Bill Truax Articles

Prospecting's 8 Simple Steps© - Click To Read Article
Prospecting is the most important selling skill. It is the only selling skill that puts you in a position to use all your other selling skills. Here is all you need to do to get Prospecting working for you.

What is the Most Important Selling Technique?© - Click To Read Article
Companies spend thousands of dollars on sales skills training and virtually nothing on Prospecting training. Yet what is the only skill that puts a sales person in a position to use all those other selling skils? Prospecting. Most sales professionals will never have a formal Prospecting training in their entire career.

Todays Entrepreneur is First of All a Sales Professional - Click To Read Article
Many of us long to be an Entrepreneur, have our own business, determine our own fate. We usually go into our own business because we have a passion for one skill that we want to share with others and get paid for it. There is one harsh reality that most of us don\'t realize about starting our own business and that is that we must be the sales force, we must sell our ideas, products, skills.

Two spectacular sales ideas© - Click To Read Article
Field Sales Prospecting is an art that everyone can learn, but few ever really try. Yet it must be the most important of the sales skills since it gets the sales professional in a position to actually use all their other sales skills! Here are two ways to assure that your Prospecting System actually sees the light of day, so you can reap the rewards of your efforts.

The Threat of Recession and The Field Sales Professional - Click To Read Article
The threat of a recession makes the sales professional an even more important member of the corporate team. We need to Prospect more to spread the economic risk among more customers. We need to put our eggs in as many baskets as possible since we don't know how all of our customers will weather this economic downturn. Prospecting is the only skill we have to expand our business.

The Secret Weapon for Sales Coaching © - Click To Read Article
Sales managers and sales coaches are missing out on a great potential. When it comes to increasing the top line, sales skills training is not the magic bullet, it is Prospecting. This is the skill that has to precede all others. So if you are involved in sales coaching of any kind, here are some things to think about.

The Miraculous way to achieve anything, Goal setting© - Click To Read Article
Goal setting is a stale subject. Fortunately, it really works. Here is a simple way to use it.

The Paradox of Sales Training - Click To Read Article
Companies spend a lot of time and money in providing sales skills training. However, they skip the most important sales skill - Prospecting. The only skill that puts a sales person in a position to use all their other sales skills. Yet Prospecting training is easy, inexpensive, and requires very little time. The best ROI for your sales training dollar!!!

The 3 Laws of ProspectingTM - Click To Read Article
Prospecting is mandatory for anyone wanting to grow their business. The easiest way to Prospect is with a system, that is why we developed the BLITZ CALL System. But no system is of any value if it is not implemented and used. Therefore, we have certain laws that apply to Prospecting that must be followed for implementation. Once you actually learn and implement these 3 laws, then your sales life should become a lot easier. If you don\'t act on them, then Prospecting will become a stressful nightmare and you will probably stop doing it. That brings introduces a whole set of new problems.

Some sales managers are Idiots - Click To Read Article
Sales Managers don't learn from the success of others. Probably laziness is the reason because we all know what they should do.

Sales Prospecting is the most important skill© - Click To Read Article
All Sales skills are important. The most important is the one we do the poorest. For most of us in sales, that is Prospecting. here is an easy way to change that.

Sales Management, Prospecting, and a Sense of Urgency© - Click To Read Article
Prospecting is critical for growth and survival of just about every company that sells a product or service. The person most responsible for overall sales team prospecting performance is the Sales Management team. However, in my experience they just don\'t have a sense of urgency when it comes to performing their role with respect to Prospecting.

Sales Management and Leadership – They aren’t the same!© - Click To Read Article
Too often we think that Management and Leadership are synonomous terms, but they aren\'t. And senior management is repeatedly disappointed as a result. These are two different functions that are needed, but they require separate skill based training. The results can be fantastic for the company that recognizes the importance of both and prepares their managers.

Sales Professionals - Segment Your Week© - Click To Read Article
In sales we all have a lot of different things to do. I have found that segmenting my work allows me to do a variety of work throughout the day, yet still get all my responsibilities done in a timely manner. Perhaps you can be more efficient and successful using this method.

