http://www.pacificarticles.com en-us http://www.pacificarticles.com N/A rchamria@gmail.com Sat, 06 Sep 2008 14:50:19 -0500 20 http://www.pacificarticles.com/articles/3470/1/Non-Verbal-Messsages-Are-More-Important-Than-What-The-Prospect-Says/Non-Verbal-Messsages-Are-More-Important-Than-What-The-Prospect-Says.html If there is an inconsistency between the verbal message and the non-verbal message you are getting from a prospect, I would advise paying more attention to the non-verbal. The non-verbal message will always be more a more accurate representation of the person’s feelings, attitudes or beliefs. tim_connor@pacificarticles.com (Tim Connor) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3469/1/Do-You-Talk-Too-Much/Do-You-Talk-Too-Much.html One of the biggest mistakes poor salespeople make is THEY TALK TOO MUCH. The second is: THEY GIVE INFORMATION BEFORE THEY GET IT. tim_connor@pacificarticles.com (Tim Connor) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3468/1/Effective-Teritory-Management-Is-Not-Rocket-Science/Effective-Teritory-Management-Is-Not-Rocket-Science.html Many salespeople today will waste a great deal of time calling on poor prospects - trying to turn poor prospects into customers, or trying to close prospects that do not want or need what they are selling. tim_connor@pacificarticles.com (Tim Connor) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3467/1/In-A-Slump/In-A-Slump.html Sooner or later, every salesperson experiences a down period of sales results. These periods, where your continued activity seems to yield less than satisfactory results, are normal and to be expected. None of us can keep up a pace of 200 miles per hour day after day, month after month, year after year. The key is to keep your attitude positive, your focus on what is working, and your activity levels high regardless of the results. tim_connor@pacificarticles.com (Tim Connor) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3466/1/Are-You-Giving-Customer-Focused-Sales-Presentations/Are-You-Giving-Customer-Focused-Sales-Presentations.html In a recent sales survey, it was discovered that most salespeople cover 5-7 features during their presentation. When asked what the prospect remembered 24 hours later, they mentioned only one of the features. Guess which one? Not the first one, or the last one, but the one that related to their need, want, problem, desire or concern. tim_connor@pacificarticles.com (Tim Connor) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3465/1/Dont-Get-The-Holiday-Blues/Dont-Get-The-Holiday-Blues.html Many salespeople believe that between Thanksgiving and January 2nd people stop buying and become preoccupied with celebrating and eating. Quite the contrary! tim_connor@pacificarticles.com (Tim Connor) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3464/1/As-A-Manager-Are-You-Consistent-In-Your-Treatment-Of-Your-Employees/As-A-Manager-Are-You-Consistent-In-Your-Treatment-Of-Your-Employees.html One of the key ingredients of good managers is the ability to maintain consistency in all of their roles and activities. Some of these include how they: tim_connor@pacificarticles.com (Tim Connor) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3463/1/Whats-on-The-Menu-Today/Whats-on-The-Menu-Today.html A restaurant is good example of a “company” that is dealing with the dynamics of consumer demands...The next question is; what is on the menu? This is a question all sales organizations are dealing with... HansBool@pacificarticles.com (Hans Bool) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3462/1/Why-My-Sales-Manager-is-a-Computer-Program/Why-My-Sales-Manager-is-a-Computer-Program.html The computer will replace a salesman’s best friend when it is programmed to perform the duties a salesperson doesn’t like to do. In my case, the program reminds me of every contact or communication I need to make and it makes many of them for me. If I forget to make a call or overlook one, it reminds me that I need to take action. When I used to do this with a paper method, it would take hours to perform what now takes minutes and I have more time for additional sales calls. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3461/1/The-Poker-Selling-System/The-Poker-Selling-System.html Teaching salespeople how to use and balance the four communication methods is important. The Poker Selling System came to mind when I was losing at Poker. This playing card system will work for you and increase your sales team's results! stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3460/1/Sales-Management-by-the-Numbers/Sales-Management-by-the-Numbers.html Sales activity numbers are an important indicator of success and failure. The problem associated with calculating sales activity is that many salespeople and sales managers don’t keep track of the vital numbers to make the analysis. