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<title>Kelley Robertson - EzineArticles Expert Author</title>
<link>http://EzineArticles.com/expert/Kelley_Robertson</link>
<pubDate>Wed, 15 Feb 2012 10:53:40 -0600</pubDate>
<image><title>Kelley Robertson - EzineArticles Expert Author</title>
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<copyright>Copyright 2012 EzineArticles.com - All Rights Reserved.</copyright>
<description><![CDATA[Kelley Robertson, author of The Secrets of Power Selling helps sales professionals close more sales and make more money with less effort. Kelley conducts workshops and speaks regularly at sales meetings and conferences. Contact him at 905-633-7750 or Kelley@Fearless-Selling.ca.]]></description>
<lastBuildDate>Wed, 29 Jun 2011 16:04:01 -0500</lastBuildDate>
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<title>14 Things Sales People Should Never Stop Doing</title>
<link>http://EzineArticles.com/6388876</link>
<guid>http://EzineArticles.com/6388876</guid>
<pubDate>Wed, 29 Jun 2011 16:04:01 -0500</pubDate>
<description><![CDATA[Selling for a living is challenging. There are many highs and frequent lows. Constant pressure to reach sales targets, customer and prospects that are more demanding, and changes in the marketplace all make sales a tough career.]]></description>
</item>
<item>
<title>14 Signs You Are a Sales Zombie</title>
<link>http://EzineArticles.com/6331679</link>
<guid>http://EzineArticles.com/6331679</guid>
<pubDate>Tue, 07 Jun 2011 10:46:28 -0500</pubDate>
<description><![CDATA[A recent editor's note in a sleep products magazine discussed how many people suffer from poor sleep and the editor referred to these individuals as zombies. Instantly, I thought of dozens of sales people I have encountered over the years who could be classified as zombies, too. Here are 14 signs that you might be turning into a sales zombie.]]></description>
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<item>
<title>Have You Got the Courage to Ask?</title>
<link>http://EzineArticles.com/6273135</link>
<guid>http://EzineArticles.com/6273135</guid>
<pubDate>Tue, 17 May 2011 12:04:29 -0500</pubDate>
<description><![CDATA[During the last 16 years I have worked with many great salespeople and they all do one thing more consistently than their colleagues... they ask. If you want to increase your sales and grow your business you need to develop the ability and skill to ask for a variety of things.]]></description>
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<item>
<title>Are Minorities Ruling Your Sales Decisions?</title>
<link>http://EzineArticles.com/6256111</link>
<guid>http://EzineArticles.com/6256111</guid>
<pubDate>Wed, 11 May 2011 11:18:27 -0500</pubDate>
<description><![CDATA[The most successful sales people don't allow a small group of people determine how they do business. Not everyone is going to agree with your approach, your ideas, your solutions or how you do business.]]></description>
</item>
<item>
<title>6 Fatal Email Mistakes That Cost You Money</title>
<link>http://EzineArticles.com/6174128</link>
<guid>http://EzineArticles.com/6174128</guid>
<pubDate>Thu, 14 Apr 2011 09:52:49 -0500</pubDate>
<description><![CDATA[Email is a widely used prospecting tool but it is seldom used correctly or as effectively as it could be. Most sales people and small business owners make a variety of mistakes that prevent them from increasing their sales when using email to grow their business. Here are the top six mistakes they make that cost them money.]]></description>
</item>
<item>
<title>How to Increase Your Sales By Asking</title>
<link>http://EzineArticles.com/6147865</link>
<guid>http://EzineArticles.com/6147865</guid>
<pubDate>Wed, 06 Apr 2011 11:12:42 -0500</pubDate>
<description><![CDATA[Too many sales people don't ask for the things they need or that could help them increase their sales and grow their business. Developing the confidence and ability to ask for the things you need is an essential sales skill. Here are twelve situations that sales (and business) people need to summon up the courage to ask.]]></description>
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<item>
<title>Increase Your Sales By Avoiding These Lame Sales Questions</title>
<link>http://EzineArticles.com/6128529</link>
<guid>http://EzineArticles.com/6128529</guid>
<pubDate>Fri, 01 Apr 2011 14:00:16 -0500</pubDate>
<description><![CDATA[During a recent sales training workshop I conducted with a client, we were discussing the importance of asking the right questions; high-value, high-impact, penetrating questions. One person spoke up and said, "When I'm talking to a new prospect I like to ask, "What do you know about us?" An uncontrollable groan escaped when I heard this.]]></description>
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<item>
<title>17 Best Practices of Top Performing Sales People</title>
<link>http://EzineArticles.com/6072493</link>
<guid>http://EzineArticles.com/6072493</guid>
<pubDate>Fri, 18 Mar 2011 13:00:57 -0500</pubDate>
<description><![CDATA[Many people wonder what separates a top performing sales person from the rest of the pack. In most cases, it's because they apply a number of best practices in their daily routine. Here are 17 best practices of top performing sales people.]]></description>
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<item>
<title>11 Things Sales People Do That Irk Decision Makers</title>
<link>http://EzineArticles.com/6050226</link>
<guid>http://EzineArticles.com/6050226</guid>
<pubDate>Mon, 14 Mar 2011 12:47:24 -0500</pubDate>
<description><![CDATA[Selling in today's highly competitive business world requires more effort and energy than ever. However, there are certain things that can work against you, especially when you sell in a B2B environment.]]></description>
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<item>
<title>10 Things Sales People Need to Know About C-Level Decision Makers</title>
<link>http://EzineArticles.com/6012786</link>
<guid>http://EzineArticles.com/6012786</guid>
<pubDate>Fri, 04 Mar 2011 13:16:19 -0600</pubDate>
<description><![CDATA[Selling to high-level decision makers is challenging at the best of times. However, it can be easier if you understand a few business principles.]]></description>
</item>
<item>
<title>Can Nice Guys Become Great Sales Hunters?</title>
