REFERRALS: THE SECRET TO CONSISTENTLY HIGH PROFITS AND RETENTION RATES by Lynn Thomas, JD Frankly, Im puzzled. Recently, I spoke at a conference where members who have known each o...

In order to properly serve our clients and prospects we must first diagnose their problem and pain. The way we do this is to ask questions. Find out where they are hurting and why. If we jump right into quoting or fixing without diagnosing the problem how do we know they best way to treat their pain? WE DON'T.

SALES PERSONS/SAMPLES Dear (Customer Name): THESE SAMPLES AREN'T FREE! You have a lot of money tied up in the samples your salespeople display. When they take their samples on the road, ...

Although salespeople (and sales managers) might blame slow sales on the economy or the lack of company marketing, the truth is that everyone can be smarter and more productive. In this article, John Graham focuses on how salespeople — and everyone else in business — can become more productive. Graham challenges us to take a hard look at we do and, more importantly, what we’ve become accustomed to doing.

SELLING: GOT QUESTIONS? by Bill Hoos When you meet potential buyers, do you ask or do you tell? If youre like most salespeople, you probably do the latter. In fact, you probably te...

SENDING THE WRONG MESSAGES: 18 WAYS TO BRAND A BUSINESS ... BADLY by John Graham In the West, cattle ranchers still brand cattle. Once the brand has been burned into the ...

SHARKS WANTED: HIRING GREAT SALESPEOPLE by Chris Burand Find the best sharks and train them to be even more effective predators. We dont want the people who ...

SHOULD CSRs SELL? by Joanna Brandi Although most customer service reps don't like to sell, they love to help and to be useful. If you ask them if they would feel good if...

SIXTEEN WAYS TO SURVIVE A RECESSION AND BUILD YOUR SALES by Patricia Berry Managers who approach tough economic times with a get-down-to-the-essentials attitude come out of a r...

TELEPHONE TIPS FOR THE FAINT OF HEART by Mitchell Axelrod The telephone is one of the most powerful business tools ever created. But too many people underuse it. Are you making...