<?xml version="1.0" encoding="utf-8"?>
<rss version="2.0" xmlns:atom="http://www.w3.org/2005/Atom" xmlns:content="http://purl.org/rss/1.0/modules/content/" xmlns:wfw="http://wellformedweb.org/CommentAPI/">
<channel>
<title>Bill Lee - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Bill_Lee</link>
<pubDate>Tue, 14 Feb 2012 21:42:14 -0600</pubDate>
<image><title>Bill Lee - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Bill_Lee</link>
<url>http://EzineArticles.com/images/ea_logo.jpg</url>
</image>
<language>en-us</language>
<copyright>Copyright 2012 EzineArticles.com - All Rights Reserved.</copyright>
<description><![CDATA[Bill Lee is a highly successful business man, consultant, seminar leader and author. He is a charter member of Master Speakers International and a member of National Speakers Association. He and his partners grew BMA, a South Carolina-based distribution business from a start up to a $640 million business in just 20 years. Today, Bill is a business consultant who works with owners and managers who want to improve their bottom line and salespeople who want to improve sales and gross margin. Bill is author of 30 Ways Managers Shoot Themselves in the Foot ($21.95) and Gross Margin: 26 Factors ... ]]></description>
<lastBuildDate>Tue, 14 Jun 2011 16:26:50 -0500</lastBuildDate>
<atom:link rel="hub" href="https://pubsubhubbub.appspot.com" />
<item>
<title>Practice and Preparation Increase Self Confidence on Sales Calls</title>
<link>http://EzineArticles.com/6350999</link>
<guid>http://EzineArticles.com/6350999</guid>
<pubDate>Tue, 14 Jun 2011 16:26:50 -0500</pubDate>
<description><![CDATA[This article shows salespeople how to improve their sales effectiveness no matter how long they have been selling. Professional salespeople are no different than professional athletes in that it has probably been many years since they have encountered a new obstacle.]]></description>
</item>
<item>
<title>Perfect Words Blended Together Perfectly Yield Best Results</title>
<link>http://EzineArticles.com/5470174</link>
<guid>http://EzineArticles.com/5470174</guid>
<pubDate>Wed, 01 Dec 2010 16:30:33 -0600</pubDate>
<description><![CDATA[Many salespeople resist using sales techniques. This article shows how the well-rehearsed use of a sales technique helped one company's salespeople overcome a real obstacle they and their company were facing.]]></description>
</item>
<item>
<title>How to Gain a Prospect's Favorable Attention</title>
<link>http://EzineArticles.com/5433163</link>
<guid>http://EzineArticles.com/5433163</guid>
<pubDate>Fri, 26 Nov 2010 14:16:31 -0600</pubDate>
<description><![CDATA[This article illustrates the importance of setting yourself apart from the sometimes dozens of other salespeople calling on the same prospect selling the same or similar products as you are selling. And be careful about telling prospects you can save them money....just about all salespeople make that promise. Work on your opening statement...you have about 10 seconds to gain a prospect's favorable attention.]]></description>
</item>
<item>
<title>Sales Scores on the Merit System</title>
<link>http://EzineArticles.com/3493420</link>
<guid>http://EzineArticles.com/3493420</guid>
<pubDate>Tue, 29 Dec 2009 15:46:07 -0600</pubDate>
<description><![CDATA[Seniority matters little in sales. University degrees may open the door, but they won't help you make the sale. Nine out of ten times in sales, it's the hardest working most persuasive salesperson who walks out with the order. Sales success is merit based.]]></description>
</item>
<item>
<title>Traits Top-Performing Salespeople Have in Common</title>
<link>http://EzineArticles.com/3357011</link>
<guid>http://EzineArticles.com/3357011</guid>
<pubDate>Tue, 01 Dec 2009 16:04:39 -0600</pubDate>
<description><![CDATA[If you are a salesperson or if you are responsible for hiring top-producing salespeople, this article will tell you what characteristics you must have or look for to find success in sales. Personal appearance can be deceiving, as can a salesperson's verbal skills. Work on developing these five characteristics and the odds skyrocket that you'll find sales success.]]></description>
</item>
<item>
<title>How to Get Prospects to Call You</title>
<link>http://EzineArticles.com/3131244</link>
<guid>http://EzineArticles.com/3131244</guid>
<pubDate>Fri, 23 Oct 2009 11:00:53 -0500</pubDate>
<description><![CDATA[If you're not asking for referrals, you're missing out on one of selling's most basic principles.  Here are the precise words to use when asking for referrals.]]></description>
</item>
<item>
<title>Money Making Ideas - Looking Back at 2007 and 2008</title>
<link>http://EzineArticles.com/3131151</link>
<guid>http://EzineArticles.com/3131151</guid>
<pubDate>Fri, 23 Oct 2009 10:46:12 -0500</pubDate>
<description><![CDATA[At the end of March 2009 I conducted a survey among the 20,000+ owners, managers and salespeople who read my weekly electronic newsletters. I was thrilled with the number of responses and learned a lot about why so many businesses lost money in 2007 and 2008 - Poor Reaction Time.]]></description>
</item>
<item>
<title>Failure to Hold Employees Accountable For Measurable Results</title>
<link>http://EzineArticles.com/3131094</link>
<guid>http://EzineArticles.com/3131094</guid>
