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All articles by Bill Caskey -
Read almost any book about sales and you'll see some reference
to, "you need to have a good attitude." So what does that mean?
Sometimes my most effective selling is when I have a "bad attitude"
-- when I'm more discerning and skeptical about whether a prospect
has money or is willing to make the change. I get tougher then and
force the prospect to fit into my procedure. So for the purpose of
this article,
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Everyone wants to earn more, but few are willing to change
behavior to do so. In fact, most aren't. In my work of over 19
years with the high sales achiever, I find that most of them
operate with a different set of rules about selling and the pursuit
of new business. These new rules help govern their behavior and
actions in the sales cycle. I have over 25 rules that I've
documented, but here are
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To become a high achieving sales professional, you must first
become an expert communicator. Ask any sales person if they would
like to make $250,000 a year and they universally say "yes." But
then look at the tool kit they use to pursue clients, and more than
likely you will find that the sales tools are dull.
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