Colly Graham Sales Articles Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3151/Sahrpen-Your-Sales-Skills--Selling-in-a-Recession.html http://www.evancarmichael.com/Sales/3151/Sahrpen-Your-Sales-Skills--Selling-in-a-Recession.html Sahrpen Your Sales Skills - Selling in a Recession Once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy? http://www.evancarmichael.com/Sales/3151/Sharpen-your-sales-skills--Selling-in-a-recession.html http://www.evancarmichael.com/Sales/3151/Sharpen-your-sales-skills--Selling-in-a-recession.html Sharpen your sales skills - Selling in a recession Once people believe there is going to be a recession they start to feel negative about their selling prospects. http://www.evancarmichael.com/Sales/3151/Action-Sales-Management-Coaching.html http://www.evancarmichael.com/Sales/3151/Action-Sales-Management-Coaching.html Action Sales Management Coaching Have your people set specific goals and connect with them regularly to maintain accountability. http://www.evancarmichael.com/Sales/3151/Building-a-Steady-Flow-of-Customers.html http://www.evancarmichael.com/Sales/3151/Building-a-Steady-Flow-of-Customers.html Building a Steady Flow of Customers Question: “I have just started a small business, how can I ensure I get a steady flow of customers for my business?” http://www.evancarmichael.com/Sales/3151/Selling-in-a-Recession.html http://www.evancarmichael.com/Sales/3151/Selling-in-a-Recession.html Selling in a Recession With all of this talk of recession is that once people believe there is going to be a recession they start to feel negative about their selling prospects. Do you have a clearly defined Sales Strategy? http://www.evancarmichael.com/Sales/3151/Field-Sales-Training-Accompaniment.html http://www.evancarmichael.com/Sales/3151/Field-Sales-Training-Accompaniment.html Field Sales Training Accompaniment The purpose of the field sales visit is to review and analyse performance of the sales person – to observe performance, to catch them doing something right and to correct and retrain where needed. http://www.evancarmichael.com/Sales/3151/COUNSELLING-THE-SALES-PERSON.html http://www.evancarmichael.com/Sales/3151/COUNSELLING-THE-SALES-PERSON.html COUNSELLING THE SALES PERSON Learn how you can counsel your sales people for greater success http://www.evancarmichael.com/Sales/3151/Coaching-the-Sales-Person.html http://www.evancarmichael.com/Sales/3151/Coaching-the-Sales-Person.html Coaching the Sales Person What is coaching and why should you develop the skill? COACHING is a face to face exercise to help you analyse and improve the performance of the sales person http://www.evancarmichael.com/Sales/3151/Presenting-the-Solution.html http://www.evancarmichael.com/Sales/3151/Presenting-the-Solution.html Presenting the Solution Know your audience. Tailor your presentation to your prospective customers. To do that, consider what they are likely to need from you. Use terminology they'll understand and make sure you are familiar with their business jargon. That will help you to establish common ground with them http://www.evancarmichael.com/Sales/3151/Buying-the-Benefits.html http://www.evancarmichael.com/Sales/3151/Buying-the-Benefits.html Buying the Benefits The word benefit comes from two French words; bein or bon meaning well or good, and fit from faire or fait meaning to do or to make, so a benefit is what your product or service does that will fit well or do a good job for your prospect, in other words how well will your product/service fit your prospects needs.