Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/3185/Selling-in-the-lead-up-to-Christmas.html http://www.evancarmichael.com/Sales/3185/Selling-in-the-lead-up-to-Christmas.html Well it’s hard to believe but it’s only 6 weeks until Christmas and this time of year always brings with it challenges for both business owners and salespeople. As we approach the festive season and the business year draws to a close, many decision makers prefer to put off decisions and new business meetings until the New Year. This is both challenging and de-motivating for salespeople but also frustrating and stressful for business owners, who need to keep generating revenue. http://www.evancarmichael.com/Sales/3185/How-to-avoid-being-a-pest-in-your-sales-follow-up.html http://www.evancarmichael.com/Sales/3185/How-to-avoid-being-a-pest-in-your-sales-follow-up.html Did you know that one of the biggest gripes against salespeople by decision makers is the lack of follow up? Many people resist following up because they find it uncomfortable and don’t want to seem pushy or annoying and many people don’t follow up because they simply forget. This lack of follow-up presents a great opportunity for those who are organized and take the time to do it. http://www.evancarmichael.com/Sales/3185/Consultative-Needs-Based-Selling-Approach.html http://www.evancarmichael.com/Sales/3185/Consultative-Needs-Based-Selling-Approach.html Looking at your business from a sales perspective and most importantly understanding your business from a client perspective, is one of the most important first steps in sales. Most people hate being sold to but love the feeling of buying; so the clearer you can explain how your business helps and "what is in it for them" the easier it makes prospective customers to make a buying decision. The consultative/problem solver approach qualifies and listens to the customer and helps them to buy what they need. The consultative approach focuses on the needs of the customer and how you improve or benefit them in some way. http://www.evancarmichael.com/Sales/3185/Top-20-Interview-Questions-for-Salespeople.html http://www.evancarmichael.com/Sales/3185/Top-20-Interview-Questions-for-Salespeople.html If your looking to hire a salesperson it can be difficult to identify who is going to be a sales superstar and who is not. When interviewing the most important areas to focus on and discuss is * Their sales methodology (for different scenarios) * Their previous achievements, and * Their personal and professional goals Here is a list of 20 interview questions (in no particular order) that will get you started and help to differentiate the potential achievers from the non-achievers. http://www.evancarmichael.com/Sales/3185/Overcoming-Sales-Objections.html http://www.evancarmichael.com/Sales/3185/Overcoming-Sales-Objections.html Objections are simply reasons or concerns that a prospective client has as to why they won't make a decision when you want them to. You will hear statements such as: http://www.evancarmichael.com/Sales/3185/How-can-you-find-the-best-of-the-best-in-sales.html http://www.evancarmichael.com/Sales/3185/How-can-you-find-the-best-of-the-best-in-sales.html Many people believe great sales-people are born, not made but I disagree because sales is a process that can be taught to anyone and it is simply how the process is applied that separates good from great. Success in sales comes from skill development, attitude, confidence and behaviour. http://www.evancarmichael.com/Sales/3185/Business-Networking-Tips.html http://www.evancarmichael.com/Sales/3185/Business-Networking-Tips.html Networking has been good to me over the years. Apart from referrals, it has been the single most successful way of generating new business and building my professional network. It must be the salesperson in me, but there is nothing more rewarding than meeting and connecting with new people who end up as friends, associates or clients. http://www.evancarmichael.com/Sales/3185/Why-Isnt-My-Salesperson-Selling.html http://www.evancarmichael.com/Sales/3185/Why-Isnt-My-Salesperson-Selling.html Hiring salespeople is a time consuming and costly exercise, so it’s important to get it right and keep it right. Unfortunately, not all salespeople are equal and managing poor performers is a common (and stressful) problem for many businesses, no matter what their size. http://www.evancarmichael.com/Sales/3185/Boost-your-Sales-through-Reinvention.html http://www.evancarmichael.com/Sales/3185/Boost-your-Sales-through-Reinvention.html Is it just me or is 2009 going to be the biggest and best year yet? Despite what is being reporting in the media and what we are seeing overseas, many of the people that I’ve spoken to recently are extremely motivated and confident that 2009 is going to be their best year yet (including me). So if 2009 is going to be your best year yet, now is the perfect time to sit down and work out what you want to achieve and what you need to do to make this happen. http://www.evancarmichael.com/Sales/3185/Build-your-Sales-Pipeline-and-Boost-Your-Prospect-Numbers.html http://www.evancarmichael.com/Sales/3185/Build-your-Sales-Pipeline-and-Boost-Your-Prospect-Numbers.html Do you get frustrated constantly searching for prospects and contact information? The traditional methods of building a list of people that you can market and sell to such as purchasing databases, driving around business parks and noting the tenants of buildings that you walk past are great, and they do work, however, they are costly and time consuming.