Sales People are Cowards!© - Click To Read Article
The most important selling skill for a field sales professional is Prospecting, since it sets them up so they can use all their other selling skills. But most sales people are never taught how to prospect, so they fear it. As a result, they don't prospect and that causes all kinds of problems. Here is the solution.

Remember, it is only the Behaviors that count!© - Click To Read Article
All the training in the world is irrelevant if it doesn't lead to new behaviors. So that is what the sales manager should focus on - behaviors.

Prospecting it is simple only DOING counts - Click To Read Article
Prospecting may be the most important step in the selling process since it allows all the others. Without Prospecting we can't use our selling skils, order entry skills, or service skills, since we won't have anyone for whom to demonstrate them. However, most sales professionals have weak Prospecting skills. They simply need a Prospecting System. Once they have one, they are set for life.

Prospecting and Making Cold Calls© - Click To Read Article
We all hate to Prospect, but know we need to. Here is a simple system that will get you all the Prospects you need for the rest of your career.

Prospecting - Time really is money© - Click To Read Article
The time we spend in effective Prospecting pays rich rewards. It is the time we don't spend in Prospecting that can end our careers. Here is a quick set of reasons why we all need to Prospect regularly.

Maximize Revenues© - Click To Read Article
Most sales teams are missing the easiest way to grow revenues. It all has to do with the way they are trained. Companies tend to focus on training that doesn't achieve their goals. Perhaps because, "that is the way we have always done it." Here is an answer for doing it right.

It is Easier to Increase Sales than to Cut Costs© - Click To Read Article
Cutting costs seems to be managements\' immediate response to tough times. Instead, increasing sales makes a lot more sense and is much more valuable to the company in both the near and far term. However, it requires a change in both management and sales team actions which is difficult. But remember, it is always easier to increase the top line than cut cost!

Keep Prospecting Simple© - Click To Read Article
Most sales professionals hate to Prospect, but know that Prospecting is their life line to sales growth. I have found that keeping the Prospecting process as simple as possible makes it more likely that your sales team will Prospect more often. Here are the two simple steps I suggest.

Is the Organization Managed or Led?© - Click To Read Article
There is a lot of confusion in management circles these days about leadership. Most managers assume they are also leaders. However, that is definitely not the true. Here is why knowing the difference is critical for every organization.

How to Prospect - Common Sense Isn't so Common© - Click To Read Article
You would think by now everyone would know what to do and simply Prospect most effectively. Not so! Common sense doesn\'t prevail, so here are some of the basics all sales people need to do.

Get Rid of Half Your Sales Force - Now!© - Click To Read Article
Most sales people spend the majority of their time in customer service. Most companies want to grow the customer base. This is a conflict that management needs to address in this economy.

For every minute spent in planning - Click To Read Article
For every minute you spend in planning, you save 4 minutes in execution. We all learned that in time management training years ago. However, how many of us actually take advantage of it? Here is how to do it so you can set and achieve your goals.

Finding and using your Talent with T.I.M. - Click To Read Article
As we baby boomers near 65 it is time to take stock of how we are using our Talents. We were all given some Talent, many of us didn't use it or take advantage of it. Now we have the time and should take the opportunity.

Field Sales Prospecting, just do it!© - Click To Read Article
Far too many field salespeople miss a great opportunity to both grow their business and reduce stress. Driving past a Prospect while in the field is a real tragedy. Field Prospecting simply requires a little practice and then it can become the single greatest asset in the field sales professional's skill base.

Business Development isn't for Cowards!© - Click To Read Article
There are alternatives to field Prospecting, but not many. This one is fun but takes some work. There are a lot of rewards, however, and you may just get development of new customers at the same time.

A simple way to make more money© - Click To Read Article
If your goal is to make more money, you need to do what is required to achieve that goal. Here is how a sales professional can make more money.

Always play the Odds - Click To Read Article
Goal Achievement is Simple but not Easy. I have observed that most people have no idea how to set a Goal so goal achievement is not possible. The first thing to do is have everything you can control working for you, you will have enough working against you. These are the obvious easy things to do that are often overlooked, yet they make a mountain of difference. And they are the necessary first steps.


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