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Achieve your Sales Targets with your Sales Pipeline
Being aware of and managing the amount in your sales pipeline each week, fortnight or month can have the single biggest impact to achieving your sales consistently from month to month and quarter to quarter. It is an important forecasting tool that all businesses should use even if they don’t have salespeople, as it clearly shows how many sales to expect and when to expect them.
Boost your Sales through Reinvention
Is it just me or is 2009 going to be the biggest and best year yet? Despite what is being reporting in the media and what we are seeing overseas, many of the people that I’ve spoken to recently are extremely motivated and confident that 2009 is going to be their best year yet (including me). So if 2009 is going to be your best year yet, now is the perfect time to sit down and work out what you want to achieve and what you need to do to make this happen.

Build your Sales Pipeline and Boost Your Prospect Numbers
Do you get frustrated constantly searching for prospects and contact information? The traditional methods of building a list of people that you can market and sell to such as purchasing databases, driving around business parks and noting the tenants of buildings that you walk past are great, and they do work, however, they are costly and time consuming.
Business Networking Tips
Networking has been good to me over the years. Apart from referrals, it has been the single most successful way of generating new business and building my professional network. It must be the salesperson in me, but there is nothing more rewarding than meeting and connecting with new people who end up as friends, associates or clients.

Consultative Needs Based Selling Approach
Looking at your business from a sales perspective and most importantly understanding your business from a client perspective, is one of the most important first steps in sales. Most people hate being sold to but love the feeling of buying; so the clearer you can explain how your business helps and "what is in it for them" the easier it makes prospective customers to make a buying decision. The consultative/problem solver approach qualifies and listens to the customer and helps them to buy what they need. The consultative approach focuses on the needs of the customer and how you improve or benefit them in some way.
How can I increase the number of Referrals I receive?
I’m sure most of you would agree that selling to someone who has been referred to you is much easier and more enjoyable than those generated through traditional sales efforts such as direct mail and cold calling. The success rate is higher because they are in the market for your services and are also much less price sensitive because the referring party has told them the value and benefits that you can deliver.
How can I make cold calling easier?
Lately I have been working with a number of sales teams to help them increase the success of their cold calling and I thought I would share with you some of my tips for success:
How can you find the best of the best in sales?
Many people believe great sales-people are born, not made but I disagree because sales is a process that can be taught to anyone and it is simply how the process is applied that separates good from great. Success in sales comes from skill development, attitude, confidence and behaviour.

How to avoid being a pest in your sales follow up
Did you know that one of the biggest gripes against salespeople by decision makers is the lack of follow up? Many people resist following up because they find it uncomfortable and don’t want to seem pushy or annoying and many people don’t follow up because they simply forget. This lack of follow-up presents a great opportunity for those who are organized and take the time to do it.
Overcoming Sales Objections
Objections are simply reasons or concerns that a prospective client has as to why they won't make a decision when you want them to. You will hear statements such as:

Quick Prospecting Tools
Do you get frustrated constantly sourcing new sales and contact information?
Sales Tips to give your sales a boost in 2010
customers, the same results can be achieved. Besides, you can find new customers from referrals within your existing client base. Here is a couple of quick tips to help you build your revenue in 2010.
Quick Tips to Presenting Proposals
These quick tips will help to reduce some of the 'discomfort' that can be associated when presenting your pricing options
SALES TIPS AND TRICKS
Want to increase sales but don’t have the sales skills or worried you will come across as an aggressive, pushy sales person? The key to developing confidence in sales is by being flexible and open-minded about trying something new!
Sales Tips for Selling in a challenging economy
It’s difficult to ignore the news of the financial crisis that is occurring around the world and the fear and uncertainty that it is creating. Here in Australia many companies have been tightening their budgets and reducing their spending over recent months and it looks like it’s going to continue. So what does this mean for those of us running businesses or working in sales?
Sales Tips for the First Appointment
“It’s all about planning and preparation” It’s amazing how many sales people and business owners I talk to who under-estimate the value and importance of planning and preparing for a first appointment.

Can You Use Closed Questions to Sell More Insurance?
The quick answer is absolutely. Now let me explain.