<link>http://EzineArticles.com/5764016</link>
<guid>http://EzineArticles.com/5764016</guid>
<pubDate>Fri, 21 Jan 2011 17:25:41 -0600</pubDate>
<description><![CDATA[Hunters are sales people who love searching for new business. However, not everyone who is in sales enjoys hunting. That poses the question, "Can nice guys become great hunters?"]]></description>
</item>
<item>
<title>How to Master a Sales Meeting in 30 Minutes or Less</title>
<link>http://EzineArticles.com/5764015</link>
<guid>http://EzineArticles.com/5764015</guid>
<pubDate>Fri, 21 Jan 2011 17:24:43 -0600</pubDate>
<description><![CDATA[Busy prospects are giving sales people less time to present their solution. Here's how you can master a sales meeting when someone only gives you 30 minutes on their calendar.]]></description>
</item>
<item>
<title>Were the Good Old Days Really That Good For Sales People?</title>
<link>http://EzineArticles.com/5752014</link>
<guid>http://EzineArticles.com/5752014</guid>
<pubDate>Thu, 20 Jan 2011 20:10:13 -0600</pubDate>
<description><![CDATA[Many people think that it is more difficult to sell now than it used to be. However, today's environment has many advantages over the past.]]></description>
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<item>
<title>How to Win the Discount War</title>
<link>http://EzineArticles.com/5752042</link>
<guid>http://EzineArticles.com/5752042</guid>
<pubDate>Thu, 20 Jan 2011 16:59:15 -0600</pubDate>
<description><![CDATA[In recent years there has been more focus on price which has led to increased pressure to discount. Corporate buyers and decision makers as well as savvy consumers all seem to demand lower prices and price breaks and this has made it much more challenging for sales people. Here are several strategies that will help you win the war on price demands.]]></description>
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<item>
<title>How to Block the Competition</title>
<link>http://EzineArticles.com/5336410</link>
<guid>http://EzineArticles.com/5336410</guid>
<pubDate>Tue, 09 Nov 2010 11:05:59 -0600</pubDate>
<description><![CDATA[Competition has never been more fierce which means your competitors are chasing your clients. If you aren't careful, you could lose a great client to an aggressive competitor. Here are strategies that can help you block the competition.]]></description>
</item>
<item>
<title>11 Secrets to Creating Powerful Sales Presentations</title>
<link>http://EzineArticles.com/5127150</link>
<guid>http://EzineArticles.com/5127150</guid>
<pubDate>Mon, 04 Oct 2010 13:22:35 -0500</pubDate>
<description><![CDATA[Many sales people use PowerPoint in their sales presentation.. Although this piece of software is very easy to use many sales people make a variety of mistakes that actually detract from their message and their presentation. Discover 11 simple to apply strategies that will help you create compelling PowerPoint presentations for your sales calls and meetings.]]></description>
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<item>
<title>Are You Guilty of Making These Webinar Mistakes?</title>
<link>http://EzineArticles.com/4982221</link>
<guid>http://EzineArticles.com/4982221</guid>
<pubDate>Wed, 08 Sep 2010 11:09:18 -0500</pubDate>
<description><![CDATA[Many sales-based organizations use webinar to promote their products or services and to generate new leads. However, most of them make fatal mistakes that limits the effectiveness of their webinar. If you conduct webinars, you need to avoid these 11 common mistakes.]]></description>
</item>
<item>
<title>Are You Waiting For Sales 2.0 to Solve Your Sales Problems?</title>
<link>http://EzineArticles.com/4958942</link>
<guid>http://EzineArticles.com/4958942</guid>
<pubDate>Wed, 01 Sep 2010 17:00:16 -0500</pubDate>
<description><![CDATA[Many people believe that Sales 2.0 strategies are the magic cure to achieving extra-ordinary sales results. Although this approach can be effective, consistent sales results require more than social networking skills.]]></description>
</item>
<item>
<title>3 Questions That Will Improve Your Sales</title>
<link>http://EzineArticles.com/4942470</link>
<guid>http://EzineArticles.com/4942470</guid>
<pubDate>Tue, 31 Aug 2010 10:52:19 -0500</pubDate>
<description><![CDATA[Looking to improve your sales efforts? Want a sure-fire way to increase your results? You can dramatically improve your sales by asking yourself three simple questions after EVERY sale.]]></description>
</item>
<item>
<title>Don't Be a Quitter</title>
<link>http://EzineArticles.com/4942452</link>
<guid>http://EzineArticles.com/4942452</guid>
<pubDate>Tue, 31 Aug 2010 10:42:58 -0500</pubDate>
<description><![CDATA[You may not realize this but you are probably a quitter. Many sales people stop trying to grasp a new sales techniques too early and as a result, they fail to enjoy the full benefits of that concept.]]></description>
</item>
<item>
<title>What Hollywood Blockbusters Taught Me About Selling</title>
<link>http://EzineArticles.com/4774183</link>
<guid>http://EzineArticles.com/4774183</guid>
<pubDate>Mon, 02 Aug 2010 13:53:24 -0500</pubDate>
<description><![CDATA[Great movies intrigue me and not just because they are entertaining to watch. The best movies can teach you a lot about selling and how to improve your sales results. Here are five sales lessons learned from Hollywood blockbusters.]]></description>
</item>
<item>
<title>10 Ways to Create a Sales Proposal That Doesn't Suck</title>
<link>http://EzineArticles.com/4691425</link>
<guid>http://EzineArticles.com/4691425</guid>
<pubDate>Tue, 20 Jul 2010 13:17:13 -0500</pubDate>
<description><![CDATA[Many sales people need to submit proposals to their prospects. Unfortunately, the majority of proposals fail to achieve their goal. ]]></description>
</item>
<item>
<title>What Infomercials Can Teach You About Selling</title>
<link>http://EzineArticles.com/4676146</link>
<guid>http://EzineArticles.com/4676146</guid>
<pubDate>Fri, 16 Jul 2010 10:48:59 -0500</pubDate>
<description><![CDATA[From the BowFlex to the Magic Bullet to the infamous SlapChop, there are dozens, if not hundreds of infomercials, flooding the airwaves. And the majority of infomercials are tremendously successful.]]></description>
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<item>
<title>Liars, Cheats and Charlatans</title>
<link>http://EzineArticles.com/4641680</link>
