Richard Mulvey Sales Articles Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/394/Do-you-sell-products-or-dreams.html http://www.evancarmichael.com/Sales/394/Do-you-sell-products-or-dreams.html Do you sell products or dreams Far to often we focus on the features of a product when we try to sell it. http://www.evancarmichael.com/Sales/394/What-do-you-call-yourself.html http://www.evancarmichael.com/Sales/394/What-do-you-call-yourself.html What do you call yourself? Your customer is the most important person in the world to you. Does your job title reflect that? http://www.evancarmichael.com/Sales/394/Anybody-can-become-a-good-salesperson.html http://www.evancarmichael.com/Sales/394/Anybody-can-become-a-good-salesperson.html Anybody can become a good salesperson How did you get into sales? My guess is that it wasn't the career your parents had picked out for you. Usually parents want their children to be accountants or lawyers or go into the family business. Selling is not usually top of the list. http://www.evancarmichael.com/Sales/394/Mastering-Stage-Fright.html http://www.evancarmichael.com/Sales/394/Mastering-Stage-Fright.html Mastering Stage Fright When you are presenting your product or service to a group of customers, do you get stage fright? http://www.evancarmichael.com/Sales/394/Who-knows-Whom.html http://www.evancarmichael.com/Sales/394/Who-knows-Whom.html Who knows Whom Who do you know who could help you get that next contract? Who do they know who might be able to help? You may not be as far away as you think from the biggest business you have ever imagined. http://www.evancarmichael.com/Sales/394/The-Hunter-The-Farmer-and-the-Farmers-Wife.html http://www.evancarmichael.com/Sales/394/The-Hunter-The-Farmer-and-the-Farmers-Wife.html The Hunter, The Farmer and the Farmer's Wife There are three different types of sales people. You may be able to retrain your team, but eventually they will return to their comfort zone. http://www.evancarmichael.com/Sales/394/Its-all-about-William.html http://www.evancarmichael.com/Sales/394/Its-all-about-William.html It’s all about William Have you ever wondered why some sales people sell well and others don't? This article may give you a clue. http://www.evancarmichael.com/Sales/394/Buyers-Tricks.html http://www.evancarmichael.com/Sales/394/Buyers-Tricks.html Buyers Tricks Buyers are really nice people. That is a broad statement but I truely believe that buyers are nice people after work, but during office hours they can be... well... difficult. Sometimes they will trick you into getting a better deal, watch out for these tricks. If you are a buyer, do not read this article. :-) http://www.evancarmichael.com/Sales/394/Price-Objections.html http://www.evancarmichael.com/Sales/394/Price-Objections.html Price Objections Price is never really the issue. I have handled this one in an earlier article. The issue is value not price. In sales we have to get across a value message rather than a price message. http://www.evancarmichael.com/Sales/394/How-do-you-get-to-see-a-prospect-who-doesnt-want-to-see-you.html http://www.evancarmichael.com/Sales/394/How-do-you-get-to-see-a-prospect-who-doesnt-want-to-see-you.html How do you get to see a prospect who doesn’t want to see you? If you don't get face to face with your prospect you probably won't convert him. This article will give you a few hints that may give you the edge over your competitors.