Published Articles

TOPICS: Sales Issues | Management | Upcoming Articles

Sales Issues

• ALL I WANT IS AN UNFAIR ADVANTAGE
  Winning a competitive advantage
• Selling, The Next Generation
  Selling Skills for the modern professional
• SELLING YOUR WAY OUT OF A SLUMP
  How to Sell Your Way Out of a Slump
• 'SEEING IS BELIEVING'
  How Body Language affects sales
• The Rainmakers
  Four traits of the sales winners
• Presentations that Sell! #2
  Winning Presentation Skills, second in a series
• Presentations that Sell! #1
  Winning Presentation Skills
• In a selling slump? Just say "NEXT"
  How to sell your way out of a selling slump.
• Making the Cold Call Work
  Prospecting through the Cold Call
• Listening Habits for Higher Sales
  Listening Skills for Sales Professionals
• Nobody ever listened themselves out of a sale
  Listening Skills for Sales Professionals
• Keep Your Grits and Your High Pressure Too!
  Why High Pressure sales tactics!
• HANDLING PRICE RESISTANCE
  Ideas for avoiding or dealing with price objections
• Getting Time on Your Side
  Time management ideas for the sales professional
• Get The Prospect Talking
  When The Prospect is Talking the salesperson is Learning and Selling
• Are you on Target with your Customers?
  Understanding customer needs
• No Follow-up. No Sales!
  Follow-up systems create sales
• Until Value is Established Any Price is Too High
  How to Sell Value instead of Fighting Price Objections
• Build Coaches and Build Sales
  How inside coaches can build sales
• "Boothmanship" Selling at Trade Shows
  "Boothmanship" how to Sell at Trade Shows
• Being right can be fatal!
  Often the best sales strategy is to keep your mouth shut.
• "SELLING? Sorry, I could never do that."
  Selling ideas for the selling inpaired
• Selling from the Customer’s Perspective
  How to sell by understanding needs from the customer’s perspective
• CREATING FAVORABLE ATTENTION
  How to gain rapport with new prospects
• Value Focused Selling Builds Missionaries for Customers
  How to build long term loyal customers.

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Management

• Your Fairy Godmother Ain't ComingYour Fairy Godmother Ain't Coming 
  Management leadership in a world of change
• Territory Management - 2002 And Beyond, Part 1
• Territory Management - 2002 And Beyond, Part 2
• Territory Management - 2002 And Beyond, Part 3
• Making Sales Meetings Work
  Important tips to make sales meetings work more effectively
• Standing Tall in Management
  Leadership Principles that work
• The Map is Not the Road
  How can organizations prepare their sales professionals for the demands of the future and their customers expectations?
• Zero Tolerance for Mediocrity
  How management can grow performance by insisting on excellence.
• Enhancing Sales Performance
  Sales Management formula for increasing sales performance
• The Wake Up Call
  How to differentiate yourself from the competition
• Recognizing Employees
  Recognizing employees is essential to stimulate increased and improved performance
• Successful Team Selling Strategies
  Team Selling as a selling strategy
• You CAN teach an old dog new tricks!
  Helping the plateaued sales professional reignite a successful career.

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• ID Magazine on line
• Jim Laube's  Restaurant Owner site loaded with information
• UNLV  School of Hotel Admin collection of fun sites related to food service and hotels

In the print media:

• Selling Power
• Sales and Marketing Management
• Master Salesmanship