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3459/1/The-X-Factor-in-Sales-Management/The-X-Factor-in-Sales-Management.html Do you know how to apply the power of the X factor for Sales Management? The X factor is the simple multiplication of events and sales strategies that lead to sales. If business or salespeople apply this equation to sales contacts, they are released from the bonds of time and energy. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3458/1/How-to-Create-A-Vision-For-Sales-Success/How-to-Create-A-Vision-For-Sales-Success.html When you are finished with this exercise, you will have a clear vision of sales growth mapped out for your sales team. Giving them a copy of what you drew and tell them what to look for provides the direction they need. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3457/1/Why-Experience-Doesnt-Guarantee-Success-in-Sales/Why-Experience-Doesnt-Guarantee-Success-in-Sales.html There are reasons some sales people with lots of sales experience never make it to the high ranks for sales success? Have you hired someone who seemed like they would be perfect for sales because of an out going personality and good looks? stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3456/1/Why-You-Want-to-Torment-Prospects-and-Customers/Why-You-Want-to-Torment-Prospects-and-Customers.html Is your sales team good at sales tormenting? Before you answer this question, let’s define what the objective of sales tormenting might be. When I think of tormenting, what comes to mind is a series of small actions that when added up, break down the opposition so they award us what we want. While this might seem cruel and unusual, we can not deny the effective nature of its application. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3455/1/Its-The-Sales-Process-That-Sells-Not-the-Salesperson/Its-The-Sales-Process-That-Sells-Not-the-Salesperson.html Some salespeople don’t realize how important sales steps are. Because of this, salespeople get lost in the sequence and sometimes try to skip steps of the sales process. This is usually how sales are lost. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/3454/1/Automate-Sales-and-Start-a-Revolution/Automate-Sales-and-Start-a-Revolution.html Sales Management, you can automate sales. The basic principles are the same today as they were back when Henry Ford revolutionized an industry. If you adopt these principles, you can increase market share in your industry. Just do it before your competition does. stevemartinez@pacificarticles.com (Steve Martinez) Wed, 18 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2798/1/How-To-Keep-Your-Best-Employees/How-To-Keep-Your-Best-Employees.html Have you lost any good employee talent recently? Was it necessary to lose them? Why did they leave, was it for a better opportunity or because your organization needs a serious look at the way it treats is most valuable asset, it's people. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2797/1/Its-Time-For-The-Fourth-Quarter-Push/Its-Time-For-The-Fourth-Quarter-Push.html The pressure is on and management is breathing down it’s employees necks to finish the year hitting or beating their sales numbers for the year. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2796/1/Motivating-Employees-Is-Not-Rocket-Science/Motivating-Employees-Is-Not-Rocket-Science.html I constantly hear from managers - how do I keep my employees motivated? tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2795/1/Its-Not-Too-Early-To-Start-Thinking-About-2007/Its-Not-Too-Early-To-Start-Thinking-About-2007.html Getting a fast start out of the box in January is one of the best ways to ensure a successful sales year. Many salespeople get lulled into the holiday spirit (and there is nothing wrong with that), but tend to get a slow beginning after January 1st. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2794/1/Assuming-Anything-In-Sales-Is-To-Invite-Failure/Assuming-Anything-In-Sales-Is-To-Invite-Failure.html One of the biggest mistakes many salespeople make is to assume. To believe that something is true without any verification, validation or evidence. In the area of the spiritual this is accepted practice and can be a healthy way to go through your life. In your sales career it can be the kiss of death. Assumptions are lethal. They give you confidence without any proof. They can set you up for disappointment, failure and at the worst breakdowns in communication. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2793/1/Do-You-Have-An-Effective-Follow-up-Strategy/Do-You-Have-An-Effective-Follow-up-Strategy.html Why don't salespeople follow-up? And, what are the benefits of an effective follow-up strategy? Two critical issues that will determine the success of salespeople today. Why don't salespeople follow up? tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2792/1/Are-You-Ready-For-New-Thinking/Are-You-Ready-For-New-Thinking.html Are you ready for the relentless changes that are coming or are you stuck in your paradigms refusing to see that there may be another way to look at things?Let me give you 2 simple examples: tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2791/1/Do-You-Have-The-Courage-To-Rate-Yourself-As-A-Manager/Do-You-Have-The-Courage-To-Rate-Yourself-As-A-Manager.html 2006 is quickly becoming history. Your results as a manager are evident by the achievements you have accomplished and the challenges, failure and un-met goals that were for whatever reason not realized.One of the behaviors I have been advocating for many years for managers is that they carefully and routinely evaluate the areas where they have made progress and where they have not. