Paul Johnson Sales Articles Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/453/Leads-Prospects-and-the-Huge-Gap-Between.html http://www.evancarmichael.com/Sales/453/Leads-Prospects-and-the-Huge-Gap-Between.html Leads Prospects and the Huge Gap Between What is a lead, and what is a prospect? Avoid confusing leads with prospects, and you'll make more sales. Get marketing and sales using the same language to improve teamwork and results. Definitions of leads and prospects you can use. http://www.evancarmichael.com/Sales/453/What-Sales-People-Need-in-a-Down-Economy.html http://www.evancarmichael.com/Sales/453/What-Sales-People-Need-in-a-Down-Economy.html What Sales People Need in a Down Economy Selling can't slow down just because the economy does. Learn how to protect your business from economic disaster by helping your sales people get the one thing they need to sell in a down economy. http://www.evancarmichael.com/Sales/453/Consultative-Selling-is-Classic-and-Classy.html http://www.evancarmichael.com/Sales/453/Consultative-Selling-is-Classic-and-Classy.html Consultative Selling is Classic and Classy When you want to truly serve your buyer yet optimize your opportunity to make the sale, Consultative Selling may be the right approach for you. Review this article to decide for yourself if your selling priorities align with those of this timeless and effective sales system. http://www.evancarmichael.com/Sales/453/Consultative-Selling-Wont-Fill-Your-Pipeline.html http://www.evancarmichael.com/Sales/453/Consultative-Selling-Wont-Fill-Your-Pipeline.html Consultative Selling Won't Fill Your Pipeline This Consultative Selling article explains the role of this sales method in pipeline management. http://www.evancarmichael.com/Sales/453/Consultative-Selling-Solves-the-Puzzle-Your-Product-Cant.html http://www.evancarmichael.com/Sales/453/Consultative-Selling-Solves-the-Puzzle-Your-Product-Cant.html Consultative Selling Solves the Puzzle Your Product Can't Often the nature of your offer provides prospects with a puzzle they can't solve. This Consultative Selling article shows how your sales approach can make you a star. http://www.evancarmichael.com/Sales/453/Consultative-Selling-Fills-an-Important-Gap-for-Buyers.html http://www.evancarmichael.com/Sales/453/Consultative-Selling-Fills-an-Important-Gap-for-Buyers.html Consultative Selling Fills an Important Gap for Buyers Choosing the optimal selling system is highly dependent on the nature of your buyer. Read this Consultative Selling article to understand the gap that buyers need you to fill. http://www.evancarmichael.com/Sales/453/Consultative-Selling-Addresses-the-Need-Buyers-Never-Admit.html http://www.evancarmichael.com/Sales/453/Consultative-Selling-Addresses-the-Need-Buyers-Never-Admit.html Consultative Selling Addresses the Need Buyers Never Admit Your prospects will be eager to buy when you proactively address the hidden need identified in this Consultative Selling article. Ignoring this need will cost you sales. http://www.evancarmichael.com/Sales/453/The-Farce-Called-Sales-Training.html http://www.evancarmichael.com/Sales/453/The-Farce-Called-Sales-Training.html The Farce Called Sales Training Most sales training isn't really sales training at all. Put an end to the lie that knocks salespeople off track and causes them to stop listening to the customer. Learn a simple way to make sure your sales training has proper focus. http://www.evancarmichael.com/Sales/453/Selling-is-Baseball-Backwards.html http://www.evancarmichael.com/Sales/453/Selling-is-Baseball-Backwards.html Selling is Baseball Backwards Baseball sure is a backwards game, at least compared to the game of selling. Make sure your approach to sales isn't backward so your sales team can score more often. http://www.evancarmichael.com/Sales/453/100-Commission-Equals-Zero-Percent-Control.html http://www.evancarmichael.com/Sales/453/100-Commission-Equals-Zero-Percent-Control.html 100 Commission Equals Zero Percent Control Straight (100%) commission plans do a great job of shifting performance risk to the salespeople. While the company may think it is eliminating risk, it may actually be taking on a bigger risk that could threaten the life of the company itself.