Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3114/How-To-Overcome-the-Smokescreen-Objection.html http://www.evancarmichael.com/Sales/3114/How-To-Overcome-the-Smokescreen-Objection.html Most of the objections you get as sales reps aren't real objections - they're smokescreens. That's why when you answer them, you get another, and another, and another. Want a better way? Read and apply the techniques in this article and you'll stay in control and close more business! http://www.evancarmichael.com/Sales/3114/How-To-Stay-Firm-On-Price.html http://www.evancarmichael.com/Sales/3114/How-To-Stay-Firm-On-Price.html Getting beaten up in today's economy on account of clients and prospects hammering you for a lower price? Here's how to stay firm on your price and still succeed! http://www.evancarmichael.com/Sales/3114/The-Three-Real-Secrets-of-Hiring-Top-Sales-Reps.html http://www.evancarmichael.com/Sales/3114/The-Three-Real-Secrets-of-Hiring-Top-Sales-Reps.html Finding, interviewing, hiring and training sales reps costs hundreds of hours and thousands of dollars. What's worse is that you never know who you're going to get. Assessment tests can be time consuming and expensive. Want an easier way? Use these three secrets and you'll easily increase your chances of finding and succeeding with Top Sales Reps! http://www.evancarmichael.com/Sales/3114/The-Five-Secrets-To-Writing-Killer-Prospecting-Scripts.html http://www.evancarmichael.com/Sales/3114/The-Five-Secrets-To-Writing-Killer-Prospecting-Scripts.html If you prospect sales by phone, then you know what's it's like to get blown off, screened out, or just flat turned down. It doesn't have to be that way!! Use these Five Proven Secrets to Writing Killer Prospecting Scripts and learn how to succeed like the Top 20%! http://www.evancarmichael.com/Sales/3114/Stop-Managing-the-Pipeline-and-Start-Managing-Your-Sales-Team.html http://www.evancarmichael.com/Sales/3114/Stop-Managing-the-Pipeline-and-Start-Managing-Your-Sales-Team.html While the sales pipeline is a vital part of the sales process, it is also where the most fundamental mistake is made, and this mistake costs companies millions (if not billions) of dollars every year. Learn what you can do to change this starting today! http://www.evancarmichael.com/Sales/3114/Should-You-Train-Unmotivated-Sales-Reps.html http://www.evancarmichael.com/Sales/3114/Should-You-Train-Unmotivated-Sales-Reps.html I have been consulting with a lot of sales managers and business owners who need and want sales training, but they are concerned that the training might be wasted on some of their sales reps (sometimes as much as one-third of their team) because this portion of the reps are either resistant, or simply unmotivated. What should you do? This article will tell you! http://www.evancarmichael.com/Sales/3114/The-5-Elements-of-a-Qualified-Lead.html http://www.evancarmichael.com/Sales/3114/The-5-Elements-of-a-Qualified-Lead.html People ask me all the time what I think makes up a qualified lead. It's simple, I tell them. There are five things that every Top 20% producer knows when he or she hangs up the phone with a prospect. Know these five things and chances are real good you're going to close this prospect. Leave one out -- or two out -- and chances are even better that you're never going to close this prospect. This article will not only tell you what these are, but they will tell you how to find them out! http://www.evancarmichael.com/Sales/3114/The-5-Secrets-of-Motivating-Your-Sales-Team.html http://www.evancarmichael.com/Sales/3114/The-5-Secrets-of-Motivating-Your-Sales-Team.html Motivation seems to be one of the toughest areas to get a handle on. Many managers tell me that some of their reps are already motivated and don't need their help in that area (usually the Top 20%), but that the majority seem to need constant motivating, mentoring, counseling, or out right babysitting. Sound familiar? This article will provide you with proven, fresh ideas on how to get the most from your sales team. http://www.evancarmichael.com/Sales/3114/The-3-Secrets-of-Instantly-Establishing-Interest.html http://www.evancarmichael.com/Sales/3114/The-3-Secrets-of-Instantly-Establishing-Interest.html You have all heard that you have about 15 to 30 seconds to establish a connection or generate interest on a cold call, right? While some may say you have even less, the point we can all agreed on is that you don't have much time and whatever you say, it had better be good! This article will provide you with the most effective way of making that connection. http://www.evancarmichael.com/Sales/3114/The-Most-Important-Word-In-Sales.html http://www.evancarmichael.com/Sales/3114/The-Most-Important-Word-In-Sales.html What would you say was the most important word in sales? Read on and you'll find out...