<pubDate>Fri, 23 Oct 2009 10:42:37 -0500</pubDate>
<description><![CDATA[Discretionary bonuses often do more harm than good.  Tie employee bonuses to measurable results to achieve an optimal return on your company's bonus dollars.]]></description>
</item>
<item>
<title>Your Nose Is You - the Wall is Your Business</title>
<link>http://EzineArticles.com/757292</link>
<guid>http://EzineArticles.com/757292</guid>
<pubDate>Tue, 02 Oct 2007 09:32:01 -0500</pubDate>
<description><![CDATA[To exhibit more leadership in your organization, to keep your people inspired in good times and bad, commit to One on One Regularly Scheduled Meetings with each person who reports to you.]]></description>
</item>
<item>
<title>How to Build Your Confidence for Selling</title>
<link>http://EzineArticles.com/631894</link>
<guid>http://EzineArticles.com/631894</guid>
<pubDate>Fri, 06 Jul 2007 12:05:12 -0500</pubDate>
<description><![CDATA[This article will show all salespeople how to avoid allowing their most improtant presentations from turning into a disaster.]]></description>
</item>
<item>
<title>Markup On Cost Versus Gross Profit Margin</title>
<link>http://EzineArticles.com/621694</link>
<guid>http://EzineArticles.com/621694</guid>
<pubDate>Wed, 27 Jun 2007 12:40:37 -0500</pubDate>
<description><![CDATA[This article will show salespeople with some degree of pricing authority how to optimize gross margin without losing the sale.]]></description>
</item>
<item>
<title>Top Salespeople Manage What They Measure</title>
<link>http://EzineArticles.com/462234</link>
<guid>http://EzineArticles.com/462234</guid>
<pubDate>Wed, 21 Feb 2007 10:12:11 -0600</pubDate>
<description><![CDATA[This article describes what salespeople might do differently in 2007 than they did in 2006 to raise their personal productivity.]]></description>
</item>
<item>
<title>Incentive Pay No Substitute for Strong Management</title>
<link>http://EzineArticles.com/418052</link>
<guid>http://EzineArticles.com/418052</guid>
<pubDate>Sun, 14 Jan 2007 16:16:34 -0600</pubDate>
<description><![CDATA[This article shows managers how to get the most mileage from incentive pay plans and avoid incentive pitfalls.]]></description>
</item>
<item>
<title>One Rule for Owners, Another for Employees</title>
<link>http://EzineArticles.com/415362</link>
<guid>http://EzineArticles.com/415362</guid>
<pubDate>Fri, 12 Jan 2007 05:53:37 -0600</pubDate>
<description><![CDATA[This article shows owners and managers how to avoid tempting their employees to be dishonest by being extra careful not to break the rules themselves.]]></description>
</item>
<item>
<title>First Things First</title>
<link>http://EzineArticles.com/415359</link>
<guid>http://EzineArticles.com/415359</guid>
<pubDate>Thu, 11 Jan 2007 18:25:31 -0600</pubDate>
<description><![CDATA[Here's a simple technique for managers and salespeople to use to help them keep their eyes on the most essential tasks and avoid allowing urgent tasks to break their concentration.]]></description>
</item>
<item>
<title>What Does Your Company Do Better than Its Competitors?</title>
<link>http://EzineArticles.com/399595</link>
<guid>http://EzineArticles.com/399595</guid>
<pubDate>Sat, 30 Dec 2006 12:26:00 -0600</pubDate>
<description><![CDATA[Companies that wish to compete more effectively must clearly distinguish their product and service offerings from their competitors.  This article shows owners and managers how to set their companies apart from the competition.  Includes excerpts from businessman and author Nido Qubein of High Point, NC.]]></description>
</item>
<item>
<title>Tips to Deal with Inter-Departmental Conflict in Your Organization</title>
<link>http://EzineArticles.com/393974</link>
<guid>http://EzineArticles.com/393974</guid>
<pubDate>Fri, 22 Dec 2006 14:10:10 -0600</pubDate>
<description><![CDATA[Polarization with organizations, between departments, can inhibit an organization from achieving optimal levels of productivity.  This article offers suggestions to reduce inter-departmental conflict.]]></description>
</item>
<item>
<title>There's Magic in Thinking Big</title>
<link>http://EzineArticles.com/381504</link>
<guid>http://EzineArticles.com/381504</guid>
<pubDate>Sat, 09 Dec 2006 17:45:52 -0600</pubDate>
<description><![CDATA[Follow the rules in this article for more accurate sales projections for 2007.  High expectations tend to lead to a higher performance.]]></description>
</item>
<item>
<title>Rules that Guarantee Financial Independence</title>
<link>http://EzineArticles.com/381522</link>
<guid>http://EzineArticles.com/381522</guid>
<pubDate>Sat, 09 Dec 2006 17:19:56 -0600</pubDate>
<description><![CDATA[This article offers a step by step process that guarantees financial independence for salespeople or anyone who is willing to follow a discipline.  Don't be old and poor!  Follow the rules.]]></description>
</item>
<item>
<title>Is Anyone Really Managing Sales in Your Organization?</title>
<link>http://EzineArticles.com/361134</link>
<guid>http://EzineArticles.com/361134</guid>
<pubDate>Thu, 16 Nov 2006 09:20:42 -0600</pubDate>
<description><![CDATA[If you are looking for an effective system to manage your salespeople, this article is just what the doctor ordered.]]></description>
</item>
<item>
<title>Earn Big Bucks in Sales Even Though You're not a &quot;Natural&quot;</title>
