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Proposals That Wow Prospects
By Tom Sant
How To Stay In Control Of The Sale
By Steve Kraner
Stop Wasting Time On Prospects Who Won't Buy
By Alan Rigg
Staying Motivated In Challenging Times
By Dave Kahle
More Sales Intelligence
8 Sales Questions You Can't Live (And Sell) Without
By Jim Domanski
Disarming the Price-Squeezing Customer
By Paul Cherry
Persistence Without Stalking
By Kelley Robertson
Communicating a Price Increase
By Mark Hunter
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Where Does the Time Go?
By: Tom Reilly
Salespeople spend most of their time on non-revenue producing activities. Really?
A recent study found that salespeople spend more than 70% of their time doing things other than selling. Our research found that salespeople spend, at most, 30% of their time in face-to-face selling. The rest of the time is spent handling administrative tasks, making collections calls, resolving logistics issues, attending meetings, and filling out reports.
How can we call these folks "salespeople" anymore when less than half of their time is spent selling? Maybe we should call them "support account administrators who occasionally sell." Who is at fault--salespeople or management?
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Bonus Article: Words are powerful and magical things.
By: Michael Dalton Johnson
Words create impressions, images, and expectations. They build psychological connections. They influence how we think. Since thoughts determine actions, there's a powerful connection between the words we use and the results we get. —Nan S. Russell, founder and president of Mountain Works Communications
Most successful sales people and entrepreneurs understand that they can engage and motivate others by using positive words or powerful imagery. Simply changing or adding a few words to a statement can make it far more compelling.
"You will get a full 30 percent discount," blows away, "We are offering a 30 percent discount." However, it is far better to give an amount of money that will be saved. A percentage is an abstraction. Dollars buy lunch.
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