Know Your Numbers





• Do you know how many miles are on your car?



• Do you know how many miles per gallon you get?



• How many phone calls did you make last week?



• How many cold calls did you make last week?



• Which figure matters more to your yearly income?





Source: Selling Power Magazine

Research shows that, on average, prospective customer lists have a 10 to 1 ratio of “suspects” to actual prospects – and on… Continue

I can recall the time that I took up golf lessons with a local pro. During my lessons she taught me how to properly grip the club and swing through the ball. It felt terribly awkward but she told me it is only because I had been holding the club improperly for years. I remember her saying, keep practicing and in time your new sing will feel natural.



For several weeks I stuck with the grip and swing that the pro had showed me. My swing still felt uncomfortable and there were no… Continue

How can sales professionals move prospects to a yes?



The key to success lies in their ability to influence. Think about it, if you’re a natural at influencing people then you are likely to blossom in the field of sales.



Why?



Influence is the process in which one changes another person’s behavior. When presenting a product or service we must first create an offer that will capture the prospect. When we pitch our case in an influential manner, we find ourselves… Continue