<link>http://EzineArticles.com/356286</link>
<guid>http://EzineArticles.com/356286</guid>
<pubDate>Sun, 12 Nov 2006 12:21:29 -0600</pubDate>
<description><![CDATA[This article shows the normal every day salesperson how he or she can be sales superstars even though he or she is not a "natural" at selling. ]]></description>
</item>
<item>
<title>Point Your Employees Toward Financial Freedom</title>
<link>http://EzineArticles.com/346277</link>
<guid>http://EzineArticles.com/346277</guid>
<pubDate>Fri, 03 Nov 2006 13:39:49 -0600</pubDate>
<description><![CDATA[Sales managers can use their influence to help their salespeople become financially independent.  This article suggests some ways how to do so.]]></description>
</item>
<item>
<title>Don't Hire Salespeople Who Are Price Buyers Themselves</title>
<link>http://EzineArticles.com/325984</link>
<guid>http://EzineArticles.com/325984</guid>
<pubDate>Thu, 12 Oct 2006 21:38:53 -0500</pubDate>
<description><![CDATA[Sales managers who pull their hair out because their salespeople can't successfully defend their prices will benefit from this article.  Many times, this problem can be solved simply by avoiding adding salespeople to the sales team who are price buyers themselves.]]></description>
</item>
<item>
<title>What's Management's Role in Pricing</title>
<link>http://EzineArticles.com/315759</link>
<guid>http://EzineArticles.com/315759</guid>
<pubDate>Mon, 02 Oct 2006 10:35:00 -0500</pubDate>
<description><![CDATA[This article discusses the relationship between the salesperson and the manager in arriving at pricing decisions to optimize the company's gross margin.]]></description>
</item>
<item>
<title>Tips to Stay in Prospects' Good Graces</title>
<link>http://EzineArticles.com/310496</link>
<guid>http://EzineArticles.com/310496</guid>
<pubDate>Tue, 26 Sep 2006 10:38:06 -0500</pubDate>
<description><![CDATA[Looking for ideas to open more prospects' doors, this article is loaded with the kind of amunition you need to bring in more new customers.]]></description>
</item>
<item>
<title>What Is Selling, Exactly?</title>
<link>http://EzineArticles.com/301752</link>
<guid>http://EzineArticles.com/301752</guid>
<pubDate>Mon, 18 Sep 2006 08:59:24 -0500</pubDate>
<description><![CDATA[Many times salespeople become confused as to when the time is right to quote a customer.  This article will help them better understand when to quote and why not to use low-ball prices when they do.]]></description>
</item>
<item>
<title>Price Is a Bigger Issue Among Salespeople than Customers</title>
<link>http://EzineArticles.com/301177</link>
<guid>http://EzineArticles.com/301177</guid>
<pubDate>Sun, 17 Sep 2006 13:00:02 -0500</pubDate>
<description><![CDATA[If you believe your customers' number one criterion for buying is based on price, perhaps this article will convince you differently.  Of price, quality and service, pick any two you wish.  You can't have all three.  Companies go broke when they attempt to offer all three.]]></description>
</item>
<item>
<title>Communication Channels that Open Prospects' Doors</title>
<link>http://EzineArticles.com/289953</link>
<guid>http://EzineArticles.com/289953</guid>
<pubDate>Tue, 05 Sep 2006 09:08:51 -0500</pubDate>
<description><![CDATA[If you are a salesperson and you're having difficulty getting your prospects' favorable attention, here are some prospecting tips that will open more doors.]]></description>
</item>
<item>
<title>The Fine Art of Delegation</title>
<link>http://EzineArticles.com/287016</link>
<guid>http://EzineArticles.com/287016</guid>
<pubDate>Thu, 31 Aug 2006 17:51:57 -0500</pubDate>
<description><![CDATA[If you can't find enough hours in the day to get your job done, perhaps you're not delegating effectively.  This article contains ten tips to make any manager a more effective delegator.]]></description>
</item>
<item>
<title>How Salespeople Can Improve Their Listening Skills</title>
<link>http://EzineArticles.com/274177</link>
<guid>http://EzineArticles.com/274177</guid>
<pubDate>Sun, 20 Aug 2006 05:50:22 -0500</pubDate>
<description><![CDATA[When salespeople are talking they are learning nothing.  It's only when salespeople listen that they are gaining insight into their customers and prospects needs.  This article will help salespeople improve their listening skills.]]></description>
</item>
<item>
<title>Lessons from Sports Commentators: Give Credit to Co-Workers</title>
<link>http://EzineArticles.com/274178</link>
<guid>http://EzineArticles.com/274178</guid>
<pubDate>Sun, 20 Aug 2006 05:02:23 -0500</pubDate>
<description><![CDATA[Do the departments in your company bicker, complain and criticize each other?  If so, there's a lot that your people can learn from sports commentators.  This article outlines this message.]]></description>
</item>
<item>
<title>Sometimes Managers Are Just Too Soft</title>
<link>http://EzineArticles.com/271532</link>
<guid>http://EzineArticles.com/271532</guid>
<pubDate>Thu, 17 Aug 2006 11:52:43 -0500</pubDate>
<description><![CDATA[If as a manager your people are not living up to their full potential, perhaps it's because of the way you are managing them.  This article suggests how managers can do their employees a favor by being tougher on them.]]></description>
</item>
<item>
<title>How to Calculate Value Added</title>
