by csm.admin | Nov 21, 2010 | Sales Trax
Every prospect has an information threshold. If you pile on the information or give more brochures than he or she can handle, the prospect will end up not reading anything. There is no sure way to determine just how much is too much. But here’s a trick used by...
by csm.admin | Nov 14, 2010 | Sales Trax
One out of every six customers in America is a problem customer. The most common problem customer by far, is the customer who grinds you on price. People who sell services have more problem customers than people who sell physical products. People who sell physical...
by csm.admin | Nov 7, 2010 | Sales Trax
This edition of Sales Trax sets a new record for our continuous providing free advice to our friends in sales, management and service; 500 weeks of Sales Trax! In November, The members only Inner Circle breakfast will be held on Nov.11 at the Citrus Club in Orlando,...
by csm.admin | Aug 16, 2010 | Popular Articles, Sales Trax
Which non-financial sales incentive is most effective? If you said “trips,” you’d be in total agreement with the nearly 500 reps responding to a Dartnell survey. We asked reps to rank a variety of popular non-financial incentives according to what...
by csm.admin | Jun 9, 2010 | Sales Trax
Need a little extra ammo for that next sales meeting? Here are seven leadership tips that help salespeople during tough times: 1. Forget wait and see. Procrastination is the worst trait any salesperson can have in a recession. Salespeople who increase prospecting...
by csm.admin | May 17, 2010 | Sales Trax
Are you on the path to success, or on track to becoming a statistic? Every year, enthusiastic and confident men and women start businesses with creative products and services that they sincerely believe address real industry needs.These entrepreneurs are absolutely...
