www.womensarticles.com/article_627139_15.html 08th September 2008 There are two key tasks often overlooked, forgotten or not practiced when it comes to generating more sales. The first is getting to profit center leaders and other key executives after sales are made. Most high level people don’t pay attention to how... http://www.womensarticles.com/article_627128_15.html 08th September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_624235_15.html 08th September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_624232_15.html 08th September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_618563_15.html 04th September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_618553_64.html 04th September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents hope their sales people are connected and schmoozing with their customers’ top executives. So this five... http://www.womensarticles.com/article_616463_64.html 03rd September 2008 Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account. The sad truth is th... http://www.womensarticles.com/article_614852_64.html 02nd September 2008 Purpose, Focus, Confidence, Credibility and Performance are the path to the executive suite. Once there, sales come easily and continuously. Then you’ll move from vendor to preferred supplier and have a successful large account. The sad truth is th... http://www.womensarticles.com/article_614848_64.html 02nd September 2008 Everyone knows that “Those with the In, Win.” Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_613245_64.html 01st September 2008 Everyone knows that “Those with the In, Win”. Sales people want to be connected at the top, but usually struggle. Sales managers to presidents wish their sales people could get connected and were schmoozing with the top executives. So this five par... http://www.womensarticles.com/article_613239_64.html 01st September 2008 Here’s how it works: The person responsible for revenue generation and expenses of a division or product line (the P/L person) sees you and your competitors as all alike if he hasn’t developed a relationship with you. A relationship means he associat... http://www.womensarticles.com/article_611250_64.html 28th August 2008 Here’s how it works: The person responsible for revenue generation and expenses of a division or product line (the P/L person) sees you and your competitors as all alike if he hasn’t developed a relationship with you. A relationship means he associat... http://www.womensarticles.com/article_611221_15.html 28th August 2008 The biggest handicap to increasing market share is the inordinate amount of time that sales people spend cold calling trying to get into new accounts. This is tough duty. It’s tough because there are no relationships to leverage for information and up... http://www.womensarticles.com/article_607689_64.html 22nd August 2008 Those with the “In” win. Everyone should agree that having high-level relationships is a significant advantage for making sales. So how much time are you devoting to your existing clients to develop more high level relationships? Now think ab... http://www.womensarticles.com/article_605631_15.html 21st August 2008 Confidence Confidence is a salesperson’s biggest asset. Confident people exude confidence and others pick-up on it. It opens doors because confident people are believable. People talk with confident people because they seem credible and people li... http://www.womensarticles.com/article_603828_64.html 20th August 2008 Confidence Confidence is a salesperson’s biggest asset. Confident people exude confidence and others pick-up on it. It opens doors because confident people are believable. People talk with confident people because they seem credible and people li... http://www.womensarticles.com/article_603810_64.html 20th August 2008 The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st centu... http://www.womensarticles.com/article_601900_15.html 17th August 2008 The marketing components that used to generate leads -- product, performance, promotion and price -- are no longer effective. The tools for selling -- lots of sales calls, lunches, golf and give-always -- are expensive and inefficient. In the 21st centu... http://www.womensarticles.com/article_601876_64.html 17th August 2008 A Relationship Selling Example Recently I wanted to get to the Senior VP of Sales for Callaway Golf. I saw an ad that made me think there may be an opportunity to do some sales consulting for them. So instead of cold calling directly, I called the go... http://www.womensarticles.com/article_599753_64.html 15th August 2008