<guid>http://EzineArticles.com/4641680</guid>
<pubDate>Mon, 12 Jul 2010 12:32:57 -0500</pubDate>
<description><![CDATA[Many people view sales people as unethical, dishonest and willing to do anything to get a sale. Here's why they think that way and what you can to change their perspective.]]></description>
</item>
<item>
<title>7 Reasons You Should Upgrade Your Selling Skills</title>
<link>http://EzineArticles.com/4627768</link>
<guid>http://EzineArticles.com/4627768</guid>
<pubDate>Thu, 08 Jul 2010 14:16:32 -0500</pubDate>
<description><![CDATA[Today's sales climate has undergone major changes which means sales people need to change their approach and methodologies. Here are seven reasons you need to upgrade your sales approach.]]></description>
</item>
<item>
<title>10 Fatal Sales Networking Blunders That Cost You Money</title>
<link>http://EzineArticles.com/4611887</link>
<guid>http://EzineArticles.com/4611887</guid>
<pubDate>Wed, 07 Jul 2010 13:34:54 -0500</pubDate>
<description><![CDATA[Networking is a vital component of a successful career in sales. However, many people make networking mistakes that prevent them from achieving their desired results. Here are 10 sales networking mistakes you need to avoid.]]></description>
</item>
<item>
<title>Are You Losing Money Because You Make These Negotiating Mistakes?</title>
<link>http://EzineArticles.com/4581733</link>
<guid>http://EzineArticles.com/4581733</guid>
<pubDate>Wed, 30 Jun 2010 15:45:56 -0500</pubDate>
<description><![CDATA[Negotiating the terms and agreement of a sale requires finesse and expertise. Unfortunately, many sales professionals make a variety of fatal mistakes when they negotiate and these blunders cost them money and often prevent them from reaching an equitable agreement. Learn to avoid common negotiating mistakes and close more sales at higher profits.]]></description>
</item>
<item>
<title>Call Me Next Week</title>
<link>http://EzineArticles.com/4540042</link>
<guid>http://EzineArticles.com/4540042</guid>
<pubDate>Thu, 24 Jun 2010 11:40:03 -0500</pubDate>
<description><![CDATA[Connecting with prospects on follow-up calls can be challenging. It's not uncommon to have a prospect say, "Call me next week" and when you do call them, you get their voice mail time after time. However, there is a way to prevent that from happening.]]></description>
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<item>
<title>Can You Demonstrate Value?</title>
<link>http://EzineArticles.com/4532023</link>
<guid>http://EzineArticles.com/4532023</guid>
<pubDate>Wed, 23 Jun 2010 11:02:26 -0500</pubDate>
<description><![CDATA[You may believe that your product or service is the greatest thing since sliced bread. However, if your prospect doesn't see its value, you won't close the sale.]]></description>
</item>
<item>
<title>Why Price is Seldom the Reason Behind a Prospect's Buying Decision</title>
<link>http://EzineArticles.com/4502412</link>
<guid>http://EzineArticles.com/4502412</guid>
<pubDate>Fri, 18 Jun 2010 09:29:16 -0500</pubDate>
<description><![CDATA[Many sales people mistakenly believe that price is the major reason people make a buying decision. Although price is a factor in every sale, it is seldom the primary motivator behind a person's decision to do business with you.]]></description>
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<item>
<title>Welcome to the Sales Jungle</title>
<link>http://EzineArticles.com/4444700</link>
<guid>http://EzineArticles.com/4444700</guid>
<pubDate>Wed, 09 Jun 2010 11:44:29 -0500</pubDate>
<description><![CDATA[Selling in today's hectic business world is more challenging than ever. This glimpse into the life of a typical decision maker will help you understand to adapt your approach to achieve better results.]]></description>
</item>
<item>
<title>Don't Ruin the Sale With a Lousy Dessert</title>
<link>http://EzineArticles.com/4361415</link>
<guid>http://EzineArticles.com/4361415</guid>
<pubDate>Wed, 26 May 2010 15:47:42 -0500</pubDate>
<description><![CDATA[Just because you captured the sale doesn't mean you will keep the business. If you fail to deliver what you promised, you run the risk of damaging your reputation along with your company's. The mistake or problem may be minor in your eyes but if this situation is one of the last points of contact your customer has with you, the impact may be lasting.]]></description>
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<item>
<title>15 Mistakes Sales Managers Make When Hiring New Sales Reps</title>
<link>http://EzineArticles.com/4331880</link>
<guid>http://EzineArticles.com/4331880</guid>
<pubDate>Fri, 21 May 2010 10:25:01 -0500</pubDate>
<description><![CDATA[Hiring new sales reps is seldom an enjoyable task and most managers have hired a poor sales rep. Here are 15 mistakes that you can avoid to improve your odds of success.]]></description>
</item>
<item>
<title>9 Reasons Why Prospects Don't Return Your Calls</title>
<link>http://EzineArticles.com/4248310</link>
<guid>http://EzineArticles.com/4248310</guid>
<pubDate>Mon, 10 May 2010 11:06:27 -0500</pubDate>
<description><![CDATA[Getting prospects to return your call is challenging at the best of times but it is even more difficult now. Here are nine reasons why your prospects don't return your calls.]]></description>
</item>
<item>
<title>16 Excuses Sales People Need to Stop Using</title>
<link>http://EzineArticles.com/4202645</link>
<guid>http://EzineArticles.com/4202645</guid>
<pubDate>Fri, 30 Apr 2010 15:50:11 -0500</pubDate>
<description><![CDATA[Too many sales people make a variety of excuses why they can't reach their sales targets. Are you guilty of this practice? Here are 16 different excuses; hopefully you don't use these.]]></description>
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<item>
<title>47 Ways to Improve Your Sales Presentations</title>
<link>http://EzineArticles.com/4147875</link>
<guid>http://EzineArticles.com/4147875</guid>
<pubDate>Wed, 21 Apr 2010 16:21:10 -0500</pubDate>
<description><![CDATA[The ability to deliver a great sales presentation can make the difference between hearing, "Thanks, we'll think about it" or "Sounds great, let's get started!" Here are 47 strategies that will help you improve your sales presentations and close more sales.]]></description>
</item>
<item>
<title>7 Reasons Why Decision-Makers Won't Take Your Calls</title>
