Finding a way to generate leads without cold calling is the best way to maximize your efforts, according to one sales trainer. Because cold calling involves only one prospect at a time your efforts are minimized. Try to find a way to generate leads while you are away on sales calls, he says.

Frank Rumbauskas shares with readers at BestManagementArticles.com the idea that prospecting should be like fishing with a net not a single line.



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Easy Way to Get Referrals

After you close the sale, how awkward is it to ask for a referral? Pretty awkward for most. That’s because the buyer might not be comfortable just giving you someone else’s information at the drop of a hat. To get quality referrals in a comfortable way, you need to slip in questions during your sales process that could lead you to getting those names.

Paul McCord shares with readers at Sales and Sales Management Blog how to get referrals in a seemingly natural way.



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January 29, 2009

Stay Focused

Don’t believe everything you hear in the media about the economy. Just because the economy is down doesn’t mean that every single company out there is suffering and no one wants to buy anything.

This is part of the message Kelley Robertson shares with readers at ManageSmarter. Robertson passes along the sales basics every salesperson needs to know while navigating through the weaker economic times. Don’t give up, all is not lost.



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Beyond Sales 101

Average salespeople only take their skills to the 101 level, to advance beyond you need to continue to educate yourself throughout your entire career.

Dave Stein shares with readers at Business & Leadership some ideas and examples on how to advance your sales career by developing in-depth perspectives that help your clients achieve their goals, not just yours.



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Relationship-Selling Questioned

In tough times, it might not be whom you know anymore but more about whom you know that can show the most bang for the customer’s buck. In other words, some of your customers might be saying, “Hey, it’s been nice, but John over there is willing to slash his price to get my business.”

It’s time to look out for those who have the ability to undercut your sparkling personality. Tom Coyner shares with readers at JoongAng Daily a keen observation about today’s selling environment.



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