<link>http://EzineArticles.com/265649</link>
<guid>http://EzineArticles.com/265649</guid>
<pubDate>Thu, 10 Aug 2006 21:50:29 -0500</pubDate>
<description><![CDATA[Salespeople use the term value added all the time, but what does this term really mean?  This article will give you some insight into what value added means and how to use it to earn a sales and marketing advantage.  Your VALUE is often determined by the SIZE of the problems you can help your customers and prospects solve.]]></description>
</item>
<item>
<title>How Easy is Your Company to Do Business With?</title>
<link>http://EzineArticles.com/265476</link>
<guid>http://EzineArticles.com/265476</guid>
<pubDate>Thu, 10 Aug 2006 14:46:39 -0500</pubDate>
<description><![CDATA[Many companies sincerely believe that they are really easy to do business with, but never confirm their internal beliefs.  This article offers both examples and recommendations for companies that want to build a reputation for being easy to do business with.]]></description>
</item>
<item>
<title>How to Respond to Customer Complaints</title>
<link>http://EzineArticles.com/265176</link>
<guid>http://EzineArticles.com/265176</guid>
<pubDate>Thu, 10 Aug 2006 13:52:18 -0500</pubDate>
<description><![CDATA[It's a lot easier to keep an angry or irate customer happy than it is to replace the customer.  This article shows customer contact personnel the steps to take when a customer is upset.]]></description>
</item>
<item>
<title>What's Standing Between You and a Six-Figure Income?</title>
<link>http://EzineArticles.com/257678</link>
<guid>http://EzineArticles.com/257678</guid>
<pubDate>Thu, 03 Aug 2006 15:13:52 -0500</pubDate>
<description><![CDATA[If you are not happy with your current income from selling, this article will tell you specifically what to do to boost your income.]]></description>
</item>
<item>
<title>Managers Must Attack the Process, Not Just the Problem</title>
<link>http://EzineArticles.com/248767</link>
<guid>http://EzineArticles.com/248767</guid>
<pubDate>Mon, 24 Jul 2006 07:22:38 -0500</pubDate>
<description><![CDATA[Managers who usurp their subordinate's authority are not developing their middle managers.  This article will show managers how to most effectively deal with a problem that occurs in one of their manager's area of responsibility.]]></description>
</item>
<item>
<title>Selling Ain't Easy</title>
<link>http://EzineArticles.com/246692</link>
<guid>http://EzineArticles.com/246692</guid>
<pubDate>Thu, 20 Jul 2006 13:42:22 -0500</pubDate>
<description><![CDATA[If you're struggling to be successful at the profession of sales, this article contains a formula you may wish to consider adopting to turn your career around.]]></description>
</item>
<item>
<title>Don't Throw Your New Managers to the Wolves -- Train Them!</title>
<link>http://EzineArticles.com/233617</link>
<guid>http://EzineArticles.com/233617</guid>
<pubDate>Mon, 03 Jul 2006 11:01:34 -0500</pubDate>
<description><![CDATA[Is your company guilty of throwing new managers to the wolves, offering too little in the way of training?  This article offers some excellent techniques to bring new managers up to speed much faster.]]></description>
</item>
<item>
<title>How to Find Out if a Customer Is Telling the Truth or Making an Excuse</title>
<link>http://EzineArticles.com/230685</link>
<guid>http://EzineArticles.com/230685</guid>
<pubDate>Tue, 27 Jun 2006 13:10:33 -0500</pubDate>
<description><![CDATA[How do you find out the "real reason" for a no answer when you ask for an order.  Read this article to learn how to find out if the customer or prospect is telling you the whole truth or could they be merely giving you an excuse.]]></description>
</item>
<item>
<title>Ten Qualities of a Winning Sales Manager</title>
<link>http://EzineArticles.com/228383</link>
<guid>http://EzineArticles.com/228383</guid>
<pubDate>Mon, 26 Jun 2006 15:21:49 -0500</pubDate>
<description><![CDATA[Many executives make the same mistake each time they promote a top notch salesperson to sales manager: they lose their best salesperson and get a mediocre manager.  This article identifies ten characteristics of terrific sales managers.]]></description>
</item>
<item>
<title>How to Avoid a Cloned Sales Force</title>
<link>http://EzineArticles.com/215564</link>
<guid>http://EzineArticles.com/215564</guid>
<pubDate>Fri, 09 Jun 2006 07:18:45 -0500</pubDate>
<description><![CDATA[If you are frustrated with your ability to accurately assess the talent of potential sales candidates, this article will be of great value to you as a manager.]]></description>
</item>
<item>
<title>Three-Stage Sales Strategy</title>
<link>http://EzineArticles.com/212730</link>
<guid>http://EzineArticles.com/212730</guid>
<pubDate>Mon, 05 Jun 2006 14:24:19 -0500</pubDate>
<description><![CDATA[Success in the selling profession requires a salesperson to be persuasive.  This article offers the reader a template for persuading customers and prospects to make buying decisions that are in their best interest.]]></description>
</item>
<item>
<title>Credit Management: Design a System and Work the System</title>
<link>http://EzineArticles.com/208248</link>
<guid>http://EzineArticles.com/208248</guid>
<pubDate>Wed, 31 May 2006 11:36:39 -0500</pubDate>
<description><![CDATA[Best benchmarks for measuring the credit function.
