Developing and understanding how your attitude relates to your career is a very important first step to increasing your sales success. Once you have an attitude understanding, you can better develop a personal value statement. A personal value statement is absolutely critical to communicating the value you provide to a client. Here are some...
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Most business owners try every trick and tactic to close new business. And while this is perfectly natural and normal, it can sometimes cause a business to overlook a huge asset to growing their business—existing customers. Your database of customers is an excellent way to increase your sales by cross-selling other products and services to...
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In sales teams across Indianapolis and around Hoosier State, you can count on a percentage of sales professionals doing their jobs well and percentage of them doing poorly. It is the middle group that sees both excellence and futility and learns from the challenges. In the efforts to keep success in the sales organization,...
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There is an old saying in sales that goes something like this: a good close is always an opening. It is an opening for new business, referrals, customer allegiance, and success. But not every salesperson is good at closing a sale. If you have followed the Carnegie principles you know that integrity is just...
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Across Indianapolis and throughout Indiana, there are unsuccessful salespeople. Sales, as we all know, are vital to the health of any product or service organization. Selecting people for a sales position and managing turnover are truly full-time jobs typically performed by human resources. Hiring a sales candidate does not necessarily mean success. Recruiting, on...
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Here in Indianapolis, Indiana we are always selling. In sales, it is always 24-7-365. You wake up in the middle of the night doing deals in your head thinking of even better ways to take care of your customers and clients. To truly succeed in sales you must follow the mantra of Winning Friends...
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In sales, especially here and across Indiana, we are so focused on getting new clients that we often plan heading to the area strip malls, the dentist and doctor offices, and the local restaurants or businesses to cold call and leave a card behind with the person willing to take it. We know that...
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As managers, the ability to use win-win negotiations skills can make all the difference in negotiating success. Likewise, it can be essential when influencing coworkers and facilitating constructive, positive relationships. Here are 6 things that managers should think about when preparing for a negotiation from your friends at Dale Carnegie Training of Central Indiana:...
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A recent Harvard Business Review Blog post entitled, The Most Important Predictor of Sales Success, by Philip Delves Broughton, highlights common characteristics successful sales professionals across the world share. Broughton conducted the global research for his book, The Art of the Sale: Learning from the Masters About the Business of Life. Here are a...
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In this modern age, many businesses are choosing to present information in a virtual format via online webinars. This type of medium is ideal for many different types of presentations from general informational to sales promotions. Yet, just as other kinds of sales presentations, a webinar poses special challenges. If you are planning on...
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