<link>http://EzineArticles.com/4112936</link>
<guid>http://EzineArticles.com/4112936</guid>
<pubDate>Thu, 15 Apr 2010 15:06:45 -0500</pubDate>
<description><![CDATA[In today's highly competitive sales world it is becoming increasingly more difficult to connect with decision makers. Avoid seven deadly sins and improve your chances of speaking directly to your prospect.]]></description>
</item>
<item>
<title>Sales Lessons Learned From Selling in a Recession</title>
<link>http://EzineArticles.com/3685974</link>
<guid>http://EzineArticles.com/3685974</guid>
<pubDate>Tue, 02 Feb 2010 20:55:32 -0600</pubDate>
<description><![CDATA[The past year was definitely interesting. Some sales professionals prospered while others suffered. I spoke to one person who doubled his income-and he works in automotive sales!]]></description>
</item>
<item>
<title>How to Achieve Your Sales Targets in 2010</title>
<link>http://EzineArticles.com/3532840</link>
<guid>http://EzineArticles.com/3532840</guid>
<pubDate>Thu, 07 Jan 2010 07:04:18 -0600</pubDate>
<description><![CDATA[I'm sure by now that you have established your sales targets for next year. If you haven't I suggest that you get cracking and do it now. Time is slipping past! If you have set your targets, congratulations! Here are 10 things you can do to achieve those goals.]]></description>
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<item>
<title>Why Your March Sales Suck</title>
<link>http://EzineArticles.com/3424555</link>
<guid>http://EzineArticles.com/3424555</guid>
<pubDate>Mon, 14 Dec 2009 16:51:18 -0600</pubDate>
<description><![CDATA[It's a very common problem that far too many sales people encounter. They forget that the action they take-or fail to take-today, will affect their results several months down the road.]]></description>
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<item>
<title>Why Sales People Hate Cold Calling</title>
<link>http://EzineArticles.com/3314264</link>
<guid>http://EzineArticles.com/3314264</guid>
<pubDate>Tue, 24 Nov 2009 11:47:27 -0600</pubDate>
<description><![CDATA[Cold calling is a fact of life for most people in sales. Sure, the vast majority would prefer to rely on referrals, word-of-mouth, or some other lead source that reduces or eliminates their need to make cold calls.]]></description>
</item>
<item>
<title>3 Sales Lessons I Learned From a Raccoon</title>
<link>http://EzineArticles.com/3314227</link>
<guid>http://EzineArticles.com/3314227</guid>
<pubDate>Tue, 24 Nov 2009 11:46:18 -0600</pubDate>
<description><![CDATA[From the outside, selling seems like a fantastic career. Many sales people get to travel, attend trade shows, go to conferences, socialize, and earn a ton of money.]]></description>
</item>
<item>
<title>If at First You Don't Succeed</title>
<link>http://EzineArticles.com/3132256</link>
<guid>http://EzineArticles.com/3132256</guid>
<pubDate>Fri, 23 Oct 2009 10:49:28 -0500</pubDate>
<description><![CDATA[I suspect that you have heard the expression "If at first you don't succeed try, try again." This adage was created many decades ago and it remains true to this day.]]></description>
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<item>
<title>Pick at the Scab</title>
<link>http://EzineArticles.com/2893271</link>
<guid>http://EzineArticles.com/2893271</guid>
<pubDate>Mon, 14 Sep 2009 15:25:04 -0500</pubDate>
<description><![CDATA[Sales professionals usually ask a few questions in order to gain a better understanding of their prospect's situation. However, most of them don't probe deep enough into the size and scope of the problem.]]></description>
</item>
<item>
<title>Cost Versus Worth</title>
<link>http://EzineArticles.com/2893267</link>
<guid>http://EzineArticles.com/2893267</guid>
<pubDate>Mon, 14 Sep 2009 15:13:28 -0500</pubDate>
<description><![CDATA[Many sales people shudder when faced with this question. They stutter, stammer, and hem and haw. This is where the rubber hits the road and when the prospect will either give them the green light to move forward with the sale or say, "thanks but no thanks". Far too often, sales people feel uncomfortable talking about the price of their offering fearing that their prospect will put the brakes on the buying decision if the price of their product or service is perceived as being too high. They unconsciously flinch-mentally or physically-when responding and this hesitation is quickly noticed by the buyer.]]></description>
</item>
<item>
<title>How to Lose a Prospect's Attention Quickly and Easily</title>
<link>http://EzineArticles.com/2532770</link>
<guid>http://EzineArticles.com/2532770</guid>
<pubDate>Mon, 29 Jun 2009 09:27:27 -0500</pubDate>
<description><![CDATA[When you make contact with a new prospect -either by telephone or in a face-to-face meeting- you have an extremely short window of time to connect with them. If you fail to achieve this they will quickly tune you out. Here are several things you can do to lose your prospect's attention in the first five seconds of the conversation:]]></description>
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<item>
<title>Running Effective Sales Meetings</title>
<link>http://EzineArticles.com/2532765</link>
<guid>http://EzineArticles.com/2532765</guid>
<pubDate>Mon, 29 Jun 2009 09:20:05 -0500</pubDate>
<description><![CDATA[Sales meetings are a fact of life and business and they are important for a variety of reasons. They allow larger companies to address the entire sales team as a group.]]></description>
</item>
<item>
<title>Don't Be a Communist Salesperson</title>
<link>http://EzineArticles.com/2332744</link>
<guid>http://EzineArticles.com/2332744</guid>
<pubDate>Wed, 13 May 2009 13:32:32 -0500</pubDate>
<description><![CDATA[Unfortunately, many sales reps take the same approach and treat all of their customers equally. They spend about the same amount of time with each customer, show them the same products, and make the same recommendations. However, this approach will not help you achieve the best possible results because contrary to popular belief, your customers are not all equal. ]]></description>
</item>
<item>
<title>The Rules of Selling</title>
<link>http://EzineArticles.com/2227882</link>
<guid>http://EzineArticles.com/2227882</guid>
<pubDate>Tue, 12 May 2009 10:11:23 -0500</pubDate>
