Posts Tagged "sales"

One Small Act Defeated Discouragement

»Posted by on Jan 17, 2013 in Achievement, Bible, Books, College, Humor, Inspiration, Motivation, Personal Development, Self-help, Success | 0 comments

One Small Act Defeated Discouragement I was a 20-year-old college student 200 miles from home selling Bibles door-to-door in rural Indiana. Lonely, homesick and missing my girlfriend, I wasn’t doing too well selling Bibles.  And I wasn’t making any money. Reluctantly, I was knocking on doors, but my heart really wasn’t in it.  I was discouraged. I stopped at a pretty little clapboard house with a neat white picket fence in front.  After letting myself through the gate, I timidly knocked on the door. The biggest, hairiest man I ever saw jerked open the door.  He was wearing a greasy undershirt and...

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How To Turn A Trial Into A Triumph

»Posted by on Oct 25, 2011 in Personal Development, Sales & Marketing | 0 comments

True Story: I was a 20-year-old college student 200 miles from home selling door-to-door in rural Indiana. Lonely, homesick, and missing my girlfriend, I wasn’t doing too well selling Bibles.  And I wasn’t making any money.   Call Reluctance Reluctantly, I  knocked on doors, but my heart really wasn’t in it.  I was discouraged. My next stop was a pretty little clapboard house with a neat white picket fence in front.  After letting myself through the gate, I screwed up courage to knock on the door. The biggest, dirtiest, hairiest man I ever saw jerked open the door.  He was wearing an undershirt...

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How To Double Sales Revenue

»Posted by on Oct 14, 2011 in Coaching, Sales & Marketing, Sales Training | 0 comments

Companies that employ a formal sales process get these results: Close 48% more sales. Reduce sales cycle 37%. Generate double the revenue per salesperson.* These companies consistently produce above-average results because a formal sales system empowers them to manage  sales opportunities. A sales process focuses on: A clear understanding of the customer buying process. Aligning their sales process directly to customer buying process. Tracking sales opportunities from open to close. Managing the process accelerates the opportunity from one stage to the next. Following a sales process produces these...

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Become A Champion Salesman

»Posted by on Oct 6, 2011 in Customer Relationships, Sales & Marketing, Sales Training | 0 comments

When I was just starting out as an investment salesman, many years before computers and the Internet, I had a personal meeting with a prospect that proved much more valuable to me than the no-sale that resulted. My company in those days invested heavily in return postcard advertising inserts in Reader’s Digest, perhaps the most widely circulated magazine at that time.  The returned postcards were distributed to salespeople all across the country. I followed up on one of the cards, setting an appointment at the home of a woman, who turned out to be an elderly widow.  She was very gracious on the phone,...

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Cold Calling Will Never Be Dead

»Posted by on Oct 5, 2011 in Business Growth, Sales & Marketing, Sales Training | 0 comments

Many years ago I attended a sales convention where a crowd of salesmen surrounded Alex, the top salesman in the company by several million dollars annually. Everyone was eager to ask Alex how he did it. I only remember two questions and two answers from the exchange that went on for nearly an hour. Q: Alex, what do you do that gets the best results? A: Cold calling. Q: Alex, what do you like the least about this job? A: Cold calling. I’ve been in sales, sales management, and sales training for nearly 40 years, and I’ve never proven Alex wrong. Cold calling is hard, but it is simple. Selling is...

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