Sales Tips From A to Z

Posted by Mike Cooper on May 15, 2012 in Sales Tips | 0 comments

Here are 31 of our favorite sales tips: from A to Z     (Print this article) Accountability ~ Measure you results against plan. It’s May 15th, half way thru Q2 2012. Are you 50% of your Q2 plan? How is actual compared to 2012 plan? Par is 35%. 3 B’s of selling ~ Be Bright; Be Brief; & Be Gone. Be Your Best ~ the 4th B of selling. Decision makers want to do business with the...

A Bakers Dozen Phrases to Avoid on the Sales Call

Posted by Mike Cooper on Apr 10, 2012 in Sales Tips | 0 comments

One of the most important high payoff activities is a face to face meeting with our customers. Often we only have one chance to seal the deal, and we never get a second chance to make a first impression. The following is the Sales Kitchen Baker’s Dozen phrases to avoid during these meetings: 1. Just checking in… 2. Calling to touch base… For these two, we prefer using a form of,...

Obtain 15 Accomplishments This Quarter

Posted by Mike Cooper on Oct 10, 2011 in Sales Tips | 0 comments

“How can I possibly get 15 things done this quarter,” you may ask. It’s quite simple. For each of your top five customers, set three goals that absolutely, positively, have to be completed. Business building goals like get new items authorized, get an additional order, meet the buyer’s boss, or whatever. At the end of the quarter you will have achieved three goals at five...

What do you think? Yes or No?

Posted by Mike Cooper on Sep 28, 2011 in Sales Tips | 0 comments

Do you make a New Year’s Resolution?  Y/N Do you have a 2011 sales plan?  Y/N Have you ever won the lottery?  Y/N Did you ever get a speeding ticket?  Y/N Are you involved in the community?  Y/N Yes or no questions are easy to answer. Sales folks want to hear yes but more oftentimes hear no. Sales pros can handle no. We know that no might actually mean no. Sometimes a client stalls on...