The life of a sales’ professional is constantly changing. Customers change; products change, even strategies and techniques change. But one thing that never changes is the part where you ask questions, gather information, and build trust and rapport. Terms like needs assessment, interviewing, fact finding, and qualifying all describe this part of the selling...
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“As a result of participating in the Dale Carnegie Sales Program I am more prepared for each meeting and am able to quickly bridge my rapport into delivering an effective meeting with positive outcomes.” – Dudley C. Jackson: Wayne Childress, Sales Representative Are you a sales person who is looking for better results? Perhaps you’re a...
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Dale Carnegie was a master at understanding human motivations. He knew that every act that people perform since the day they were born was performed because they wanted something. Consequently, he knew that the only way on earth to influence people is to talk about what they want and show them how to get...
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The main purpose of a salesperson is to get a little better every day. Most professionals in sales know this and work at getting better. They must also be good at building relationships. By building the bond of relationships built on trust every single day you begin the development of quality prospects. There is...
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Being an effective sales person is more than just making fancy presentations and cold calling. Becoming a great sales person takes a concerted effort to see beyond initial needs, through strategic follow-up and communication with customers. While it’s possible to eke out a modest living as a sales person by doing just the minimum,...
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Dale Carnegie knew that most people, when trying to win others to their way of thinking, do too much talking themselves. Sales persons, especially, are guilty of this costly error. Let the other person talk him or herself out. He or she knows more about their business and their problems than you do. So...
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Selling is really not selling. Selling is personality. People buy from salespeople they like first, and trust second. Although there are exceptions, no one buys from people they dislike and do not trust. Buy is the key term. Salespeople do not sell anything ever. People have to buy. And they buy on only...
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In an environment where companies are short-handed and employees are over-worked and overwhelmed, it is even more important to be sure to be organized and on-task with your job duties. It is important that you approach your job with deliberate planning to prioritize and find the best working environment to encourage productivity and efficiency....
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We all know the popularity of social media networks like Facebook, Twitter, LinkedIn and others. With some 800,000 million people worldwide using just Facebook alone (as of this post) it’s apparently clear that social media is here to stay. However, it’s not just a place to network with friends and family members anymore. Social...
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Not every organization sells solely in the Web 2.0 world. Classic sales still happen every day. Jewelry, automobiles, and refrigerators still are sold in “on the floor” environments, and thousands of sales professionals are doing it. Success is often a challenge for leadership, management, and the sales teams. It is near the end of...
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