Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3077/Are-You-Selling-Your-LFactor.html http://www.evancarmichael.com/Sales/3077/Are-You-Selling-Your-LFactor.html This is my article from the new Summer eBook from Top Sales Experts International.Itfs 147 pages and includes articles from some of the foremost sales experts in the world. People like Dan Adams, Keith Rosen, Wendy Weiss , Nancy D. Solomon, Joanne Black, Jonthan Farrington, Paul McCord , Cindy King and Kelly Robertson to name but a few. http://www.evancarmichael.com/Sales/3077/Business-Blogging-The-Lessons-of-100-Posts.html http://www.evancarmichael.com/Sales/3077/Business-Blogging-The-Lessons-of-100-Posts.html I recently passed the 100 post mark on my blog.To say that I have learnt a lot in between would be an understatement. To say that I have lots more to learn, would require an even bigger understatement.It has been an enjoyable, frustrating and fascinating experience. I have gained readers; I have gained new customers and best of all I have gained many great new friends. http://www.evancarmichael.com/Sales/3077/Recruiting-Top-Sales-Pros-is-now-HARDER-not-easier.html http://www.evancarmichael.com/Sales/3077/Recruiting-Top-Sales-Pros-is-now-HARDER-not-easier.html Businesses need to take a step back and consider all the factors before embarking on a course of action. What might seem obvious at first rarely is. Top 5% sales performers can deliver huge ROI. A little investment in one now could be one of the very best ways of combating the downturn http://www.evancarmichael.com/Sales/3077/Presentations-3-Killer-Tools-for-Managing-the-Fear-Factor.html http://www.evancarmichael.com/Sales/3077/Presentations-3-Killer-Tools-for-Managing-the-Fear-Factor.html Fear of public speaking ranks as the number one fear for the general public, even for experienced business or salespeople, having to deliver an important presentation can be extremely nerve wracking. While there is a wealth of available excellent advice on planning and delivering business presentations. This often fails to help, because it doesn’t directly tackle the individuals fear factor. http://www.evancarmichael.com/Sales/3077/3-Simple-Steps-to-Using-Email-as-a-Sales-Tool.html http://www.evancarmichael.com/Sales/3077/3-Simple-Steps-to-Using-Email-as-a-Sales-Tool.html E-mailing is now undoubtedly the main means of communication between businesses and business people. I would continue to advise salespeople to always try to speak directly to prospects where possible. There are times however that e-mailing is the only available option, so the ability to craft effective e-mails is now a very necessary sales skill. http://www.evancarmichael.com/Sales/3077/Business-in-2009--Do-you-really-need-to-be-a-Fortune-Teller.html http://www.evancarmichael.com/Sales/3077/Business-in-2009--Do-you-really-need-to-be-a-Fortune-Teller.html No know really knows how the overall economic climate will play out over the coming months and possibly years. What we can say is that individual businesses will be defined by the decisions they make and the actions that they take. http://www.evancarmichael.com/Sales/3077/Five-Fundamentals-to-Sales-SuperStardom-in-2009.html http://www.evancarmichael.com/Sales/3077/Five-Fundamentals-to-Sales-SuperStardom-in-2009.html The single biggest difference between success and failure is your attitude. While this might be a much talked about concept in all walks of life, the reality is that only a very few actually ever truly get it. Great attitude is the common denominator of success; everything else including talent follows or is learnt. Top sports people have got it, top business people have got it and top salespeople have got it. http://www.evancarmichael.com/Sales/3077/Downturn-Cando-Think-Upturn-Prospects.html http://www.evancarmichael.com/Sales/3077/Downturn-Cando-Think-Upturn-Prospects.html Talking to salespeople, there seems to me to be an air of futility about at the moment, about prospecting for new customers and new business. While It may be easy to find reasons to be despondent, allowing yourself to feel and behave in this way, what ever the evidence is actually counter productive. http://www.evancarmichael.com/Sales/3077/The-Sales-Trainer-Debate.html http://www.evancarmichael.com/Sales/3077/The-Sales-Trainer-Debate.html Skip Anderson has started somewhat of a debate about selling benefits in the forum on Salespractice.com about a video by Grant Leboff, author of Sales Therapy. This video titled “Sales Myth #1: “Sell The Benefits” is described as “pulling the plug on that age-old sales tactic - selling the benefits. “So what’s wrong with benefit selling? Well, firstly, we’ve heard it all before. We’re all sick of salespeople telling us how great their product is. And secondly, we’ve all been let down so much by these false promises that when we hear a list of benefits we just start looking for the catch. Watch Grant Leboff explode the myth and introduce the alternatives — you’ll never try and sell the benefits again” http://www.evancarmichael.com/Sales/3077/Dealing-with-Sales-Objections-Resistance-to-Change.html http://www.evancarmichael.com/Sales/3077/Dealing-with-Sales-Objections-Resistance-to-Change.html When I talk here about the ” Resistance to Change” objection I do not mean a competitor objection. I say this because it can sometimes prove very difficult to tell the difference. The prospect may choose to verbalise both objections by giving the salesperson very similar answers i.e. “I am happy with my current supplier”.