<description><![CDATA[We live in a quick-fix society so it's no wonder that many salespeople look for the magic cure or band-aid solution to increase their sales. However, I believe that success in sales follows a basic set of rules.]]></description>
</item>
<item>
<title>Making Your Case</title>
<link>http://EzineArticles.com/2009476</link>
<guid>http://EzineArticles.com/2009476</guid>
<pubDate>Fri, 20 Feb 2009 14:54:40 -0600</pubDate>
<description><![CDATA[At a recent industry conference, I saw and heard several different sales presentations as sponsors of the conference presented their products and services. Unfortunately, most of them missed the mark. But they are not alone; many sales presentations are ineffective. ]]></description>
</item>
<item>
<title>Sales Strategies For a Tough Economy</title>
<link>http://EzineArticles.com/2009462</link>
<guid>http://EzineArticles.com/2009462</guid>
<pubDate>Fri, 20 Feb 2009 14:54:34 -0600</pubDate>
<description><![CDATA[Times are tough. Companies are cutting back, people are tightening their belts, and many decision-makers are holding off on major purchases. However, your company has not reduced your sales quotas. ]]></description>
</item>
<item>
<title>Face the Dragon</title>
<link>http://EzineArticles.com/1828626</link>
<guid>http://EzineArticles.com/1828626</guid>
<pubDate>Tue, 30 Dec 2008 14:00:28 -0600</pubDate>
<description><![CDATA[I'm a big fan of a Canadian television show called the Dragon's Den. The premise of the show has budding entrepreneurs pitch their product or business idea to five venture capitalists who then decide if they are willing to offer funding.    This is a great example of selling because the business owners are asking for large amounts of money (from 50-400 thousand dollars).]]></description>
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<title>What Customers Hate About You</title>
<link>http://EzineArticles.com/1724430</link>
<guid>http://EzineArticles.com/1724430</guid>
<pubDate>Wed, 26 Nov 2008 14:56:18 -0600</pubDate>
<description><![CDATA[Recent research uncovered almost eighty reasons why customers dislike salespeople. Here are the top seven.]]></description>
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<item>
<title>Win the Battle, Lose the War</title>
<link>http://EzineArticles.com/1724426</link>
<guid>http://EzineArticles.com/1724426</guid>
<pubDate>Wed, 26 Nov 2008 14:56:04 -0600</pubDate>
<description><![CDATA[Dealing with customer concerns, problems and issues is a fact of life when you sell a product or service. And every person in sales has to certain customers who are more challenging to deal with. Some situations start as minor difficulties but quickly escalate into huge drawn-out battles. Unfortunately, many sales people unknowingly cause situations to escalate.]]></description>
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<title>Handling the Cold Potato</title>
<link>http://EzineArticles.com/1537162</link>
<guid>http://EzineArticles.com/1537162</guid>
<pubDate>Thu, 02 Oct 2008 08:20:31 -0500</pubDate>
<description><![CDATA[Do you have prospects that seem to give you the run-around? They expressed interest in your product or service when you first contacted them but now they don't return your calls, reply to your emails or seem interested in making a buying decision.]]></description>
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<title>Keep the Sale</title>
<link>http://EzineArticles.com/1447678</link>
<guid>http://EzineArticles.com/1447678</guid>
<pubDate>Sat, 30 Aug 2008 13:00:48 -0500</pubDate>
<description><![CDATA[Does this sound familiar?  After dozens of phones calls and emails as well as several face-to-face meetings, you finally reach an agreement with a prospect who is intent on buying your service, product or solution.   "Whew! Another sale done," you think to yourself.  But, wait.]]></description>
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<title>Are Routines Holding You Back?</title>
<link>http://EzineArticles.com/1317340</link>
<guid>http://EzineArticles.com/1317340</guid>
<pubDate>Fri, 11 Jul 2008 14:25:51 -0500</pubDate>
<description><![CDATA[What routines are preventing you from increasing your sales?  Whether you realize it or not, you are a creature of habit. Unless you do shift work, you probably get up at the same time everyday, follow the same routine to wake up and get yourself ready for the day, drive the regular route to work, do the same things once you get to work, and take the same route home at the end of the day.]]></description>
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<item>
<title>Take Out The Trash</title>
<link>http://EzineArticles.com/1187897</link>
<guid>http://EzineArticles.com/1187897</guid>
<pubDate>Thu, 22 May 2008 14:39:47 -0500</pubDate>
<description><![CDATA[Is your head trash piling up?  The term "head trash" came up during a conversation with a colleague and he used the phrase to describe the mental garbage that affects the performance of most sales people. Head trash is a collection of limiting thoughts or ideas that prevent you from taking specific action that will help you generate better results.]]></description>
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<title>How To Sell To Anyone</title>
<link>http://EzineArticles.com/1187895</link>
<guid>http://EzineArticles.com/1187895</guid>
<pubDate>Thu, 22 May 2008 14:38:09 -0500</pubDate>
<description><![CDATA[We all have those difficult customers to whom we are required to sell. From the demanding, abrasive buyer to the individual who never seems to make a buying decision, we encounter challenging people on a regular basis.]]></description>
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<title>I Propose</title>
<link>http://EzineArticles.com/1062143</link>
<guid>http://EzineArticles.com/1062143</guid>
<pubDate>Mon, 24 Mar 2008 13:34:07 -0500</pubDate>
<description><![CDATA[Many companies and their decision-makers require written proposals, and if you are like many sales people, you probably shudder at the thought of this request. However, writing a good proposal doesn't have to be painful providing you keep a few points in mind.]]></description>
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<title>Powerful Questions That Will Increase Your Sales</title>
<link>http://EzineArticles.com/1006068</link>
<guid>http://EzineArticles.com/1006068</guid>
<pubDate>Tue, 26 Feb 2008 08:28:52 -0600</pubDate>
