Archive of 153 Articles      by Roy E. Chitwood, CSP, CSE  The seven deadly sins of sales management  Why the sales manager’s role is so vitally important  When the going gets tough, the tough sellers get going  Is selling today an art or a science?  Handling objections and cementing the sale  The Logistics of Merging Sales and Marketing  Old methods of closing the sale aren't very effective today  Features, benefits and reactions in the selling process  When trying to make a sale, remember to 'sell the company'  Million-dollar sales question - 'Is that correct?'  Agreement on need is key to making the sale  Two foundations for all successful sales efforts  Eight tips to boost your sales career  Companies should get to know customers better  Don't repeat seven deadly sins of customer service  Creating a true business partnership with customers  The logistics of merging sales and marketing  Toughest job in management? The sales manager  Understand the role of the true sales professional  A company's success is based upon its sales force  The Golden Rule especially applies to salespeople  Use 'Wheel of Activity' to create a balance in life  Time to erase the lack of respect felt by the sales profession  Civility plays a huge role in salesperson's success  Having the right attitude in the sales profession  Sales profession today moves to the next level  Time to stop and evaluate goals, examine failures  Effectively merge marketing and sales departments  Best salesperson in the company - the CEO  Maneuvering multiple obstacles to make the sale  Time management is key to sales success  Sales and service start with the first point of contact  We're all involved in selling in one way or another  Marry marketing and sales to improve bottom line  What are the traits of very good salespeople?  Transforming your leadership approach  Take the last sales step; be sure to tag all bases  Keeping your customers by offering added value  Don't sell to your customers and then leave them  Key to retaining customers: Provide better solutions  Deliver the products that your customers want  'No thanks, I'm not interested' can be a blessing  Turn the office 'gatekeeper' from a foe to a friend  Using a coach and/or mentor for business success  Making the most out of each outside sales call  'Business casual?' Not if you want to make the sale  Effective time management is key to sales success  Great salespeople know when to listen to clients  People buy the same product for different reasons  Enjoying a successful livelihood as a sales person  Discover the clients' needs and make the sale  It's vital to understand what your clients need  The seven steps needed to make your next sale  Salespeople with a service ethic rise to the top  Selling steps lead to deals - and better living  Employees can either sell or unsell your company  Sales career has a solid future in stormy times  Set goals now to ensure success in the future  Prospecting is the only way to discover sales gold  'People intelligence' is central to selling well  Seven ways salespeople 'unsell' their customers  CRM is powerful as tool, but can't make any sales  Be a business consultant, not simply a salesperson  Cultivating 'warm' contacts can heat up sales  Lack of leadership is why companies are hurting  Leverage all your existing contacts to increase sales  CRM cannot replace the process of making the sale  Top salespeople may not be best sales managers  Link the product's value to your customers' customers  Team communication is key to increasing sales  Find yourself the mentor who's meant for you  3 Strategies for growing during a recession  Why Selling is a Four-Letter Word  Today's Leader  Eight Easy Strategies For Building Your Agency  Becoming a Sales Professional  Accountants can sell when they have a blueprint  The 7 Deadly Sins of Japanese Executives Doing Business in North America  Your Company's Future Depends on Making Sales a Process  Track Selling: A Shortcut To Sales Success  Train Your Sales Staff to Succeed  Let's Get Rid of Management!  Five Ingredients of Salesmanship  A fourth-quarter tune-up for your sales efforts  'Sales professional' is a commitment, not a title  Behind-the-scenes staff makes sales people stars  Don't be afraid to admit what you don't know  When push comes to shove, everyone loses  Use sales incentives carefully and honestly  After sale, don't forget account management  It'll cost you to charge more for same product  Make things right with customers or you'll be left  Staff training pays for itself over and over  Don't just look for a job - build a sales career  Dedicated selling can help jump-start economy  Customers' loyalty begins with likability  A simple question can keep a client  Fine line exists between sales and marketing  To answer the WWIDFM question, get it in writing  Why should I buy from you? That's a good question  Learn how not to let your customers hold you hostage  Questions are an essential key to making the sale  Good salespeople know listening is key to success  Reap rewards by extending some courtesy  Selling to multiple decision-makers takes skill  Sales cycles are becoming longer, more complex  Want to be an ace salesperson? Learn to listen to your clients  Now hear this: Listening is vital sales tool  Want to sell that product? Use your people skills  An effective sales manager learns to wear many hats  Web-based technology makes sales training easier  Tips to handle the problem-creating sales maverick  Customer service: It's how we respond to the query  Learn to keep yourself aligned with the gatekeeper  When it's closing time, use this technique  Word of mouth speaks volumes for products  Savvy salespeople can profit from the Internet  Five steps for building long-term partnerships  Avoid the seven deadly sins of sales training  Step-by-step selling works for high tech  Learning never stops for successful sales pro  New century will bring new sales professional  Selling comes down to serving the customer  Cement the sale with these concrete actions  Closing means asking for act of commitment  Sell product features to fill prospect's needs  Sell the company before selling the product  Reaching agreement essential for success  Effectively qualify prospect to stay on track  Make proper 'Approach' to begin your journey  To truly hear your client, toss the ball back  Avoiding sales 'sins' will close more deals  Positive client relationships grow business  Follow-up a vital part of the sale  A confident attitude is positively essential  Be flexible in reacting to unusual situations  Watch your time management  Focus on prime buying motives to speed the sale  To understand your client, know their 'buying motives'  Don't hesitate when it's time to make the sale  Guide your client through buying decisions  Right questions help on fact-finding calls  Seven Deadly Sins of Sales Training  To shine in sales, polish your people skills  Attention to detail makes best impression  Consider business coaches to create results  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   Click Here to sign up for our free weekly e-mail list "You're On Track - Tip Of The Week".