Archive Page for Roy Chitwood Articles - Max Sacks International

Archive of 143 Articles by Roy E. Chitwood, CSP, CSE
Attention to detail makes best impression To shine in sales, polish your people skills Seven Deadly Sins of Sales Training Right questions help on fact-finding calls Guide your client through buying decisions	Don't hesitate when it's time to make the sale To understand your client, know their 'buying motives' Focus on prime buying motives to speed the sale Watch your time management Be flexible in reacting to unusual situations
A confident attitude is positively essential Follow-up a vital part of the sale Positive client relationships grow business Avoiding sales 'sins' will close more deals To truly hear your client, toss the ball back	Make proper 'Approach' to begin your journey Effectively qualify prospect to stay on track Reaching agreement essential for success Sell the company before selling the product Sell product features to fill prospect's needs
Closing means asking for act of commitment Cement the sale with these concrete actions Selling comes down to serving the customer New century will bring new sales professional Learning never stops for successful sales pro	Step-by-step selling works for high tech Avoid the seven deadly sins of sales training Five steps for building long-term partnerships Savvy salespeople can profit from the Internet Word of mouth speaks volumes for products
When it's closing time, use this technique Learn to keep yourself aligned with the gatekeeper Customer service: It's how we respond to the query Tips to handle the problem-creating sales maverick Web-based technology makes sales training easier	An effective sales manager learns to wear many hats Want to sell that product? Use your people skills Now hear this: Listening is vital sales tool Want to be an ace salesperson? Learn to listen to your clients Sales cycles are becoming longer, more complex
Selling to multiple decision-makers takes skill Reap rewards by extending some courtesy Good salespeople know listening is key to success Questions are an essential key to making the sale Learn how not to let your customers hold you hostage	Why should I buy from you? That's a good question To answer the WWIDFM question, get it in writing Fine line exists between sales and marketing A simple question can keep a client Customers' loyalty begins with likability
Dedicated selling can help jump-start economy Accountants can sell when they have a blueprint Your Company's Future Depends on Making Sales a Process The 7 Deadly Sins of Japanese Executives Doing Business in North America High tech can't beat out high touch of sales	'Wheel of Activity' can spin sales activity You can anticipate the unanticipated sale Making the most of your unique proposition When is it time to call a halt with a client? Never forget: How will product help client?
A reminder on the basic laws of selling Consider business coaches to create results Track Selling: A Shortcut To Sales Success Train Your Sales Staff to Succeed Let's Get Rid of Management!	Five Ingredients of Salesmanship Don't just look for a job - build a sales career Staff training pays for itself over and over Make things right with customers or you'll be left It'll cost you to charge more for same product
After sale, don't forget account management Use sales incentives carefully and honestly When push comes to shove, everyone loses Don't be afraid to admit what you don't know Behind-the-scenes staff makes sales people stars	'Sales professional' is a commitment, not a title A fourth-quarter tune-up for your sales efforts Find yourself the mentor who's meant for you 3 Strategies for growing during a recession Team communication is key to increasing sales
Link the product's value to your customers' customers Top salespeople may not be best sales managers CRM cannot replace the process of making the sale Leverage all your existing contacts to increase sales Lack of leadership is why companies are hurting	Cultivating 'warm' contacts can heat up sales Be a business consultant, not simply a salesperson CRM is powerful as tool, but can't make any sales Seven ways salespeople 'unsell' their customers 'People intelligence' is central to selling well
Prospecting is the only way to discover sales gold Set goals now to ensure success in the future Sales career has a solid future in stormy times Employees can either sell or unsell your company Selling steps lead to deals - and better living	Salespeople with a service ethic rise to the top The seven steps needed to make your next sale It's vital to understand what your clients need Discover the clients' needs and make the sale Enjoying a successful livelihood as a sales person
People buy the same product for different reasons Great salespeople know when to listen to clients Effective time management is key to sales success 'Business casual?' Not if you want to make the sale Making the most out of each outside sales call	Using a coach and/or mentor for business success Turn the office 'gatekeeper' from a foe to a friend 'No thanks, I'm not interested' can be a blessing Deliver the products that your customers want Key to retaining customers: Provide better solutions
Don't sell to your customers and then leave them Keeping your customers by offering added value Take the last sales step; be sure to tag all bases Transforming your leadership approach Becoming a Sales Professional	Eight Easy Strategies For Building Your Agency Today's Leader Why Selling is a Four-Letter Word What are the traits of very good salespeople? Marry marketing and sales to improve bottom line
We're all involved in selling in one way or another Sales and service start with the first point of contact Time management is key to sales success Maneuvering multiple obstacles to make the sale Best salesperson in the company - the CEO	Effectively merge marketing and sales departments Time to stop and evaluate goals, examine failures Sales profession today moves to the next level Having the right attitude in the sales profession Civility plays a huge role in salesperson's success
Time to erase the lack of respect felt by the sales profession Use 'Wheel of Activity' to create a balance in life The Golden Rule especially applies to salespeople A company's success is based upon its sales force Understand the role of the true sales professional	Toughest job in management? The sales manager The logistics of merging sales and marketing Creating a true business partnership with customers Don't repeat seven deadly sins of customer service Companies should get to know customers better Eight tips to boost your sales career Two foundations for all successful sales efforts Agreement on need is key to making the sale For more free resources to help you with your selling visit our Resources page.