Sales POP - Purveyors of Propserity
Winning Over Skeptical Buyers

Winning Over Skeptical Buyers

For Sales Pros / Jan 23, 2018 / Julie Hansen

You can’t blame today’s buyers for being a bit skeptical. A history of vendors making similar claims, over-promising and under-delivering could make a skeptic out of anyone! The courtroom is a great place to understand how to win over one of the most skeptical audiences in the world: jurors. Trial lawyers have been applying proven ... Read More

Where Does a Salesperson Find Ethics?

Where Does a Salesperson Find Ethics?

For Sales Pros / Jan 23, 2018 / Nikolaus Kimla

Here is the next in my series on salesperson fitness. Sales ethics is the subject of many books, and the subject of chapters of yet other sales books. It’s something that many experts think every salesperson needs to worry themselves about. And so they should! But I don’t think they should worry themselves about it ... Read More

It’s Not a “Sales Pitch”…It’s a “Passion”

It’s Not a “Sales Pitch”…It’s a “Passion”

True Sales Tales / Jan 22, 2018 / Shawn Karol Sandy

When communicating with business owners – in blogs, posts, and discussions – I make every attempt to remove the esoteric jargon. Most of it is rather nonsensical vocabulary that was created by marketing departments for conversion into catchy collateral materials. Harsh? Maybe. Accurate? Most definitely. Recently when putting the finishing touches on a speech, which ... Read More

When a LinkedIn Introduction Stalls

When a LinkedIn Introduction Stalls

For Sales Pros / Jan 22, 2018 / Caryn Kopp

A limitation of LinkedIn introductions is that you must wait for that introduction. You are at the mercy of the person through whom you are being introduced, as well as the person to whom you are being introduced. You have no control over how fast your contact will make the introduction, nor how rapidly you ... Read More

Set Intentions, Not New Year’s Resolutions

Set Intentions, Not New Year’s Resolutions

For Sales Pros / Jan 19, 2018 / Monika D'Agostino

We have all seen and heard it. People making New Year’s resolutions, gyms being packed in January–and once February rolls around, all good ideas are out the window. In my humble opinion, it’s a recipe for failure, because it’s not about the end result but a starting date. If we were to set intentions, rather ... Read More

Improve Sales Results with Emotional Management

Improve Sales Results with Emotional Management

For Sales Pros / Jan 16, 2018 / Colleen Stanley

Despite today’s explosion of technology and information, we’re still encountering some of the same selling challenges we did 25 years ago. Knowledge isn’t the problem–it’s the application of knowledge that’s the issue. For example, have you ever seen a salesperson move straight into the “product dump” when she knows she should actually be asking questions ... Read More

Salespeople: Learn Emotional Fitness

Salespeople: Learn Emotional Fitness

For Sales Pros / Jan 16, 2018 / Nikolaus Kimla

Here is the next in my series on salesperson fitness. Emotional fitness is important for anyone, but is crucially important for a salesperson. Something like 90 to 95 percent of the interactions a salesperson has are negative. Phone calls and emails are ignored. Gatekeepers furiously protect decision makers. Many have a 5 to 10 percent ... Read More

Salespeople Who Email Sell More … Yup, Seriously

Salespeople Who Email Sell More … Yup, Seriously

For Sales Pros / Jan 15, 2018 / Ruth van Vierzen

I wrote recently about the importance of having an effective follow-up system in place to dramatically (and more easily) increase your sales closing rate. Autoresponder emails are a key component to effective follow-up and no follow-up system should be without them. Setting up a series of automated emails not only saves you time, it puts ... Read More

12 Tips for Composing Your TED Talk

12 Tips for Composing Your TED Talk

Leadership / Jan 13, 2018 / Judy Carter

A TED talk is the most direct route to establishing yourself as a thought leader and expert. Following my own TEDx talk my book sales soared, and I was hearing from speaker bureaus I’d never worked with. Mostly, though, I ended up with a video that truly expresses, as it says on the application, “an ... Read More

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