The golden rule to outsmart competition is to have a wealth of prospect knowledge. That includes knowing the names and titles of key players in your prospects organization, the industry and marketplace your prospect serves and the competition you are likely to encounter. . .

Let's start with a few universal truths about keeping customers:  It costs a lot less to keep an existing customer that to get a new customer.  . . . Retention is very different than Renewal . . .

Based upon our years of research, we've found nine skills that are critical for productive selling.  They are: 1)Target your prospects . . . 2) Know what you're up against . . . 3) Get buy-in on the initial call . . .

It's critical for you to determine early in the process if your prospect is going to take a serious look at your proposal or use it to price shop a preferred supplier.

So what's rapport?

When should salespeople ask for a referral?  The answer: ▪ Every time they close a sale ▪ Every time they get turned down for a sale ▪ Every time they satisfactorily resolve a customer's problem or complaint

Retaining and motivating employees are two of the most difficult tasks for any franchise owner no matter how long they've been at it. So what are the secrets to retaining and motivating employees? To answer that question we need to understand what makes an employee want to leave or want to stay at a particular company. Let's first focus on the reasons they leave...

Feel like your organization isn’t going where you want it to?  First, make sure you’re not being snared by the five fatal flaws of management... 

Have you ever hired someone because they blew your socks off in the interview only to have them turn into a “toad” once they have become an employee?  What happened? And more importantly, how can you avoid having it happen again?

 

Professional sales teams rarely suffer from lack of effort.  However, the desparity between effort and positive result is quite common.  Is it the marketplace?  Is it the competition?  Is it poor internal processes?  Is it because of ineffective trainning?  Is it because of high turnover?  Usually the answer is some - or all - of the above.