Cold Calling: How Sales people Help Prospects Erect "The Wall"

Prospecting must be first analyzed and then viewed through different lenses, in particular from the viewpoint of the buyer. In order to change your results you first must be willing to change your own viewpoint and or opinion of cold calling.

Typically sales people make the mistake of opening with a closed ended question such as "We are calling to determine if you have a need for..." This approach typically results in a closed ended answer: No! Or the sales person says "I would like to know if you have a minute to discuss..." This is another closed-ended question that again results in a closed ended answer: No!

To read this aritcle in full please click here http://www.peakperformancesalestraining.com/content/cold-calling-how-sales-people-help-prospects-erect-wall

Sales and the CEO: The cost of the "Disconnect" between management and the sales department.

Get your Complimentary CEO Growth and Sales Barrier Tool Kit Please visit:http://ow.ly/B8y4q to request your CEO Sales Tool Kit.

Looking for Top Sales Producers? Request Your Complimentary “Recruiting Top Producers” Information Package. Visit:http://ow.ly/B8yMw

Sales and the CEO: The cost of the “Disconnect” between management and the sales department.

Why it is crucial that the CEO, President or Business Owner play an integral role in sales and business development?

The most important reason is answered in question form. Who has the most to gain and the most to lose from a sales team’s business development activities? Many Presidents, CEO’s and Business Owners make a crucial mistake in actually putting the financial future of their company in the hands of their sales team! We are not implying that you should not do everything possible to create a sales team that is self reliant and responsible for their own territories and sales quotas. However, when there is a break or disconnect between the leader and sales team, this is where a long-term pervasive problem begins.

The Problems associated with the Sales Black Box.

The black box view of sales is an attitude often found in Presidents, CEO’s or Business Owners who do not have a background in or an intimate knowledge of the problems inherent in sales. They set organizational goals that are dependent on revenue numbers and so present sales goals to the black box of the sales department and anxiously await the outcome without managing the intricacies of reaching the goal—namely they fail to oversee the microcosm of day to day activities that are required to meet the goal. This laissez faire mentality often results in a disappointed and frustrated CEO.

To read the balance of this tip please visit http://www.peakperformancesalestraining.com/content/sales-and-ceo-cost-%E2%80%9Cdisconnect%E2%80%9D-between-management-and-sales-department

The Impact on your Bottom Line due to Commoditization: Products and Services Don't Commoditize; Sales People DO!

by ceogrowthsolutions www.peakperformancesalestraining.com

Get your Complimentary CEO Growth and Sales Barrier Tool Kit

Please visit: http://ow.ly/B8y4q  to request your CEO Sales Tool Kit.

Looking for Top Sales Producers? Request Your Complimentary “Recruiting Top Producers” Information Package. Visit: http://ow.ly/B8yMw

By Peak Performance Training and Development www.peakperformancesalestraining.com

Providing CEO’s, Presidents and Business Owners with Executable Strategies that Target the Problems Inherent in Sales, Sales Management and Sales Recruiting

Why do so many sales people jump through hoops to get the prospect’s attention then deliver a stellar presentation, only to have the prospect go with a competitor who comes in at a lower price? To learn more call Peak Performance today at 866-816-0991

Are your products/services overpriced? Are your competition’s offerings under priced?

Why does the prospect perceive your product as a mere commodity—easily replaceable by any number of competitive products?

Has the prospect become a smarter and better negotiator, or do they simply hear the same needs-focused pitch from you and everyone else, that ultimately demotes your superior solution to commodity status?

Why You?

Why you? This is the question most prospects ask themselves when dealing with a sales person for the first time. Why should I buy from you? Most sales people respond with the obvious and expected answers:

1. We have the best product
2. We have the best services
3. We have the best price (having the best price and the best product is often a contradiction in terms)
4. We have been in business for years

Business Owners: Request your Free CEO Growth Barrier Information Package
Uncover the Top Sales & Growth Obstacles facing Business Owners
Visit http://peakperformancesalestraining.com/CEOSolutions/CEOToolKit

To read the balance of this tip please visit http://peakperformancesalestraining.com/content/impact-your-bottom-line-due-commoditization-products-and-services-don%E2%80%99t-commoditize-sales

The Difference Between Top Sales Performers and the Rest

The Ability to View Obstacles as Opportunity

Business Owners, CEO's and Presidents: Do your sales people have more excuses and reasons for failing to meet quotas? Or do they develop, implement and stick with a different and more productive course of action?

In these difficult economic times sales people become quite black and white. In other words the difference between top performers and rest becomes quite clear.

For those of you who find it difficult to differentiate between the two, let’s look at a few differentiating factors.

To read this tip in full please visit http://www.peakperformancesalestraining.com/content/difference-between-top-sales-performers-and-rest-ability-view-obstacles-opportunity