Why Good Franchisors Do Not Sell To Hostile Franchise Buyers

Having run a franchising company for a decade and then retiring I always thought that it was quite interesting when a franchise buyer was completely hostile and combative during the application and approval process.

How to Prospect - Common Sense Isn't So Common

Selling should be simple common sense since we have study after study telling us what to do and in which order to do it. The contrary is true. Here is what an experienced field sales trainer sees everyday.

Which is Better – Hire a Salesperson or Invest in a Sales Assistant?

What does it cost to hire a good salesperson? Many companies spend about one fourth the annual salary of a salesperson on job placement. They spend another fourth on sales training before the salesperson becomes effective and efficient. A sales assistant is completely different than the investment of a salesperson.

How To Stop Sales Mis-Hires

Just yesterday I had the opportunity to meet with a very seasoned CEO of a technology service provider who came to us in order to do a recruiting project for a new sales person. He came to us is because he's gone through four sales hires on his own and none of them have actually produced anything for his company. As we sat down to talk about this he sheepishly admitted that this had cost him millions of dollars of lost revenue and opportunity cost as a result of not getting the sales hiring process right.

Sales Management - What's Involved? Part 2

Management, and particularly sales management, operates on and obtains its results from the staff that are managed. This clearly puts emphasis on the behavioural skills required to promote good human relations and helpful attitudes.

US Trade Shows ARE Different - Notes for Foreign Firms

Trade shows are complicated events – short term with lots of details. The process is complicated by language, culture and old habits. The more a foreign firm knows about US trade shows, the more successful they will be.

Right Handed Sales, Left Handed Marketing

The Sales and Marketing groups within your organization have a unique opportunity to create a relationship that will have a profound effect on sales and profitability. The key to this relationship, as with any, is communication. This article will provide you with five recommended steps for building a strong sales and marketing relationship.

The Forward Thinking Sales Manager Begins with the End in Mind

If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close.

How to Double Your Sales Appointments in Half the Time - Part 3

There are 6 Major Sales Prospecting Errors that lead to low sales appointment success. In this article we will discuss the ramifications and remedies of the 1st three to set more 'Top-down' sales appointments in less time.

Tracking Your Sales; The Sales Managers Most Valuable Tool

If you are a sales manager you need to have the company and the front line workers always ask customers who come in and buy; How did you discover our company. Have you ever filled out a customer survey and there is always a box or lines to fill out which ask; How did you hear about us.

Selling is Personal Communication and Relationship Building with the Prospect

If you are a sales manager in charge of training new recruits and sales people you know you have your work cut out for your. Many people have been told that they are a natural salesperson, due to their persuasive demeanor.

The Poker Selling System

Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results!

Sales Manager Tip #28; The Informed Prospect

A good sales manager must stay in touch with each and every salesperson in the sales force that is working for the company. It is essential to find out from the salespeople what prospects are saying to them and which objections that the salespeople are getting in the field from potential customers and prospects.

Great Sales Managers Make Less than all their Sales People

Are you a great sales manager? Well if you really are a great sales manager then every single one of the sales people under you should be making more than your salary, unless your company is paying you an additional stipend on the total amount of sales on your team.

Managing Leads: 3 Actions You Can Take While Waiting for IT to Deliver Your CRM Solution

Effective lead management is one of the benefits provided by major CRM solutions, but they are expensive and often take years to implement. Here are three actions you can take now to improve your own lead management while waiting for IT to deliver perfect CRM system.