A lot of salespeople are too timid to ask for referrals or they just don’t know how important they are to their business. You can take advantage of this and be sure to get referrals from every customer you have. Devise a clever way to do it and make it part of your sales process.

John Boe shares with readers at ManageSmarter six powerful prospecting tips that can help you wisely ask for those referrals and prospect properly.

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Tag-Alongs

Here’s an interesting story about a salesperson that had to take an office executive with him on a sales run. It’s a good lesson to learn if you are ever in the position that, say, a manager wants to meet your customer/prospect.

Glenn Porter, sales columnist at Forbes.com shares with readers a great story about tag-alongs.

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Learn to Listen

Take the time to learn “how” to listen. It’s an important skill set for salespeople because only when we listen do we learn what the customer really needs and then we can provide a solution.

David Reavley shares with readers at Fone magazine the importance of learning to listen.

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July 16, 2008

Take One for the Team

Sales management can be challenging in hard times, and in any time when it comes to motivating a sales team. Marlene England shares with readers at Training Magazine ideas to motivate your team from Theresa Gale and Mary Anne Wampler, authors of Wake Up and Sell.

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Yes...Wait, No

What do you do when the customer says “yes” but then changes his mind the next day? Buyer’s remorse, two words a salesperson doesn’t want to have to think about. Jim Klein shares with readers at SalesVantage.com what to do when your customer experiences cognitive dissonance.

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July 11, 2008

It's About the Customer

The selling process is like dating you need to show your interest in that customer like you plan to woo them to the altar. Marc Lalonde shares with readers at The Chronicle a great story that shows the selling process in a practical light.

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