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Sales Training – Prepare Your Mindset – Sales tip

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This 1 minute and 45 second sales tip discusses the importance of having your mindset in the right place before a sales call. Your mindset will have more to do with the success of the call than the techniques you use on the call. Carmanico and Maguire

Optimal Selling – A Compelling Business Resource

Optimal Selling  3-D Book Cover

  Optimal Selling – A Compelling Business Resource   The “Make-The-Sale” series, by Dan Caramanico and Marie Maguire, is an outstanding way for salespeople to learn what the difference is between ‘good’ sales techniques and ‘bad’ in this new business world. With this guide, readers will be able to study the ins and outs of […]

Keeping Your Sales Priorities Straight

Optimal Selling  3-D Book Cover

  Keeping Your Sales Priorities Straight By Dan Caramanico Keeping your sales priorities straight is both simple and difficult. It should be obvious what we spend our time on but it must be difficult because so many salespeople spend time on the wrong things. Recently a client hired a salesperson that had great promise. He […]

CLOSING SALES IS LIKE HITTING A MOVING TARGET

Optimal Selling  3-D Book Cover

    CLOSING SALES IS LIKE HITTING A MOVING TARGET By Dan Caramanico Salespeople often make the mistake of assuming that the world of the prospect is static and that nothing happens in the life of the prospect between the times that he prospect talks to them. In fact nothing could be further from the […]

Salesperson Time Waster #1 – Following up

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Salesperson Time Waster #1 – Following up By Dan Caramanico   Ninety five percent of time salespeople spend following up is a colossal waste of time. I know, I know!! Many of you reading this article are saying “is he crazy”? “Persistence in following up is one of my greatest assets. I never give up […]

Get Rejected – It’s Good For Sales

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  Get Rejected – It’s Good For Sales By Dan Caramanico   Fear of rejection is one of the most common weaknesses among salespeople and it is a major reason people give for avoiding the selling profession altogether. It is closely related to what psychologists call the abandonment fear. Abandonment fear is a primal response […]

Prepare Your Mindset Before The Sales Call

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  Prepare Your Mindset Before The Sales Call By Dan Caramanico   Beliefs are more important to sales success than sales techniques or sales processes. Everyone knows that if you don’t believe in your product you will not be very effective at selling it. Not everyone knows why that is true. Part of it has […]

Are You Attacking Your Prospects?

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Are You Attacking Your Prospect? By Dan Caramanico Have you ever been in a conversation with a prospect when all of a sudden (or so it seems) they get defensive? Have you ever been cruising right along with a prospect then suddenly they clam up and become guarded about what they tell you? The chances […]

Relax

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Relax By Dan Caramanico   Have you ever over-prepared for a sales call? When you do you tend to over-think everything. You go into the call worrying about what you will say. You worry about what the prospects will say and how you will react. You start to choreograph the call by thinking “I’ll say […]

WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?

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WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL? By Dan Caramanico   This is always a touchy subject and there is always pushback when I suggest what you should do.  In this article I will give you the answer right away; I will explain why you should do it; then I will explain why […]