You Are A Process!

You Are A Process!A dynamic that frequently occurs in a sales call, is when you take a customer reaction or lack of reaction personally. You are not feeling well, you are sitting in the lobby and suddenly get a rush of anxiety, you are trapped in your head and pondering what you may have done wrong. Stop! A part of the sales profession that you can fall back on is morphing into process mode. That being said, it is not as simple as it seems. How do you depersonalized the moment and escape the oppressive self-introspection that you are stuck in....more

9 Keeping it Real Tips For Face-to-Face Meetings

1. Everyone likes to talk about themselves. Introduce yourself a little and ask everyone about themselves. Use your discretion of course but here are some examples: Are you originally from this area? How did you get in this field? Where did you previously work?2. Approach with a helping hand. Offer possible solutions but be sure to back that up with information of how to put a productive plan into action. Be prepared to personally assist....more

10 Ways To Guarantee You Do NOT Make A Sale

Let's talk. There is a lot of information available on how to sell your merchandise. You can take a course, read a book, do research on-line. What I want to address here is how to be sure you don't sell. By learning how NOT to do something, we learn how to do it properly....more

Is Your Marketing Org an Insights Machine?

Whenever I entered into a new organization, I would deliberately pull other team members aside and ask them what they thought about marketing. Depending on the size of the organization, this could be a very vague question. Larger organizations have more marketing functions like product marketing, corporate marketing, field marketing, etc. but I purposely didn’t specify – all I asked was what their opinion of marketing was as a whole. It was my way of getting a pulse on the state of affairs and impact being delivered....more

Make Sure Your Website Makes the Right Impression--And Builds Sales

 Make Sure Your Website Makes the Right Impression--And Builds SalesBy Caryn Starr-Gates | Starr-Gates Business Communications