Open, Leading and Closed Questions
In a selling environment where most good sales people appreciate the importance of discovering a prospect’s requirements, it is easy to take questioning skills for granted. Yet, questions that are crafted with strategic intent can uncover a myriad of secrets stored in the prospect’s mind.

Questions - Questions - Questions
Questions Open Control Confirm
Are you boring prospects with your questions?
When you ask ‘thinking, open style' questions it can help you to win new business much quicker and with fewer objections. Additionally, when you help prospects to think about the needs of their business and to really think about current or potential problems or challenges they may face, they start to see you differently and understand the value you can add to them or their business.

Other closed questions Related Articles

5.1 The development model should determine the optimal trade policy: Economic Report on Africa 2007
The two-stage diversification process from economic history has been registered both in open and closed economies. The difference between the two is that the turning point after reasonable and sustainable development has been achieved occurs at a much earlier point for open economies compared to the case for closed economies.
How To Improve Your Own Time Management Through Seven Strategic Questions, According To Your Strategic Thinking Business Coach
Time is such a precious commodity and it is highly valued by strategic thinkers. Strategic thinking people want to get the most benefit out of their time and they have discovered that a great way to do just that is to develop the ability to ask yourself the strategic questions at the right time. And the beauty of this technique is that you only need to invest no more than sixty seconds to ask those questions before you begin any specific activity, task or assignment. The skill of asking the right questions must be acquired and as time goes by you will improve your ability to ask the real strategic questions. It is important to learn how to ask questions and one tip is to have your questions begin with the word “what.” Here is a list of seven strategic questions to ask.
Select Seminars and Workshops with Purpose
Recently, one of my clients asked me about a seminar offered by a competitor. His questions to me were, “Howard, take a look at this and let me know if you think I should go, and if you want to come with me?” Rather than answer the questions directly, I left him with these thoughts and some questions to ask himself.
Probing: Leading and Controlling with Questions
What: is a probe Why: do we use probes Questions are one of the most powerful weapons in a salesperson’s arsenal of procedures and techniques. Questions require a prospect to participate actively in the sale. Questions help us learn the prospects hidden wants and needs. Questions give us time to gain lost composure. We must become excellent question askers and effective listeners.

Socratic Struggles
Using the Socratic Method to guide discussions is a well known tool. The method is frequently used in educational situations, but it can be a powerful tool at work if used well. The caveat is that it can be dangerous if used poorly. What has been your experience with using the Socratic Method? Are you alert to when other people are using the method with you? The attached article has some of my thoughts on this subject and gives a list and examples of the six types of socratic questions. 1. Questions of Clarification. 2. Questions that probe assumptions. 3. Questions that probe reasons and evidence. 4. Questions that probe perspective. 5. Questions that probe consequences. 6. Questioning the question
What questions should I ask when buying a business?
There are many questions buyers typically ask when thinking of buying a business that include the level of sales, qualifications and motivations of the employees, questions about landlord and suppliers. While these questions are helpful and appropriate, this article offers some more questions that will help in the decision of buying a business.

Can Your Salespeople Sell More Effectively by Asking More Questions?
Selling by asking questions is hard. A list of questions isn't the answer. Left to their own devices, your salespeople won't be able to create the kind of questions that are needed. You might not be able to either.
The Art of Asking Questions
Mastering the Art of Asking Questions is essential if you want to succeed. It's not simply a matter of getting in the habit of utilizing questions in your interactions with people. It's really about learning how to ask the right questions at the right time.
Mastering Job Interviews Using the SOAR Answer Model
Make a great impression on your interviewer by mastering artful responses to behavioral job interview questions. The S.O.A.R. Answer Model is helpful for preparing for interview questions as well as keeping you focused in the interview while answering questions, especially behavioral questions.

Video Aids Law Enforcement in the United Kingdom
London has closed circuit television cameras all over recording many of the recent riots, which sets a good example for how digital closed-circuit television systems can aid law enforcement by catching crimes on camera. Although some say that CCTV systems used here in the United States are violating our constitutional rights, litigators use CCTV footage to solve crime, not to invade privacy. Video forensic experts clarify footage and help litigators easily understand the evidence of crimes caught on CCTV systems.

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