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...

4.5 Ways To Sell More

Posted by Mike Cooper on Jan 29, 2012 in Sales Tips | 0 comments

Remember, there are only two ways to Heat Up Your Sales: 1) obtain new customers, and 2) get your current customers to buy more stuff. 1. “Call Me In January”  Remember all those prospects and future clients that said to call back after the holidays? Guess what? It’s the last day of January. Have you called yet? Pick up the phone dude: “I’m following up after the...

Sales Predictions for 2012

Posted by Mike Cooper on Dec 29, 2011 in Sales Tips | 4 comments

Back in the day, my crystal ball was always in the repair shop when it came to forecasting and estimating. Today, I’m still not much of a psychic but I’ve made some predictions that are both good business practices as well as interesting. Gone are the days when we sold “features and benefits.”  Now, there are so many choices, buyers are looking for value. Creating value...

6.5 Year End Sales Tips for Immediate Results

Posted by Mike Cooper on Nov 17, 2011 in Sales Tips | 4 comments

Remember, there are only two ways to Heat Up Your Sales: 1) obtain new customers, and 2) get your current customers to buy more stuff. 1. Change up your selling tactics.  Work more with “A” accounts instead of “B” and “C” accounts. Your competitors want your “A” accounts as new business. Your best accounts might be able to issue an extra PO or two...

Good Habits ~ A Baker’s Dozen

Posted by Mike Cooper on Oct 6, 2011 in Sales Tips | 0 comments

Start early. Ask the right questions. Ask for referrals. Create client specific plans. Show enthusiasm. Tell the truth. Ask for the next appointment during the meeting. Take notes. Be responsible. Read industry publications. Network twice a week. Be on time for meetings. Keep your sense of humor. Set your objectives, hustle, and give your professional...