Experts talk a lot about the importance of researching your prospects to get a better understanding of what they might need. And also, gaining personal knowledge about that prospect can help you build a rapport as well.

ARA Lifestyle shares with its readers some great advice about Web sites and search engines that can help you do that research. They also share a brief review of Sam Richter’s book, Take the Cold Out of Cold Calling.



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Selling to the Ages

As generations move through the ages we see clear differences in how they spend their money and their attitudes in general are night and day from baby boomers to the X generation. Renee Houston Zemanski shares with readers at SellingPower the buying characteristics of the different generations and what they want from their salespeople.

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September 30, 2008

Lessons from the Champs

Enjoying what you do is a relatively important factor in what you do for your career. In fact, I’d say it’s about the most important factor to be truly successful. You need to want to spend time selling your widgets or services or you will be resentful and reluctant.

Andy Preston makes this point and others with readers at Manage Smarter. Using Olympic athletes to paint the picture he explains the importance of staying focused while having fun on the job.



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September 28, 2008

Radical Selling

Some experts tell you to forget about “selling” when you are in sales so you can focus on being an advocate to the prospect/customer. Consultative selling shows the customer you care about their situation, not just their wallet.

Mark Stevens has a bit more radical approach. Stevens shares with readers at Entrepreneur magazine his way to offer prospects a unique buying experience.

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Sales Management: Roll with Changes

As times change, so do policies, procedures and the people who implement them. What worked decades ago might not be applicable now. Dave Kahle shares with readers at SalesVantage what to look for and how to renovate the sales processes from the past.

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Cold Calling Deep-Freeze

Cold calls do not exist in the world of a salesperson who educates themselves in the ways of the company or prospect they are calling. If you go in with an idea of who they are and what they need from you, you are going in with a warm disposition. Harvey Mackay shares with readers at Times Union how to put the ki-bosh on cold calling.

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