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Wendy Connick

Updated Articles and Resources

By Wendy Connick

    Updated Articles and Resources
    • How to Close a Sale Created: Sunday, December 26, 2010 Updated: Wednesday, April 16, 2014
      The most important step in the sales process is also one of the most neglected. I'm talking about the close, of course. Every salesperson should attempt to close every sale with no exceptions."
    • How to Tell If You're Winning a Bid Created: Sunday, April 13, 2014 Updated: Sunday, April 13, 2014
      When you're competing for a prospect with several competitors, it can be hard to tell whether you're at the head of the pack, just in the running, or have no chance of getting the sale."
    • Precall Research Created: Saturday, April 12, 2014 Updated: Saturday, April 12, 2014
      Before you start hitting the phones and making those cold calls, it's a good idea to do a little research on your lead list. The question is, how much time should you really be spending on research...
    • What is Business Networking? Created: Friday, August 22, 2008 Updated: Wednesday, April 09, 2014
      Business Networking is a skill and a low cost method of marketing that is used to build new contacts through connecting with other like minded individuals.
    • Selling in 160 Characters or Less Created: Sunday, April 06, 2014 Updated: Sunday, April 06, 2014
      If you've decided to spend the time and money to launch a text message marketing campaign, you'd better also take the time to compose some really good messages for your prospects."
    • Creating Your LinkedIn Profile Created: Saturday, April 05, 2014 Updated: Saturday, April 05, 2014
      Your profile is often the first thing any LinkedIn visitor sees from you. If you don't want it to be the last thing they decide to see, you'll need to do it right." itemproexpr="$zTP='t3'" --> item...
    • Essential Sales Skills Created: Sunday, December 12, 2010 Updated: Thursday, March 27, 2014
      Anyone can learn to be a good salesperson by acquiring and honing a few basic sales skills. In fact, you'll find these skills helpful in many aspects of your life." itemproexpr="$zTP='t3'" --> item...
    • The 7 Stages of the Sales Cycle Created: Friday, December 24, 2010 Updated: Thursday, March 27, 2014
      No matter what you're selling, every sale follows roughly the same pattern. It's a rare sale that doesn't include each of these steps in one form or another.
    • 5 Types of Sales Approaches Created: Tuesday, December 13, 2011 Updated: Tuesday, March 25, 2014
      Every salesperson comes up with a unique approach to the sales process. These individual strategies are usually a version of one of these five basic sales approaches." itemif expr="$zTP='t3'" --> i...
    • What is B2B Sales? Created: Wednesday, December 29, 2010 Updated: Tuesday, March 25, 2014
      B2B is short for “business to business.” It indicates sales made to other businesses, rather than sales to individuals. The latter is referred to as “business to consumer” s...
    • What is a Sales Manager? Created: Sunday, November 13, 2011 Updated: Monday, March 24, 2014
      Sales managers are responsible for keeping their sales teams producing. Managing a sales team isn't easy, but it can be extremely satisfying for the right person.
    • How to Build Wallet Share Created: Sunday, March 23, 2014 Updated: Sunday, March 23, 2014
      Building wallet share with a customer means selling him multiple products. You can increase wallet share by cross-selling, upselling, or simply selling unrelated products and services."
    • Building Trust with Tough Prospects Created: Saturday, March 22, 2014 Updated: Saturday, March 22, 2014
      Tough prospects are slow to trust people, especially salespeople. It's impossible to build rapport with such prospects until you earn at least a small measure of trust." it-#if expr="$zTP='t3'" -->...
    • How to Handle Objections in Six Easy Steps Created: Tuesday, January 25, 2011 Updated: Tuesday, March 18, 2014
      Most salespeople think of objections as a bad thing... but they're missing the big picture. If your prospect raises an objection, that's actually a good sign.
    • Sample Voicemail Scripts Created: Sunday, March 16, 2014 Updated: Sunday, March 16, 2014
      Do you have a hard time getting called back by prospects? These voicemail scripts for different occasions may help increase your call back ratio." itemprop="description" itemprop="description"...
    • What Is Closing? Created: Saturday, March 15, 2014 Updated: Saturday, March 15, 2014
      Closing the sale is the sixth stage of the sales cycle. The close is the point when a prospect or customer finally decides to buy.
    • Doing Sales Research Created: Sunday, December 29, 2013 Updated: Thursday, March 13, 2014