Six-step process for more effective credit management.
Benefits of out-sourcing credit an option for your company?]]></description>
</item>
<item>
<title>Value Statements Open Prospects' Doors</title>
<link>http://EzineArticles.com/208128</link>
<guid>http://EzineArticles.com/208128</guid>
<pubDate>Wed, 31 May 2006 11:13:33 -0500</pubDate>
<description><![CDATA[When salespeople experience rejection, it's usually because they have not given their prospects a valid reason to do business with them.  They have failed to answer the question in all prospects' minds: What's in it for me?  Read this article for some ideas for VALUE STATEMENTS that will open your prospects' doors.]]></description>
</item>
<item>
<title>Do You Have a Destination in Mind for Your Business?</title>
<link>http://EzineArticles.com/201890</link>
<guid>http://EzineArticles.com/201890</guid>
<pubDate>Mon, 22 May 2006 08:56:03 -0500</pubDate>
<description><![CDATA[Is your family in synch as to where the family business is going?  A family divided risks failure to succeed over the long term.]]></description>
</item>
<item>
<title>Selling Value vs. Price</title>
<link>http://EzineArticles.com/202419</link>
<guid>http://EzineArticles.com/202419</guid>
<pubDate>Mon, 22 May 2006 08:37:09 -0500</pubDate>
<description><![CDATA[Do you ever give your customers or clients something for free?  If so, read this article for a technique to turn that FREE product or service into "psychic debt" that will improve the return on your investment.  In the absence of a value barometer, your customers and prospects will use price to eleminate you.]]></description>
</item>
<item>
<title>20 Proven Tips to Avoid Hiring Mistakes</title>
<link>http://EzineArticles.com/199224</link>
<guid>http://EzineArticles.com/199224</guid>
<pubDate>Thu, 18 May 2006 16:59:08 -0500</pubDate>
<description><![CDATA[Do you sometimes make hasty hiring decisions?  Or are you sometimes guilty of hiring the best of the bunch?  Do you keep people for too long even when you've given up on them?  Read this article for 20 tips to avoid hiring mistakes.]]></description>
</item>
<item>
<title>Don't Manage All Customers the Same Way</title>
<link>http://EzineArticles.com/199259</link>
<guid>http://EzineArticles.com/199259</guid>
<pubDate>Thu, 18 May 2006 16:29:27 -0500</pubDate>
<description><![CDATA[Don't throw the same pitch to every batter.  Use customer categories to help determine how you will manage each customer.  Time is a salesperson's most valuable resource, so don't waste any more of it than necessary.]]></description>
</item>
<item>
<title>Seven Steps to Successful Selling</title>
<link>http://EzineArticles.com/198194</link>
<guid>http://EzineArticles.com/198194</guid>
<pubDate>Wed, 17 May 2006 13:14:43 -0500</pubDate>
<description><![CDATA[Do you ever ask for the order prematurely?  Would you like to know how to earn the right to a prospect's business?  This article will show you how.]]></description>
</item>
<item>
<title>When Giving Service, Give It Cheerfully</title>
<link>http://EzineArticles.com/196290</link>
<guid>http://EzineArticles.com/196290</guid>
<pubDate>Mon, 15 May 2006 11:48:17 -0500</pubDate>
<description><![CDATA[The key word when practicing good customer service is to do it cheerfully.  Saying the right words is not enough; customer service workers must smile and behave as if they genuinely appreciate a customer's business.]]></description>
</item>
<item>
<title>Be Stingy with Discounts</title>
<link>http://EzineArticles.com/196285</link>
<guid>http://EzineArticles.com/196285</guid>
<pubDate>Mon, 15 May 2006 11:40:12 -0500</pubDate>
<description><![CDATA[Do your customers understand that they can pay a lower price on the face of an invoice, but still end up with a higher cost?  If you want to learn how to explain the difference between cost and price, read this article.]]></description>
</item>
<item>
<title>Defend Your Prices More Effectively</title>
<link>http://EzineArticles.com/194179</link>
<guid>http://EzineArticles.com/194179</guid>
<pubDate>Wed, 10 May 2006 11:24:54 -0500</pubDate>
<description><![CDATA[Lack of pricing confidence can kill a salesperson's ability to defend the prices they quote.  This article offers several tips to help salespeople feel more confidence when they must defend their prices.]]></description>
</item>
<item>
<title>Checklists Allow More Time to Sell</title>
<link>http://EzineArticles.com/192068</link>
<guid>http://EzineArticles.com/192068</guid>
<pubDate>Tue, 09 May 2006 09:28:55 -0500</pubDate>
<description><![CDATA[Virtually 100% of salespeople report that there are frequently not enough hours in a day for them to get the job done.  This article offers a really great idea that when implemented, helps salespeople avoid duplicating effort.]]></description>
</item>
<item>
<title>Know the Law on Overtime Pay</title>
<link>http://EzineArticles.com/183754</link>
<guid>http://EzineArticles.com/183754</guid>
<pubDate>Sun, 23 Apr 2006 08:02:33 -0500</pubDate>
<description><![CDATA[Is your company vulnerable to a lawsuit from a disgruntled worker who happens to have a brother-in-law who is a lawyer?  Read this article to find out.]]></description>
</item>
<item>
<title>Warm Up Cold Calls</title>