<description><![CDATA[I recently wrote an article called, Feeble Questions Can Kill Your Business. In the article, I stated that too many sales people get caught in the trap of asking low-quality questions instead of more powerful ones. Many people contacted me and requested more information on what constitutes a great question.]]></description>
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<title>A Winner's Attitude</title>
<link>http://EzineArticles.com/919994</link>
<guid>http://EzineArticles.com/919994</guid>
<pubDate>Thu, 10 Jan 2008 10:25:46 -0600</pubDate>
<description><![CDATA[What does it take to be successful in sales? Certainly effort, hard work and dedication is important. An excellent understanding of the sales process is also essential. But it's more than that.]]></description>
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<title>The Power of Self-Development</title>
<link>http://EzineArticles.com/795929</link>
<guid>http://EzineArticles.com/795929</guid>
<pubDate>Wed, 24 Oct 2007 10:00:51 -0500</pubDate>
<description><![CDATA[Business is more competitive and challenging than ever which means we need to continually improve our skills if we want to maintain a competitive edge. Self-development is a critical component. Here is the transcript of an interview I recently gave that outlines the importance of self-development.]]></description>
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<title>The Fear Factor</title>
<link>http://EzineArticles.com/718976</link>
<guid>http://EzineArticles.com/718976</guid>
<pubDate>Mon, 10 Sep 2007 09:49:08 -0500</pubDate>
<description><![CDATA[If you are like most of the people I encounter in my sales training programs, you likely have some type of fear relating to the sales process. ]]></description>
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<title>How Not To Handle a Cold Call</title>
<link>http://EzineArticles.com/718974</link>
<guid>http://EzineArticles.com/718974</guid>
<pubDate>Mon, 10 Sep 2007 09:21:07 -0500</pubDate>
<description><![CDATA[Like most business people, I receive my fair share of cold calls. ]]></description>
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<title>The Power of Questions</title>
<link>http://EzineArticles.com/657664</link>
<guid>http://EzineArticles.com/657664</guid>
<pubDate>Wed, 25 Jul 2007 13:30:57 -0500</pubDate>
<description><![CDATA[Most people spend the majority of their time talking about their product or service believing that telling is selling. Although they may have been trained to do this, it is an ineffective approach. The most effective way to control the sale is to ask more questions.]]></description>
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<title>Persistence Without Stalking</title>
<link>http://EzineArticles.com/616170</link>
<guid>http://EzineArticles.com/616170</guid>
<pubDate>Fri, 22 Jun 2007 10:17:19 -0500</pubDate>
<description><![CDATA[Persistence is a vital skill that every sales person needs. ]]></description>
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<title>Characteristics of Great Sales Negotiators</title>
<link>http://EzineArticles.com/566584</link>
<guid>http://EzineArticles.com/566584</guid>
<pubDate>Thu, 17 May 2007 11:31:38 -0500</pubDate>
<description><![CDATA[Virtually everyone in sales is required to negotiate. After conducting hundreds of workshop and working with thousands of people during the last decade, I have discovered that most sales people are not as effective at negotiating as they could be. ]]></description>
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<title>The Myths of Selling</title>
<link>http://EzineArticles.com/529039</link>
<guid>http://EzineArticles.com/529039</guid>
<pubDate>Mon, 16 Apr 2007 22:22:00 -0500</pubDate>
<description><![CDATA[For more than a decade I have the opportunity to interact with thousands of salespeople and I have discovered a few myths that many of them have fallen prey to. ]]></description>
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<title>The Barf Factor</title>
<link>http://EzineArticles.com/494624</link>
<guid>http://EzineArticles.com/494624</guid>
<pubDate>Mon, 19 Mar 2007 16:28:25 -0500</pubDate>
<description><![CDATA[During a recent presentation we were discussing the importance of being able to deliver a clear, concise message when you first meet with a prospect and we agreed that a quick, thirty second introduction would be an effective approach. ]]></description>
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<title>The Easiest Sale</title>
<link>http://EzineArticles.com/469035</link>
<guid>http://EzineArticles.com/469035</guid>
<pubDate>Tue, 27 Feb 2007 08:04:25 -0600</pubDate>
<description><![CDATA[Want to increase your sales immediately? ]]></description>
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<item>
<title>Who is Costing You Money?</title>
<link>http://EzineArticles.com/418025</link>
<guid>http://EzineArticles.com/418025</guid>
<pubDate>Sun, 14 Jan 2007 16:44:25 -0600</pubDate>
<description><![CDATA[If you rely on other people to help you reach your sales targets, take the time to coach and show them exactly how to do it. Don't let other people cost you money!]]></description>
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<title>Small Mistakes Cost You Big Money</title>
<link>http://EzineArticles.com/418031</link>
<guid>http://EzineArticles.com/418031</guid>
<pubDate>Sun, 14 Jan 2007 16:25:27 -0600</pubDate>
<description><![CDATA[What impression are you making with your customers? Are you fully prepared for your sales calls and presentations? Are other people on your team costing you sales? ]]></description>
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<title>Be My Guest</title>
<link>http://EzineArticles.com/344168</link>
<guid>http://EzineArticles.com/344168</guid>
<pubDate>Wed, 01 Nov 2006 08:33:49 -0600</pubDate>
<description><![CDATA[In recent years many different businesses have begun to approach their clients differently. They are now labeling them as guests.]]></description>
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<title>Dealing with Distractions</title>
<link>http://EzineArticles.com/336385</link>
<guid>http://EzineArticles.com/336385</guid>
<pubDate>Mon, 23 Oct 2006 19:27:34 -0500</pubDate>
<description><![CDATA[One of the biggest obstacles is the number of distractions that can take us away from our work and prevent us from achieving our objectives.
