Recent Articles From EvanCarmichael.com http://www.evancarmichael.com/ http://www.evancarmichael.com/Sales/618/What-THE-INFORMANT-Can-Teach-Us-About-Workplace-Relations.html http://www.evancarmichael.com/Sales/618/What-THE-INFORMANT-Can-Teach-Us-About-Workplace-Relations.html The true story of whistle-blower Mark Whitacre, as told in Steven Soderbergh's latest film, THE INFORMANT!, is a cautionary tale showing how an employee's insecurity and hunger for attention, and the actions stemming from these issues, can have a destructive effect on that person's workplace. Who among us hasn't had co-workers or even bosses who were their own worst enemy, with their actions affecting everyone in the long run? Paul Cherry's article shows readers how they can learn from Whitacre's mistakes as shown in the film, and how asking the right questions and digging deep for the truth from the start will save everyone a lot of headaches. http://www.evancarmichael.com/Sales/618/Whos-Afraid-of-the-Big-Bad-Economy.html http://www.evancarmichael.com/Sales/618/Whos-Afraid-of-the-Big-Bad-Economy.html Sometimes it seems like the media points out nothing but bad news because it grabs viewers and sells papers. It's easy to be swayed by isolated statistics, but before you panic, look at the bigger economic picture -- you may be pleasantly surprised. http://www.evancarmichael.com/Sales/618/Sales-Questions-To-Ask-Prospects-That-Get-Through-To-Their-Bosses.html http://www.evancarmichael.com/Sales/618/Sales-Questions-To-Ask-Prospects-That-Get-Through-To-Their-Bosses.html What can you do when sales prospects seem interested yet keep stalling, avoiding commitment because they're not the only decision-makers? Asking the right sales questions is vital when their bosses are part of the decision-making process. Here's how to ask them, streamlining your sales prospecting process, saving time, and closing more sales. http://www.evancarmichael.com/Sales/618/Value-Selling-Getting-Customers-to-Buy-at-a-Higher-Price.html http://www.evancarmichael.com/Sales/618/Value-Selling-Getting-Customers-to-Buy-at-a-Higher-Price.html Because customers often use price as the dominant factor in a sales negotiation, sales pros need to demonstrate that sometimes the higher price is actually a better solution — a higher value. Here’s how asking the right questions and utilizing value-added selling techniques can help salespeople satisfy their customers without getting themselves cornered on price issues. http://www.evancarmichael.com/Sales/618/Top-Customer-Sales-Questions-to-Increase-Profits-in-2009.html http://www.evancarmichael.com/Sales/618/Top-Customer-Sales-Questions-to-Increase-Profits-in-2009.html Some salespeople and managers think they’ll keep clients happy by not ruffling their feathers with uncomfortable questions — but customers can’t solve problems they don’t acknowledge. Here’s how to show clients the bigger picture by asking them the right kind of probing questions, leading them to a happy new year of booming business. http://www.evancarmichael.com/Sales/618/The-Chameleon-Approach-to-Sales-Success.html http://www.evancarmichael.com/Sales/618/The-Chameleon-Approach-to-Sales-Success.html If you're having trouble getting your business off the ground, allow yourself to be as changeable as a chameleon, willing to try putting a new spin on what you have to offer. Here's how to pinpoint and capitalize on what your customers really want, adapting your approach accordingly. http://www.evancarmichael.com/Sales/618/Its-Now-or-Never-Giving-Business-Relationships-the-Ultimatum.html http://www.evancarmichael.com/Sales/618/Its-Now-or-Never-Giving-Business-Relationships-the-Ultimatum.html Research indicates that most prospects don't buy until after a salesperson communicates with them at least five times! But where do you draw the line? When does persistence turn into harassment? Use these subtle ultimatums to intrigue promising prospects and reconnect with elusive veteran customers. http://www.evancarmichael.com/Sales/618/JumpStart-Sales-in-a-Slow-Economy.html http://www.evancarmichael.com/Sales/618/JumpStart-Sales-in-a-Slow-Economy.html When the economy seems shaky, businesspeople feel shaky. Hysteria sets in and managers and CEOs run for cover, making panic moves that cause more problems than they solve. Here's how to avoid making costly errors by learning how to spot the three most common mistakes most businesses make in a slowing economy. http://www.evancarmichael.com/Sales/618/Top-10-Tips-to-Stay-in-Control-When-Your-Market-Feels-Out-of-Control.html http://www.evancarmichael.com/Sales/618/Top-10-Tips-to-Stay-in-Control-When-Your-Market-Feels-Out-of-Control.html When the economy seems shaky, businesspeople feel shaky. Hysteria sets in and managers and CEOs run for cover, making panic moves that cause more problems than they solve. Paul Cherry shows how to avoid making costly errors by learning how to regain control by implementing his top ten tips. http://www.evancarmichael.com/Sales/618/How-to-Use-the-Right-Questions-to-Define-Your-Goals.html http://www.evancarmichael.com/Sales/618/How-to-Use-the-Right-Questions-to-Define-Your-Goals.html When it comes to inspiring your employees, ask yourself, "What motivates me?" When you're passionate about achieving your goals, your employees feel the same way. Here are questions to help you identify your own professional and personal goals while helping your employees achieve theirs.