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2790/1/If-Your-Sales-Strategy-Is-Not-Clear-Sales-Will-Suffer/If-Your-Sales-Strategy-Is-Not-Clear-Sales-Will-Suffer.html Ask any of your sales managers to define sales strategy and you might get a myriad of responses. Some right, some wrong and many just vague. Ask them to define operational effectiveness and you will tend to get more accurate answers depending on the level of the manager. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2789/1/How-Can-You-Know-The-Prospects-Real-Intent/How-Can-You-Know-The-Prospects-Real-Intent.html Intent and intention seems to be a hot topic these days. Why is this such an important topic today? Is it more important than it was twenty years ago? Let's take a brief look at this critical area with a focus on the real intentions of your customers. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2788/1/Are-You-Running-Too-Many-Poor-Or-Non-Productive-Meetings/Are-You-Running-Too-Many-Poor-Or-Non-Productive-Meetings.html One of the common complaints of many employees (including managers) is how many meetings are held that are a waste of time, energy and company resources.Most meetings generally take too long, cover too little, end without specific plans, objectives or outcomes and waste time, money and resources. I believe that “meeting” is an important business function. Meetings get people together to share information, ideas, problems, activities, solutions and feelings. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2787/1/Why-Not-Take-The-Sales-Quiz-To-see-How-You-Are-Doing/Why-Not-Take-The-Sales-Quiz-To-see-How-You-Are-Doing.html Why not give the following sales quiz to your sales staff. It will give you an idea of their understanding and application of some of the critical issues, concepts and techniques that have an impact on their sales performance and results. If you feel your team could benefit from an in-depth Custom in-house sales training program, please give me a call. I will be happy to discuss a custom curriculum for your staff with you. Please give me a call if you would like the answers to this quiz. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2786/1/Stop-Sabotaging-Employee-Performance/Stop-Sabotaging-Employee-Performance.html If you have a problem or challenge in your organization look up the ladder for the causes and down the ladder for the solutions. Most poor managers and executives reverse this process. tim_connor@pacificarticles.com (Tim Connor) Tue, 10 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2644/1/Consulting-Contracts-with-National-Service-Organizations---Good-Idea/Consulting-Contracts-with-National-Service-Organizations---Good-Idea.html Consulting Contracts with National Service Organizations are not your sweet spot in computer consulting. Computer hardware is often disposable with low profit margins and hardware repair is not the best choice in consulting contracts. joshua_feinberg@pacificarticles.com (Joshua Feinberg) Mon, 09 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/2643/1/Overcoming-Sales-Objections-for-Small-Business-Networks/Overcoming-Sales-Objections-for-Small-Business-Networks.html If you sell and service IT-related products to small businesses, you need to develop your sales skills for overcoming sales objections. This article introduces you to three different major categories of small business IT sales objections and helps you understand simple anecdotal closing strategies for overcoming those sales objections... and most importantly, closing more big-ticket sales. joshua_feinberg@pacificarticles.com (Joshua Feinberg) Mon, 09 Oct 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1834/1/Winning-the-Bid-Doesnt-Mean-You-Must-be-the-Lowest-Bidder/Winning-the-Bid-Doesnt-Mean-You-Must-be-the-Lowest-Bidder.html Winning bids for cleaning contracts does not mean you have to be the lowest bidder. The entire bidding and estimating process has a enormous impact on the success or failure of your bid. steve_hanson@pacificarticles.com (Steve Hanson) Thu, 07 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1833/1/Five-Dirt-Cheap-Ways-to-Increase-Sales-in-Your-Cleaning-Business/Five-Dirt-Cheap-Ways-to-Increase-Sales-in-Your-Cleaning-Business.html No matter if you are just starting your cleaning business or if you are trying to grow your business, there are certain questions that come up. There are inexpensive ways to help your