]]></description>
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<title>Your Approach Makes a Difference</title>
<link>http://EzineArticles.com/293034</link>
<guid>http://EzineArticles.com/293034</guid>
<pubDate>Thu, 07 Sep 2006 15:15:28 -0500</pubDate>
<description><![CDATA[Regardless of what you sell and to whom, you can probably make some changes to your approach to stand out from your competition and make it easier for people to buy from. Don't wait. Do it now!]]></description>
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<title>Avoid the What If Approach</title>
<link>http://EzineArticles.com/275711</link>
<guid>http://EzineArticles.com/275711</guid>
<pubDate>Mon, 21 Aug 2006 13:19:04 -0500</pubDate>
<description><![CDATA[Manipulative selling techniques are seldom effective when it comes to dealing with customer objections and they really have no place in the world of professional selling. ]]></description>
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<item>
<title>Communicate to Succeed</title>
<link>http://EzineArticles.com/243631</link>
<guid>http://EzineArticles.com/243631</guid>
<pubDate>Sat, 15 Jul 2006 09:22:02 -0500</pubDate>
<description><![CDATA[Customers often make requests, and while the person they initially spoke to is aware of the situation, their coworkers usually don't know what's going on. This means that the customer has to explain their situation again--in some cases, several times--before the situation gets resolved. ]]></description>
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<title>Creating a Powerful Sales Presentation</title>
<link>http://EzineArticles.com/625</link>
<guid>http://EzineArticles.com/625</guid>
<pubDate>Fri, 23 Jun 2006 00:21:25 -0500</pubDate>
<description><![CDATA[ The quality of your sales presentation will often determine whether a prospect buys from you or one of your competitors. However, experience has taught me that most presentations lack pizzazz and are seldom compelling enough to motivate the other person to make a buying decision.  Here are seven strategies that will help you create a presentation that will differentiate you from your competition. ]]></description>
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<title>The Power of One</title>
<link>http://EzineArticles.com/226586</link>
<guid>http://EzineArticles.com/226586</guid>
<pubDate>Thu, 22 Jun 2006 17:05:47 -0500</pubDate>
<description><![CDATA[One is a very tiny number. However, it can have a tremendous impact on your revenues. ]]></description>
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<item>
<title>Are Your Policies Hurting Your Business?</title>
<link>http://EzineArticles.com/194197</link>
<guid>http://EzineArticles.com/194197</guid>
<pubDate>Tue, 09 May 2006 16:44:54 -0500</pubDate>
<description><![CDATA[We all know that policies are instituted for a reason - to protect the company and reduce the risk and liability. However...]]></description>
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<title>Does Your Service Sell?</title>
<link>http://EzineArticles.com/175979</link>
<guid>http://EzineArticles.com/175979</guid>
<pubDate>Mon, 10 Apr 2006 05:12:03 -0500</pubDate>
<description><![CDATA[Smart business owners know that providing great service to their patrons is an essential ingredient to their overall success.]]></description>
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<item>
<title>Balancing the Scales</title>
<link>http://EzineArticles.com/156532</link>
<guid>http://EzineArticles.com/156532</guid>
<pubDate>Mon, 06 Mar 2006 07:53:08 -0600</pubDate>
<description><![CDATA[If you're like most people you are probably working harder and longer than you used to. As a result, finding balance in today's fast-paced world is more difficult than ever before. ]]></description>
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<title>The Myth About Price</title>
<link>http://EzineArticles.com/140260</link>
<guid>http://EzineArticles.com/140260</guid>
<pubDate>Mon, 06 Feb 2006 08:40:00 -0600</pubDate>
<description><![CDATA[In today's competitive business environment, it often seems that the most important aspect of someone's buying decision is price. ]]></description>
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<title>Make 2006 Your Best Year Ever!</title>
<link>http://EzineArticles.com/122994</link>
<guid>http://EzineArticles.com/122994</guid>
<pubDate>Wed, 04 Jan 2006 11:51:02 -0600</pubDate>
<description><![CDATA[Ensure each of your goals follows the SMART concept]]></description>
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<title>The Impact of Follow Up</title>
<link>http://EzineArticles.com/94616</link>
<guid>http://EzineArticles.com/94616</guid>
<pubDate>Thu, 10 Nov 2005 19:34:39 -0600</pubDate>
<description><![CDATA[few sales people make the time to follow-up after they have made initial contact with a prospect or customer]]></description>
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<title>The Tidal Wave Sale</title>
<link>http://EzineArticles.com/94615</link>
<guid>http://EzineArticles.com/94615</guid>
<pubDate>Thu, 10 Nov 2005 19:12:38 -0600</pubDate>
<description><![CDATA[A tidal wave sale happens when you overwhelm your customer during the sales process. In other words, you bowl them over with too much information...]]></description>
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<title>Characteristics of Successful Salespeople</title>
<link>http://EzineArticles.com/77848</link>
<guid>http://EzineArticles.com/77848</guid>
<pubDate>Fri, 30 Sep 2005 08:44:27 -0500</pubDate>
<description><![CDATA[What separates successful sales people from everyone else? I believe that most successful sales people, in virtually any industry, possess the following characteristics:]]></description>
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<title>Don't Waste My Time!</title>
<link>http://EzineArticles.com/47547</link>
<guid>http://EzineArticles.com/47547</guid>
<pubDate>Thu, 30 Jun 2005 19:07:40 -0500</pubDate>
<description><![CDATA[Time wasters come in every shape and form but they usually possess a few consistent characteristics - they ask a continuing stream of questions, take up loads of our time, and seldom end up buying anything.
