There’s a reason for gatekeepers and the reputation they hold as being curt and tough to manage. Other salespeople may have ruined it for you by wasting everyone’s precious time. Make sure your prospect would appreciate your offer and then approach the gatekeeper as your ally to reach them.

Dr. Karen J. Keller shares with readers at Greater Fort Wayne Business Weekly a psychologists view on sidling up to the gatekeeper in a productive manner.



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Sales Time Management

It’s a new year and time to get organized. Begin with prioritizing your tasks and prepare to increase your productivity, thus your sales volume.

Selling Power’s Renee Houston Zemanski shares with readers five-step plan of action for getting a jump on the New Year as advised by Brian Tracy, author of Time Power: A Proven System for Getting More Done in Less Time Than You Ever Thought Possible.



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January 15, 2009

Turn Failure Into Growth

Learn from your mistakes, don’t waste them. In every mistake there is a lesson to be learned and a chance to do better next time. If you choose to ignore the lesson, you are fated to repeat the same mistakes.

Dave Kahle, The Growth Coach, shares with readers at SalesVantage a step-by-step guide to turning failure into growth.



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January 13, 2009

Steps to Success

There are ways to put yourself into the top 10 percent of the most successful salespeople, but you have to be willing to work hard. How badly do you want it? This is the motivator that can take you there.

Jeffrey Gitomer shares with readers at the Augusta Chronicle the steps you can take to increase your sales and achieve all your goals.



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Prepare to Close

You can conquer your sales quests when you are prepared for what may or may not happen. Prep work is key to being confident and knowledgeable, which leads the way to trust and then closing the sale.

Kelley Robertson shares with readers at BusinessKnowHow five strategies to get you closer to closing the sale. Robertson suggests you be prepared, clarify your value position, give proof, stay calm and anticipate potential objections.



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