<link>http://EzineArticles.com/183746</link>
<guid>http://EzineArticles.com/183746</guid>
<pubDate>Sat, 22 Apr 2006 19:33:46 -0500</pubDate>
<description><![CDATA[How to turn an otherwise cold call into a WARM call.  How to display so much professionalism on the first call that your prospect will want to see you again and again.]]></description>
</item>
<item>
<title>Tips for Remembering Names</title>
<link>http://EzineArticles.com/181805</link>
<guid>http://EzineArticles.com/181805</guid>
<pubDate>Thu, 20 Apr 2006 10:56:27 -0500</pubDate>
<description><![CDATA[Are you sometimes frustrated by how fast you forget someone's name you've just met?  Remembering names can be learned by following a few rules.]]></description>
</item>
<item>
<title>Wouldn't You Like to Close New Business Faster?  Practice Answering These Four Questions!</title>
<link>http://EzineArticles.com/178749</link>
<guid>http://EzineArticles.com/178749</guid>
<pubDate>Fri, 14 Apr 2006 20:56:28 -0500</pubDate>
<description><![CDATA[Buyers are looking for concrete reasons to make a change.  They are all asking themselves: What's in it for me?  Answer these four questions to the buyer's satisfaction and your close rate will soar.]]></description>
</item>
<item>
<title>Effective Inventory Control Requires Discipline</title>
<link>http://EzineArticles.com/178753</link>
<guid>http://EzineArticles.com/178753</guid>
<pubDate>Fri, 14 Apr 2006 20:11:31 -0500</pubDate>
<description><![CDATA[Excessive inventory levels reduce the capital a business can access for capital expenditures.  Implement the following disciplines in your company to optimize inventory control.]]></description>
</item>
<item>
<title>Ownership versus Management: Be Sure There Is A Difference</title>
<link>http://EzineArticles.com/171001</link>
<guid>http://EzineArticles.com/171001</guid>
<pubDate>Sat, 01 Apr 2006 06:35:45 -0600</pubDate>
<description><![CDATA[If you own less than 50% of your company's stock, you are not entitled to have input into management decisions.  Management must be earned.  Neither the owners' children nor in-laws are entitled to hold management positions in the family business.]]></description>
</item>
<item>
<title>How to Make the Sale when Confronted with the &quot;Past Sins&quot; Objection</title>
<link>http://EzineArticles.com/171004</link>
<guid>http://EzineArticles.com/171004</guid>
<pubDate>Sat, 01 Apr 2006 06:34:46 -0600</pubDate>
<description><![CDATA["Past Sins" prevent many salespeople from sales success.  Past Sins are defined as mistakes a predecessor made with a customer.  The customer responded by saying, "I will NEVER do business with this company again."]]></description>
</item>
<item>
<title>Eliminate Your Prospect's Pain to Close More Sales</title>
<link>http://EzineArticles.com/163402</link>
<guid>http://EzineArticles.com/163402</guid>
<pubDate>Sat, 18 Mar 2006 02:52:42 -0600</pubDate>
<description><![CDATA[Open your prospects' eyes with well-designed questions?  If your prospects don't know where and how much they are hurting, they are blissfully ignorant.  How to make it obvious that you are a problem solver.]]></description>
</item>
<item>
<title>Is Your Management System in Need of an Overhaul</title>
<link>http://EzineArticles.com/163413</link>
<guid>http://EzineArticles.com/163413</guid>
<pubDate>Sat, 18 Mar 2006 02:09:45 -0600</pubDate>
<description><![CDATA[If you are not changing the way you look at productivity, you're behind the curve.  Are entitlement programs alive and well in your company?  Are your people in a rut?]]></description>
</item>
<item>
<title>Salespeople Enjoy the Price They Pay for Success</title>
<link>http://EzineArticles.com/162784</link>
<guid>http://EzineArticles.com/162784</guid>
<pubDate>Fri, 17 Mar 2006 06:58:48 -0600</pubDate>
<description><![CDATA[Are your salespeople guilty of throwing the same pitch to every batter?   Are they in a rut?  Are their professional selling skills stagnating?]]></description>
</item>
<item>
<title>How to Get Your Foot in the Door</title>
<link>http://EzineArticles.com/162770</link>
<guid>http://EzineArticles.com/162770</guid>
<pubDate>Fri, 17 Mar 2006 06:42:33 -0600</pubDate>
<description><![CDATA[Common mistake salespeople make when talking with customers and prospects.  To get prospects' favorable attention, talk to them about the kinds of topics THEY like to talk about.  The research required to make a positive impression on your toughest prospect.]]></description>
</item>
<item>
<title>Green and Growing or Dying on the Vine</title>
<link>http://EzineArticles.com/162780</link>
<guid>http://EzineArticles.com/162780</guid>
<pubDate>Fri, 17 Mar 2006 06:14:38 -0600</pubDate>
<description><![CDATA[Did you grow over the past year or was last year pretty much a repeat of the year prior?  Questions salespeople can andwer to determine if they are green and growing or dying on the vine. Techniques to develop your selling skills.  Free recommended reading list.]]></description>
</item>
<item>
<title>How to Enhance Customer Retention</title>
<link>http://EzineArticles.com/160151</link>
<guid>http://EzineArticles.com/160151</guid>
<pubDate>Mon, 13 Mar 2006 05:58:10 -0600</pubDate>
<description><![CDATA[It is less expensive to save a customer than to bring in a new customer.
