ASKING QUESTIONS: IT'S AN ART by Mary Beth Bolen Different types of questions require different types of responses. In your daily dealings with customers, it's important for you to know the ...

BOMBS by Douglas Henderson Bomb threats and actual detonations have become an all-too-frequent problem for American business. This article discusses: Responses to a Bomb Threat ...

COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psychologist at Personal Science Center, New York. These are basi...

COMMON MISTAKES IN SELECTING SALESPEOPLE These points from Boardroom Reports were taken from a talk by Dr. Arthur Witkin, chief psycholog...

CURBING WORKPLACE DRUG AND ALCOHOL ABUSE $100,000,000, 000 a year. Thats how much the federal government estimates that drug and alcohol abuse costs American businesses. If you th...

E-MAIL MARKETING: DON'T TEST SURVEY! by Patricia Berry Because of its incredibly low cost, e-mail harbors a temptatio...

E-MAIL: THE CARDINAL RULES by Ellen Lubin-Sherman One of the secrets of modern life lies in knowing how to handle todays online technology (combining high tech with high tou...

E-SURVEYS: SELF-SERVING PABLUM by Jack Burke Most questionnaires aren't worth the paper they're printed on because they're designed to elicit only positive responses. Companies are afrai...

Remember, as salespeople we want to hear objections. When buyers send out these signals, they're giving you clues about their interest. Give the buyer a chance to make the decision based on the information you've provided. If you've done a good job throughout the sales process, the objections you hear should enable you to reconfirm your value to the buyer and close the sale.

SALES SUCCESS THROUGH MOMENTS OF TRUTH by Lynn Thomas, JD Moments of truth. Is that just a catchy phrase? Or is it another marketing gimmick? Actually, moments of truth (MOT) represent a simp...