]]></description>
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<item>
<title>Bite Your Tongue</title>
<link>http://EzineArticles.com/41779</link>
<guid>http://EzineArticles.com/41779</guid>
<pubDate>Tue, 07 Jun 2005 23:35:04 -0500</pubDate>
<description><![CDATA[Most people don't realize how powerful a negotiating tool silence is. I discovered exactly how effective as I recently observed someone discussing a deal with a prospective customer this past week.]]></description>
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<title>The Power of Confidence</title>
<link>http://EzineArticles.com/41780</link>
<guid>http://EzineArticles.com/41780</guid>
<pubDate>Tue, 07 Jun 2005 23:28:05 -0500</pubDate>
<description><![CDATA[My experience has taught me that people want to buy from sales people who are confident in their abilities. Taking control of the circumstances and situations around you will develop your self-confidence.]]></description>
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<title>Standing Above The Crowd</title>
<link>http://EzineArticles.com/32214</link>
<guid>http://EzineArticles.com/32214</guid>
<pubDate>Sat, 30 Apr 2005 12:44:06 -0500</pubDate>
<description><![CDATA[ways to separate yourself from the other companies who sell the same...]]></description>
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<title>The Top 7 Sales Blunders</title>
<link>http://EzineArticles.com/21033</link>
<guid>http://EzineArticles.com/21033</guid>
<pubDate>Tue, 15 Mar 2005 12:00:00 -0600</pubDate>
<description><![CDATA[We all make mistakes when selling our product or service. Here are the most common mistakes people make. I have to admit I have made many of mistakes listed in this article even though I have been te...]]></description>
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<title>Maintaining Your Motivation</title>
<link>http://EzineArticles.com/14769</link>
<guid>http://EzineArticles.com/14769</guid>
<pubDate>Wed, 16 Feb 2005 23:11:07 -0600</pubDate>
<description><![CDATA[I recently spoke to a group of sales professionals at the end of their training conference. The attendees had participated in many learning sessions over a two day period - most of which were product...]]></description>
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<title>Top 7 Ways to Motivate Your Team</title>
<link>http://EzineArticles.com/9360</link>
<guid>http://EzineArticles.com/9360</guid>
<pubDate>Fri, 14 Jan 2005 17:59:33 -0600</pubDate>
<description><![CDATA[Apply these techniques and keep your team motivated.]]></description>
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<title>Attracting New Business on a Shoestring Budget</title>
<link>http://EzineArticles.com/9324</link>
<guid>http://EzineArticles.com/9324</guid>
<pubDate>Fri, 14 Jan 2005 17:58:28 -0600</pubDate>
<description><![CDATA[Spend less money on marketing and increase your sales.]]></description>
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<title>Voice Mail That Sells</title>
<link>http://EzineArticles.com/9326</link>
<guid>http://EzineArticles.com/9326</guid>
<pubDate>Fri, 14 Jan 2005 17:56:29 -0600</pubDate>
<description><![CDATA[Using voice mail effectively can incresse your sales. Use these simple techniques to get better results.]]></description>
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<item>
<title>The Power of Planning</title>
<link>http://EzineArticles.com/9329</link>
<guid>http://EzineArticles.com/9329</guid>
<pubDate>Fri, 14 Jan 2005 17:51:30 -0600</pubDate>
<description><![CDATA[Most people spend more time writing out a grocery list or planning a vacation than they do planning the direction or outcome of their business. A small investment of time can generate great rewards.]]></description>
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<title>How to Lose the Sale Quickly &amp; Easily</title>
<link>http://EzineArticles.com/9358</link>
<guid>http://EzineArticles.com/9358</guid>
<pubDate>Fri, 14 Jan 2005 17:36:33 -0600</pubDate>
<description><![CDATA[Avoid these five fatal mistakes and close more sales.]]></description>
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<item>
<title>Let's Make a Deal</title>
<link>http://EzineArticles.com/9325</link>
<guid>http://EzineArticles.com/9325</guid>
<pubDate>Fri, 14 Jan 2005 17:33:29 -0600</pubDate>
<description><![CDATA[Many sales people and business owners believe that price in the primary motivator in a sale. They discount their product/service in order to close the sale and give away too much money, too quickly. Here are a few techniques thta can help you put more money in the bank.]]></description>
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