Turn a Literature Follow-Up Call into an Appointment
When you initiate a telephone sales call, it is important to remember thatthe prospect is not as prepared for this conversation as you are. Before youcall... Read story
Art Steele
What's The Value Of That Prospect?
Use these steps to help determine the value of your prospects. Read story
Building a Realistic Sales Forecast
Combine the values of all of your prospects in order to create a total sales forecast. Read story
Deciding What to Charge for Services
If you're about to contract your services for the first time, this is adifficult question to answer. For most professionals, whether a sales trainingconsu... Read story
In Competitive Selling, Direct The Comparison
You know that it doesn't work to knock your competitors, particularly if yourprospect already has a relationship with them. It is more effective to ask th... Read story
Keeping Long Sales Alive
You've been calling on a prospect for more than two years. Suddenly, he getsready to buy, and he doesn't even call you to give you a chance. He buys froms... Read story