Customer Care retains customers. Learn how to deal with an angry or irate customer.]]></description>
</item>
<item>
<title>Don't Fail to Pay What It Takes to Attract Top Talent</title>
<link>http://EzineArticles.com/160150</link>
<guid>http://EzineArticles.com/160150</guid>
<pubDate>Mon, 13 Mar 2006 05:17:10 -0600</pubDate>
<description><![CDATA[In people, you usually get what you pay for. You can't hire a $70,000 employee by hiring two earning $35,000 each. The quality of your people equals the quality of your company...]]></description>
</item>
<item>
<title>Tips to Generate Endless Referrals</title>
<link>http://EzineArticles.com/143183</link>
<guid>http://EzineArticles.com/143183</guid>
<pubDate>Sat, 11 Feb 2006 08:28:53 -0600</pubDate>
<description><![CDATA[Salespeople who follow these eight rules will generate a steady stream of business referrals.]]></description>
</item>
<item>
<title>Customer Gifts Don't Have to Be Big to Be Effective?</title>
<link>http://EzineArticles.com/121630</link>
<guid>http://EzineArticles.com/121630</guid>
<pubDate>Mon, 02 Jan 2006 13:55:40 -0600</pubDate>
<description><![CDATA[You don't have a huge budget for customer gifts?  This article will convince you that even inexpensive gifts can be effective when they "fit" your prospects and customers.  Includes several inexpensive gift ideas.
]]></description>
</item>
<item>
<title>When Salespeople Are Talking, They're Learning Nothing</title>
<link>http://EzineArticles.com/121587</link>
<guid>http://EzineArticles.com/121587</guid>
<pubDate>Mon, 02 Jan 2006 13:36:08 -0600</pubDate>
<description><![CDATA[Most salespeople talk too much.  When salespeople are talking, they are not getting inside their customer's head. Read this article for some killer questions that will enable you to better understand where your customers and prospects are coming from.]]></description>
</item>
<item>
<title>Beware of a Laissez-Faire Management Style</title>
<link>http://EzineArticles.com/121070</link>
<guid>http://EzineArticles.com/121070</guid>
<pubDate>Sun, 01 Jan 2006 09:15:45 -0600</pubDate>
<description><![CDATA[A laissez-faire management will almost always prevent a company from optimizing its bottom line.  Turn up the heat on your people.  You're doing them no favors when you allow them to get away with anything short of their best effort.]]></description>
</item>
<item>
<title>Managers Reward Behaviors They Want Repeated</title>
<link>http://EzineArticles.com/92468</link>
<guid>http://EzineArticles.com/92468</guid>
<pubDate>Sat, 05 Nov 2005 19:57:46 -0600</pubDate>
<description><![CDATA[This article contains an illustration that shows the power of using rewards versus punishment to promote positive behavior you want to see more of.]]></description>
</item>
<item>
<title>Three Deadly Sins in Family Business</title>
<link>http://EzineArticles.com/92463</link>
<guid>http://EzineArticles.com/92463</guid>
<pubDate>Sat, 05 Nov 2005 17:24:22 -0600</pubDate>
<description><![CDATA[Article identifies common mistakes many owners make in the family businesses they so often founded.  This article is a must read for owners who wish to perpetuate the family business.]]></description>
</item>
<item>
<title>Prospecting for New Business: Selling at Its Finest</title>
<link>http://EzineArticles.com/92474</link>
<guid>http://EzineArticles.com/92474</guid>
<pubDate>Sat, 05 Nov 2005 17:07:29 -0600</pubDate>
<description><![CDATA[Best questions to ask on prospect calls.  Great article for sales managers who have difficulty getting their salespeople to prospect.]]></description>
</item>
<item>
<title>Ten Ways to Make Prospects Like You Enough to Buy from You</title>
<link>http://EzineArticles.com/84375</link>
<guid>http://EzineArticles.com/84375</guid>
<pubDate>Wed, 19 Oct 2005 11:43:09 -0500</pubDate>
<description><![CDATA[About 99.9% of buyers buy from salespeople they like, and go out of their ways NOT to buy from salespeople they DON'T like.  This article offers ten proven techniques to make prospects like you enough to do business with you. ]]></description>
</item>
<item>
<title>Power of Pinpointing Accountability</title>
<link>http://EzineArticles.com/63146</link>
<guid>http://EzineArticles.com/63146</guid>
<pubDate>Tue, 23 Aug 2005 19:56:37 -0500</pubDate>
<description><![CDATA[Is your business dependent upon your own personal mental and physical stamina?  If so, you are highly limited as to the size business you can effectively manage.]]></description>
