Do your people know the most crucial test for a sales call?
October 31, 2011 by Ken Dooley
The first five minutes of a sale call are the most critical. Here’s why: More…
October 31, 2011 by Ken Dooley
Win over skeptics who ask, ‘Why should I buy from you?’
August 15, 2011 by Bob Hill
During the movie Wall Street, Gordon Gekko tells a young Bud Fox, “I look at 100 deals a day, kid. I choose one.” Sounds extreme, but it’s exactly the type of challenge prospects face on a regular basis.
The 4 bases of Sales Call Baseball
March 29, 2011 by Charlie Walker
There are four bases your salespeople will want to touch on their way to ensuring a successful sales call. More…
3 steps to a successful sales call
February 23, 2011 by Ken Dooley
Here are three pieces of advice you can give to your reps that’ll help them boost their closing ratios. More…
How to ask questions that open doors – and close deals
January 4, 2011 by Bob Hill
Any great salesperson will say there’s an art to questioning. It should be systematic and focused, and (when done correctly) it should lead prospects to understand why your product or service provides the ideal solution. More…
Top sales pros reveal 9 secrets to taming tough economy
July 20, 2010 by Ken Dooley
The pressure is building. Prospects are more knowledgeable, demanding more concessions and more results. The good news: Even in these uncertain times many salespeople are delivering impressive results. Want to know how? More…
Make your next sales call a success in 3 steps
July 14, 2010 by Ken Dooley
Here are three steps that can be done before, during and at the end of each call that will help you increase your closing ratio, courtesy of sales trainer and author Bill Farber. More…
20-Minute Sales Meeting: Making the correct first impression on sales calls
June 21, 2010 by Ken Dooley
Some things in selling are crystal clear. One of them is that prospects will not buy unless a salesperson gets their attention in the first few moments of a sales call. More…
8 tips to finding — and converting — qualified prospects
March 22, 2010 by Ken Dooley
Selling more to existing customers is critical, but it’s not enough today. Prospecting must be part of the daily routine. Here are eight principles that’ll help your people find top prospects and convert them into customers: More…
A better way to start sales calls
March 12, 2010 by Ken Dooley
One costly mistake too many salespeople make today: More…
Can your salespeople answer every question on this pre-sales call checklist?
February 23, 2010 by Ken Dooley
Before your people make a sales call, they need to prepare by quickly running down this checklist. More…
The TBOP process: Use it to close more sales
February 18, 2010 by Ken Dooley
The TBOP process sets up the sales presentation. It creates the foundation of the sales call and allows your salespeople to proceed with an effective and relevant dialogue. More…
