Category: Sales

Ten Tips for Effective Listening

Dr. Tony Alessandra

For many of us, talking can come pretty easy especially when it’s about something we’re interested in. But effective listening? That’s another story… Effective listening is more of a learned skill than a common characteristic. Learning how to listen effectively

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The Stairs of Customer Loyalty

Dr. Tony Alessandra

Many companies follow the same formulas for bringing them close to what they think their customers really want. Concepts like “customer focus” and “customer satisfaction” are warmly embraced. Today, who isn’t focusing on satisfying customers? However, in today’s ultra­-competitive marketplace,

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4 Key Features of an Effective Website

Scott Klososky

This post was first published on the blog of Future Point of View, Scott Klososky’s consulting firm. Last weekend I went searching for a home security system. I was trying to decide between two different competitors. What sold me on

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Don’t Be an Empty Suit

Dr. Tony Alessandra

If you’re all talk and no action, the competition will destroy you.  Here’s why honoring your commitments is vital. What is your “follow-up reputation” in business? Are you always prompt, or habitually late? If the latter, you’ll never come out

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An Eye Opening Customer Tool

Dr. Tony Alessandra

Linda Richardson interviews best-selling author and international speaker Dr. Tony Alessandra.  This is the featured cover article in the March 17, 2015 edition of Top Sales Magazine. Dr. Tony Alessandra is a best-selling author, international speaker, and entrepreneur in the field of

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Become a Kick Ass Sales Professional by Perfecting these Eight Traits

Dr. Tony Alessandra

In talking to people all over the United States, I have found that the term “salesperson” generates many responses. I seem to hear some of them over and over. A few of the most common are: pushy, high pressure, hard

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15 Ways To Increase Sales in 2015

Jim Cathcart

1. Prepare Yourself To Excel Use a checklist to prepare your attitude, appearance, customer information, company and product information and the selling environment, so you can be at your best on every call. 2. Notice What Is Working Study yourself,

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Asking More Effective Sales Questions: 10 Tips

Dr. Tony Alessandra

Sales is often a game of questions. Unless you ask the right questions, you won’t uncover the right needs. Unless you ask the right questions, you won’t understand the right problems to solve. But there’s an art to asking these

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50 Best Summer Reads from Top Sales World

Is it your goal to read more books this summer? If so, check out Top Sales World’s 50 best summer reads related to sales and marketing. A couple of our favorites are included – People Smart in Business, by Dr. Tony

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23 Questions to Quickly Identify Your Customer’s Core Needs

Dr. Tony Alessandra

Today’s buyers are complex. They’re confusing wants and needs. They’re strapped for time. They’re hesitant to share information, yet have endless access to information. In order to have an effective sales process for these modern buyers, we need to start

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How to Handle Price Objections

When you get price objections, consider these suggestions: 1. Clarify what the prospect means when she says your price is too high. • She may mean she can’t afford the price, although the product is worth what you’re asking. Strategy: a)

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10 Ways to Increase Sales Confidence

When you feel uncertain or unsure of yourself you are unlikely to compel anyone else to buy or to accept your advice. The “killer app” in sales and leadership is Confidence. We are drawn to confident people and put off

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How To Avoid Communication Barriers

Successful salespeople learn to recognize and overcome barriers to communication. There are two types of such barriers: those arising from the environment and those stemming from the hearer’s resistance. Environmental Barriers Those arising from the environment include: – Distractions –

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10 ways to fascinate (and win!) over the phone

Every phone call is an opportunity. If you engage and fascinate your listener, you’ll earn a new advocate. But if you fumble, you’ll weaken their impression of your value. You need to earn their attention, and you need to do

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Peter Vidmar Interview: Risk, Originality, Virtuosity (ROV)

  Since leading the 1984 US Men’s Gymnastics Team to its first-ever Olympic Gold Medal, Peter Vidmar has been helping people throughout the country realize their own potential. In this interview with business partner, Brian Lord of Premiere Speakers, Peter discusses

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11 Great Sales Tips to Bolster Your Year

(Excerpted from Relationship Selling: The 8 Competencies of Top Sales Producers) 1.   Prepare Yourself To Excel not just to Sell. Use a checklist to prepare your mind, appearance, customer information, company and product information and the selling environment, so you can

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10 Crucial Factors in Positioning Yourself for Success

Power positioning is presenting yourself to the right person, at the right time and place, in the right way, with the right message. If you can do that all day long, every day, you will be an incredibly successful professional.

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Our Purpose Is To Make Life Better for Others

The purpose of what we do is to make life better for people. And we need to remember that the way to do that is be the person you’re capable of being. J.C. Penney, years ago, said, “No one need

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5 Ways to Be More Persuasive

Why are so many new ideas a tough sell? Isn’t it true, as the old saying goes, that if you invent a better mousetrap, the world will beat a path to your door? No, that’s baloney! In fact, it’s never

15 Ideas That Will Grow Your Business

Jim Cathcart shares a few ideas to help you grow your professional services business. 1. Notice More. Grow your awareness (of money, needs, expenses, what’s coming, what’s working, where gaps are…). Know where you stand. 2. Give More Than You Have To.

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