Filed in archive Sales
by Steve Rucinski on August 11, 2006
Ask that question to ten top experts in the field of sales, marketing and professional services and what do you get? A great E-Book whose expert authors include: Seth Godin, best-selling author of 7...
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Filed in archive Sales
by Deborah Brown on July 24, 2006
I just love entrepreneur magazine. There are wonderful little facts, tidbits and articles. In the cover article "30 Days to Sales Success" they discuss a 10-step action plan. Better yet - if...
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Filed in archive Sales
by Jim Logan on June 25, 2006
Somewhere in the world right now, as I write and you read this post, it's happening. A sales person with great intentions is loosing a sale because they're talking after the close. They won...
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The final two tips for a successful customer call involve inviting and thanking. Invite: Once you have answered the caller's primary questions and shared a little something extra (i.e. a special...
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Are you a manufacturer and have struggled to find qualified independent sales reps? Then you need to check out the first Internet portal exclusively designed to match manufacturers'...
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As we continue to examine a superior customer telephone call, we look at the 2nd and 3rd tips: Determine the caller's need and respond to their needs. I believe that some of our best lessons are...
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What percentage of your customers call before coming in to your store? Having excellent telephone skills can set you apart from the competition. There are six keys to a successful telephone...
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Filed in archive Sales
by Jim Logan on April 11, 2006
We live in a skeptical world. And we live in a world with a lot of options. That's part of where we get our skepticism, a lot of options offered with over-hyped and over-extended promises....
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Filed in archive Sales
by Jim Logan on December 30, 2005
As you prepare for the New Year, a thought that should remain at the forefront of your revenue efforts is, "Do we have enough appointments to make our revenue number?" Sales and executive...
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Filed in archive Sales
by Jim Logan on December 15, 2005
Carefully read your marketing and marketing copy. What does it tell you to do? Are you encouraged to call, write, register, seek further information or purchase? If not, you've likely found a...
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Filed in archive Sales
by Jim Logan on December 06, 2005
When writing a proposal, never forget it's only your customer that counts - their needs, their problems, their opportunities, and their benefits of selecting your product or service. Your speeds,...
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Filed in archive Sales
by Jim Logan on November 21, 2005
I've closed the polls at JSLogan, bringing to an end the question of which sales person annoys you the most. In an open race, the sales person that annoys us the most is The one that follows you...
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Filed in archive Sales
by Jim Logan on September 28, 2005
Walking from my truck to my office not long ago a thought reentered my mind - whether figuratively or literally, to get from Point A to Point B you move one step at a time. For example, to get......
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Filed in archive Sales
by Jim Logan on September 07, 2005
Not long ago I published a post titled The Greatest Sales Mistake Ever Made. In that post I highlighted what I claimed was the greatest sales mistake I've seen in my career. I was wrong. What I...
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Filed in archive Sales
by Jim Logan on September 01, 2005
fall is near. Now is the time to ready yourself for Fall promotions. Remember, there is never a bad time for a great sales promotion and fall is ready built. Here is a reprint of a post from last...
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Filed in archive Sales
by Jim Logan on August 23, 2005
The greatest sales mistake I consistently see, from sales reps across numerous markets and levels of experience, is failure to be overt. Overt in the way a product or service is presented and overt...
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Filed in archive Sales
by Jim Logan on August 10, 2005
Sales people tend to talk too much. As a career sales and marketing professional, I feel I own the moral authority to say so :-) That being said, sales people should talk less and listen more. Kevin...
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Filed in archive Sales
by Jim Logan on August 03, 2005
I'm not sure if I like voicemail or not. I like getting messages when I'm either away from the office or on another call, the security of knowing I don't miss a call is nice. I hate...
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Filed in archive Sales
by Jim Logan on July 28, 2005
Businesses of all sizes use proposals to sell their services and solutions to prospective clients. Consultants in particular are proposal writing machines. I'm convinced there's an art to...
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Filed in archive Sales
by Jim Logan on July 27, 2005
It can cost thousands of dollars to stand a booth at a tradeshow - a simple 10'x10' cage staffed in great hope of landing a new client or two. But for the overwhelming majority of those...
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Filed in archive Sales
by Jim Logan on July 11, 2005
Assuming an Equal number of people visiting my business - a visitor being one that frequents my store, offices, or Internet presence (not all visits result in a purchase and not all visitors become...
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