      Preparation makes all the difference between an on-target sales presentation versus one the prospect finds irrelevant or boring. Doing your research ahead of time allows you to build an exquisitely targeted sales presentation.
    • Finding Great Salespeople Created: Sunday, March 09, 2014 Updated: Sunday, March 09, 2014
      Do you have a hard time finding really exceptional salespeople to fill your sales positions? Just as the sales cycle is dependent on having plenty of good leads, so the sales recruiting process is ...
    • How to Be Likeable Created: Thursday, March 06, 2014 Updated: Thursday, March 06, 2014
      Being likeable and easy to get along with will motivate prospects to buy from you. Incidentally, it'll also make getting along with other people much easier." itemprop="des$zTP='t3'" --> itemprop="...
    • Curing Cold Call Anxiety Created: Sunday, March 02, 2014 Updated: Sunday, March 02, 2014
      If you dread making cold calls, you're suffering from the highly common syndrome of cold call anxiety. Don't worry, your condition is absolutely curable if you follow this treatment plan!"
    • How to Generate Results with Twitter Created: Friday, February 28, 2014 Updated: Friday, February 28, 2014
      Setting up a Twitter account and collecting a few followers is just the beginning. If you want to generate results using Twitter, you need a strategy." itemprop="descriptio3'" --> itemprop="descrip...
    • Closing with Confidence Created: Sunday, February 23, 2014 Updated: Sunday, February 23, 2014
      Closing the sale can be an anxious moment. Once you've mastered the necessary tools, though, closing becomes much easier and much more pleasant." itemprop="description" itemprop="description"<...
    • What is Warm Calling? Created: Saturday, February 22, 2014 Updated: Saturday, February 22, 2014
      Many salespeople fear cold calling, but they feel much more enthusiastic about warm calling. A warm call is simply a call to a warm lead - someone who already has a connection to the salesperson in...
    • Getting Started on Twitter Created: Sunday, February 16, 2014 Updated: Sunday, February 16, 2014
      Have you been dragging your heels about setting up a business Twitter account? Or perhaps you have an account but have never been really active in using it. Getting started on Twitter is much easie...
    • Becoming a Super Sales Manager Created: Saturday, February 15, 2014 Updated: Saturday, February 15, 2014
      Sales management is a tough job. Becoming a super sales manager requires you to balance many different tasks for different people. Here are some suggestions for keeping your sales team happy and pr...
    • More Prospect Fear Factors Created: Sunday, February 09, 2014 Updated: Sunday, February 09, 2014
      A scared prospect will dig in his heels and refuse to move forward in the sales process. When pushed, he may simply cancel the whole thing. Learn how to recognize and cure many of the common prospe...
    • Selling to Different Levels Created: Saturday, February 08, 2014 Updated: Saturday, February 08, 2014
      Selling B2B means interacting with decision makers at three different levels - and each level has totally different needs. If you pitch to a top-level decision maker using value statements targeted...
    • Handling a Price War Created: Sunday, February 02, 2014 Updated: Sunday, February 02, 2014
      When you're competing with other providers over a single prospect, it almost always comes down to a price war. Learn how to emerge victorious WITHOUT giving the product away for cost."
    • Book Review: Unlimited Sales Success Created: Friday, January 31, 2014 Updated: Friday, January 31, 2014
      Brian Tracy has written quite a few sales books, many of which are classics. Unlimited Sales Success won't disappoint readers of his other books.
    • Finding Your Ideal Customers Created: Sunday, January 26, 2014 Updated: Sunday, January 26, 2014
      You can increase sales by selling to more prospects, but it's often quicker (and better in the long term) to focus on sales quality rather than quantity. Selling to ideal customers is much easier a...
    • What Is Qualifying? Created: Saturday, January 25, 2014 Updated: Saturday, January 25, 2014
      Qualifying your leads is an important part of the sales process. It enables you to weed out non-prospects before you go to the trouble of pitching to them.
    • Introverts and Extroverts in Sales Created: Sunday, January 19, 2014 Updated: Sunday, January 19, 2014
      Are you an introvert or an extrovert? Most people think extroverts are natural salespeople, but in reality introverts have some unique advantages in a sales situation." ite#if expr="$zTP='t3'" --> ...

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