Sales Concepts - Newsletter

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Your Price is too High!...by Don Sharp
It is easy as a manager to say "don't discount, sell value, be firm." It is not so easy as a sales person to hold firm to a price. It is a difficult dilemma. What does a sales person do?

Self-Doubt... by Mark Duley
One of the biggest battles you probably come across in your sales career is self-doubt. It is that voice inside you that says:

“My quota is too high.”
“That prospect won’t buy from me.”
“Prospecting is my weakest talent.

These are self-fulfilling prophecies that will happen if you fall prey to their repetitive murmur.

You're Planning to Fail if you Fail to Plan... by Guy Rawlings
When you think about it, the most valuable time with a customer or prospect is a face-to-face meeting. This affords you and your company to put your best foot forward and to potentially achieve the ultimate goal–winning the order! In order to optimize this opportunity, you must pre-call plan to gain the best result possible.

Clutter and the Desk Beneth... by Amara Minnicks
Your desk, can you see it, or is it taken over by a common enemy that some of us share—clutter? I am not talking about a few papers here and there; I am talking about unorganized (even though some of you will swear you know where everything is) chaos. Is the only part of your desk that is viewable to the human eye the legs that support it. Sound like your office or desk space?

Stop Eating Crow... Mark Duley

Realizing that you do not know everything is painful. Most experienced sales people have traveled down this road. Successful sales people learn this lesson early.

What are your weaknesses in sales? Is it: prospecting, qualifying, asking questions, listening, closing, justifying the financial aspects, or believing in your product or service? History is a good start on finding answers.
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