business grow! steve_hanson@pacificarticles.com (Steve Hanson) Thu, 07 Sep 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/1059/1/Management-Becoming-A-Self-Aware-Leader/Management-Becoming-A-Self-Aware-Leader.html As a leader do you ever find yourself exhibiting behaviors that you later regret? Are you left feeling confused at how you might have gotten so off track? If so, I think you will recognize that having such blind spots is not a good thing. If you accept that then you have sufficient insight and wisdom to know that choosing to address this issue for yourself is a sign of strength and not weakness. This may be your opportunity to become a great leader! nickarrizza@pacificarticles.com (Dr. Nick Arrizza, M. D.) Sat, 15 Jul 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/894/1/The-Effective-Executive/The-Effective-Executive.html How effective do you feel in your work and in your life? Do you know what is blocking you from acheiving your complete and full potential? Do you know that your deep held dreams and desires are a reflection of your unleashed potential for greatness? Do you want to unleash this potential? If so read on... nickarrizza@pacificarticles.com (Dr. Nick Arrizza, M. D.) Fri, 14 Jul 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/241/1/Sales-Management-and-CRM---Setting-up-the-Central-Memory/Sales-Management-and-CRM---Setting-up-the-Central-Memory.html Sales management changed with the introduction of CRM. For both larger enterprises to the smaller companies the management of the central memory became an issue. HansBool@pacificarticles.com (Hans Bool) Sat, 10 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/238/1/Sales-Management-and-CRM---Digging-Into-the-Memory/Sales-Management-and-CRM---Digging-Into-the-Memory.html Having the central memeory, you can setup the sales management on a client centered approach. Before this you need to dig into the data... HansBool@pacificarticles.com (Hans Bool) Sat, 10 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/204/1/Game-Set-and-Match/Game-Set-and-Match.html Hunting for prospects is a sales role, narrowing the focus of the hunt for sales to match the business profile is sales managements role. Maintaining a focus on the ideal profitability characteristics for salespeople is critical to success in any businesses sales program. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/189/1/A-Sales-Process-Must-be-Certified-to-be-Successful/A-Sales-Process-Must-be-Certified-to-be-Successful.html If you can recite the steps of your success driven sales process and can show the ratios of success you are in the minority. We ask the question of how to define a certified success driven sales process and suggest how to develop one that passes the sales management grade. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/188/1/Its-the-Process-that-Sells---Not-the-Salesperson/Its-the-Process-that-Sells---Not-the-Salesperson.html If you don’t follow a sales process, you’re losing sales. When sales management focuses on the process of sales and monitors the path salespeople take for each sale, they increase the success rate. Salespeople can get lost in the hectic world of sales reports and activities. When salespeople focus on the stages of the sale and what the next step is, they win more deals. Are you following a process? stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/168/1/Which-is-Better--Hire-a-Salesperson-or-Invest-in-a-Sales-Assistant/Which-is-Better--Hire-a-Salesperson-or-Invest-in-a-Sales-Assistant.html What does it cost to hire a good salesperson? Many companies spend about one fourth the annual salary of a salesperson on job placement. They spend another fourth on sales training before the salesperson becomes effective and efficient. A sales assistant is completely different than the investment of a salesperson. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/144/1/How-to-Develop-a-Master-Planned-Sales-Plan/How-to-Develop-a-Master-Planned-Sales-Plan.html If you stepped back with me for a minute and took a bird's eye view of your sales plan, would it be considered a Master-Planned Sales Plan? Let's imagine that your original sales plan was to support 550 core customers. The strategy was to develop a community of customers that would increase your bank account and capitalize on the capabilities of your business. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500 http://www.pacificarticles.com/articles/143/1/The-Forward-Thinking-Sales-Manager-Begins-with-the-End-in-Mind/The-Forward-Thinking-Sales-Manager-Begins-with-the-End-in-Mind.html If an outside sale is truly a sales process, then there are steps involved for each sale. Since we agree on this fact, it makes sense to manage salespeople towards each of the steps in the sales process. The best way to manage these steps is taking them one at a time, moving forward each step toward the sales close. stevemartinez@pacificarticles.com (Steve Martinez) Fri, 09 Jun 2006 00:00:00 -0500