Top Highlights

• Your personal positioning also includes such essential components as dress, style, image, etiquette, manners, timeliness, responsiveness, expertise, knowledge, and problem solving. All of these are things you need to pay very careful attention to on a regular basis. Is your car neat and clean? Are your samples or sales tools organized and spotless?...
• "I'd like to have a chance to get to meet you and see if there is some way we may be able to help you." "I'd like to meet you today, ask you a few questions, and show you how we might be able to help you." "I'd like a chance to ask you a few questions, determine if we can help you, and, if possible, show you some things that might help you get the ...
• Your Personal Sales Talent Audit To maximize your talent, you need to identify the talents you have. The most successful salespeople in the world are those who are most aware of their strengths. They also know their shortcomings, they work on them, and they avoid relying on them until they have made them into assets. Here is a short, self-scoring a...
• 1. Become a columnist for trade magazines your prospects and customers read. 2. Author a how-to-do-it manual that helps your customers do what they do better. 3. Develop and distribute your own monthly or quarterly electronic newsletter to targeted prospects. 4. Build and promote your own Web site with free information and tips for customers and pr...
• #3 The salesperson who asks enough of the right questions of the right people in the right places will always have plenty of qualified prospects.