</item>
<item>
<title>You Get the Behavior You Reward</title>
<link>http://EzineArticles.com/47934</link>
<guid>http://EzineArticles.com/47934</guid>
<pubDate>Sat, 02 Jul 2005 09:48:29 -0500</pubDate>
<description><![CDATA[High achievers want to be in control of their financial destiny.  Discretionary bonuses put management in control, not the employee.  Take advantage of your people's competitive spirit.]]></description>
</item>
<item>
<title>CEO's Role in Family Business</title>
<link>http://EzineArticles.com/47932</link>
<guid>http://EzineArticles.com/47932</guid>
<pubDate>Sat, 02 Jul 2005 09:38:28 -0500</pubDate>
<description><![CDATA[If the owner or the owner's offspring don't possess the talent to take the business to the next level, don't be too proud to hire a talented general manager.  Management acumen is not hereditary.]]></description>
</item>
<item>
<title>Passion for Profits</title>
<link>http://EzineArticles.com/47947</link>
<guid>http://EzineArticles.com/47947</guid>
<pubDate>Sat, 02 Jul 2005 09:37:53 -0500</pubDate>
<description><![CDATA[Managers who are serious about profits will gain exposure to non competing businesses that out perform their own companies.  Don't be afraid to hire people who are better than you.]]></description>
</item>
<item>
<title>Management Apathy Kills Corporate Potential</title>
<link>http://EzineArticles.com/47933</link>
<guid>http://EzineArticles.com/47933</guid>
<pubDate>Sat, 02 Jul 2005 09:10:29 -0500</pubDate>
<description><![CDATA[Some owners are too close to the business to see the forest for the trees.  Poor earnings call for proactive management.  An outsider is frequently able to see solutions that current management has overlooked.]]></description>
</item>
<item>
<title>Getting Past the Gate Guard</title>
<link>http://EzineArticles.com/47943</link>
<guid>http://EzineArticles.com/47943</guid>
<pubDate>Sat, 02 Jul 2005 09:06:50 -0500</pubDate>
<description><![CDATA[Prospects don't return your calls because they perceive no benefit to them.  Give prospects a great answer to: "What's in it for me?"  Voice mail messages should be a well-scripted 20 second commercial.]]></description>
</item>
<item>
<title>Are Your Sales Meetings Boring?</title>
<link>http://EzineArticles.com/47949</link>
<guid>http://EzineArticles.com/47949</guid>
<pubDate>Sat, 02 Jul 2005 09:04:57 -0500</pubDate>
<description><![CDATA[Make your sales meetings educational events salespeople will look forward to attending.  Eight ideas to make your sales meetings exciting enough for salespeople to want to be there.]]></description>
</item>
<item>
<title>Business Relationship Germs</title>
<link>http://EzineArticles.com/47939</link>
<guid>http://EzineArticles.com/47939</guid>
<pubDate>Sat, 02 Jul 2005 09:04:33 -0500</pubDate>
<description><![CDATA[Identify the business relationship germs in your business and kill them immediately.  Management cannot afford to alienate and lose good people.  Here are several management pitfalls to avoid.]]></description>
</item>
<item>
<title>Five Steps to Successful Business Succession</title>
<link>http://EzineArticles.com/47806</link>
<guid>http://EzineArticles.com/47806</guid>
<pubDate>Fri, 01 Jul 2005 22:57:11 -0500</pubDate>
<description><![CDATA[Passing a family from one generation to the next can be challenging for owners.  Are you prepared?  Do you know the pitfalls?  This article offers four pieces of advice.]]></description>
</item>
<item>
<title>Don't Take New Hires for Granted</title>
<link>http://EzineArticles.com/47782</link>
<guid>http://EzineArticles.com/47782</guid>
<pubDate>Fri, 01 Jul 2005 22:23:02 -0500</pubDate>
<description><![CDATA[How does a new hire feel on his or her first day on the job in your company?  Read this article for a checklist to make new hires get off to a terrific start -- from day one forward.]]></description>
</item>
<item>
<title>Entitlement Programs Kill Corporate Productivity</title>
<link>http://EzineArticles.com/46141</link>
<guid>http://EzineArticles.com/46141</guid>
<pubDate>Mon, 27 Jun 2005 13:48:03 -0500</pubDate>
<description><![CDATA[Entitlement programs are no longer confined to governments, they are alive and well in many businesses.  And if they are allow to continue, they will sooner or later affect your bottom line.]]></description>
</item>
</channel>
</rss>
