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CLOSING SALES IS LIKE HITTING A MOVING TARGET

CLOSING SALES IS LIKE HITTING A MOVING TARGET

    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

Salesperson Time Waster #1 – Following up

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

Get Rejected – It’s Good For Sales

  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

Prepare Your Mindset Before The Sales Call

  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 [...]

Relax

Relax

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?

WHEN SHOULD YOU DISCUSS MONEY ON A SALES CALL?

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 [...]

Who Defines The Next Step In The Sales Process

Who Defines The Next Step In The Sales Process

Who Defines The Next Step In The Sales Process By Dan Caramanico This article could be just one sentence – “Always know the next step in the sales process”. If you do always know the next step in the sales process then I guess you can stop reading. But wait! Let me ask you a [...]

Re-motivate yourself

Re-motivate yourself

Re-motivate yourself By Dan Caramanico Motivation is internal. Sales managers can’t motivate salespeople. They can only help the salesperson to get and stay in touch with their own internal motivation. Some people are able to stay motivated without much effort. They have a high degree of intrinsic motivation. They were programmed or trained to constantly [...]

A Sales Call Is A Conversation Not An Inquisition

A Sales Call Is A Conversation Not An Inquisition

A Sales Call Is A Conversation Not An Inquisition By Dan Caramanico Sales training professionals talk a lot about asking questions. I myself am a big proponent of asking questions. One of my favorite aphorisms is that “you tell more about what you know by the questions you ask than by the statements you make.” [...]

WHEN SHOULD YOU QUOTE?

WHEN SHOULD YOU QUOTE?

I believe that the prospect has to earn the right to get a proposal from the salesperson. The Optimal Salesperson® will only write a proposal to a prospect who has completely met all of the elements to be considered a qualified prospect. Most salespeople spend entirely too much time writing proposals. They do a cursory [...]

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