Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3115/Happy-Stories.html http://www.evancarmichael.com/Sales/3115/Happy-Stories.html We have a great tool available to us in sales that for some reason we underutilize. It is the positive experiences of our customers. http://www.evancarmichael.com/Sales/3115/Who-is-a-ProspectThrow-the-Ball.html http://www.evancarmichael.com/Sales/3115/Who-is-a-ProspectThrow-the-Ball.html Everyone has a different definition of a Prospect. Most of whom I would call Suspects at best! http://www.evancarmichael.com/Sales/3115/Another-Interesting-Number.html http://www.evancarmichael.com/Sales/3115/Another-Interesting-Number.html Those of you who have read any of my articles or been in a training session know I am adamant about tracking and learning from your ratios. I would like to share a story with you from my early days in sales. http://www.evancarmichael.com/Sales/3115/More-on-Ratios--A-Real-Life-Example.html http://www.evancarmichael.com/Sales/3115/More-on-Ratios--A-Real-Life-Example.html Ratios do more than let ourselves or our manager know what we are doing. They guide us to improve and they motivate us to greater success. http://www.evancarmichael.com/Sales/3115/Why-Ratios-are-so-Important.html http://www.evancarmichael.com/Sales/3115/Why-Ratios-are-so-Important.html Many Salespeople and their Managers believe that sales is a game of numbers. To the degree that it is a game at all it is really about the relationship between those numbers-the ratios. http://www.evancarmichael.com/Sales/3115/The-Rule-Of-Thirds.html http://www.evancarmichael.com/Sales/3115/The-Rule-Of-Thirds.html I believe that sales and Sales Prospecting can be broken down into 3 distinct areas or thirds. http://www.evancarmichael.com/Sales/3115/How-to-Get-More-Referrals.html http://www.evancarmichael.com/Sales/3115/How-to-Get-More-Referrals.html One of the questions I hear time and time again in my training sessions is this one: “How can I get more referrals?” http://www.evancarmichael.com/Sales/3115/How-to-Ask-for-an-Appointment.html http://www.evancarmichael.com/Sales/3115/How-to-Ask-for-an-Appointment.html At my training company, D.E.I. Management of Ottawa, we teach salespeople to ask for a specific time and date when setting appointments. No exceptions! The idea is that you should build your prospecting call around when the appointment will take place, not whether it will take place. http://www.evancarmichael.com/Sales/3115/The-Four-Steps-to-an-Effective-Cold-Call.html http://www.evancarmichael.com/Sales/3115/The-Four-Steps-to-an-Effective-Cold-Call.html One of the most-feared, and yet most effective, ways to develop business is the dreaded, and much maligned “cold call.” But, if you develop a consistent approach to your cold calls, you can overcome the fear of not knowing what to say or how to respond when the person on the other end of the phone actually answers! http://www.evancarmichael.com/Sales/3115/Be-Proud-to-be-in-Sales.html http://www.evancarmichael.com/Sales/3115/Be-Proud-to-be-in-Sales.html Salespeople have many struggles to overcome. This profession can be both one of the most rewarding and difficult. One challenge shouldn't be belief in the value of sales itself.