Newsletter Archives 2002 Track Selling Times - December, 2002 (Year End Newsletter Highlights) Feature: "Use the Track Selling System to improve your sales writing" (May 2001) by Roy E. Chitwood, CSP, CSE -Learn how to use the Track Selling System effectively in your writing to compliment your sales efforts. Sections: Integrity Pays: "Doing What's Right for the Client." (December 1999) by Drew Robb -In this story he highlights the importance of doing what's right for the client. World Class Sales Management: "The Value of Recognition" (November 1998) by Bob Waldorf -Emphasize recognition of those who are successful. Focus on the Professional: (March 1999) "Ken McCrocklin" Book Review - Simple Selling: Common Sense That Guarantees Your Success by Thomas Ray Crowel (January 2002) Ask Roy: Ask Roy Chitwood (September 1999) A reader asks, "How do I get around people telling me to either send them some information or send in a proposal?" Survey - Reader Survey Newsletter Archives Track Selling Times - November, 2002 (This month features highlights from past Track Selling Times) Feature: " 12 Laws of Selling" (September 2000) by Roy E. Chitwood, CSP, CSE -Use these 'laws' to better serve your customers and improve your results. Sections: Integrity Pays: "Courteous and knowledgeable support staff are becoming rare." (June 2001) by Liz James -Read how a visit to McDonald's can provide an excellent example of customer service for companies to follow. World Class Sales Management: "Coach your team to more sales with the seven steps of the Track Selling System" (March 2001) by Bob Greene -Understand how you can keep your people on 'track' by reading how one sales manager makes the Track Selling System the basis for his one-to-one coaching. Focus on the Professional: (February 2000) "John Tschohl" Is poor customer service inhibiting your sales success? John Tschohl looks at what might be killing your chances before you even see the customer face to face. Book Review - Don't Sweat the Small Stuff at Work by Dr. Richard Carlson (May 2001) Ask Roy: Ask Roy Chitwood (November 2000) A reader asks, "What steps do you recommend for building a relationship with a prospect who has potential but won't sign a contract in the immediate future." Survey - Reader Survey Newsletter Archives Track Selling Times - October, 2002 (This month features highlights from past Track Selling Times) Feature: " Investing in your greatest asset" (November 2001) by Roy E. Chitwood, CSP, CSE -Read about one of the biggest corporate lies perpetrated by executives and how to avoid it so as to invest in your company's greatest asset. Sections: Integrity Pays: "Rebuilding Your Reputation" (September 1999) by Tony Rigato Rebuilding a companies damaged reputation. World Class Sales Management: "Mastering the Buying Motives" (September 1999) by Bob Bowker --Once your salespeople understand the buying motives and can match them to the prospect, sales tend to increase significantly. Focus on the Professional: (December 2000) "Ed Wilder" Book Review - 101 Stupid Things Salespeople Do To Sabotage Success by Marc S. Loper (October 2000) Ask Roy: Ask Roy Chitwood (June 1999) One reader asks, "In my field, there are at least twenty different vendors and little difference between products. Often when I'm attempting to close a prospect, one or more competitors become involved, and it ends up a price-slashing war to get the contract. What can I do to change this?" Survey - Reader Survey Newsletter Archives   Track Selling Times - September, 2002 (This month features highlights from past Track Selling Times) Feature: " Approach or Qualification: Which Comes First" (October 1999) by Roy E. Chitwood, CSP, CSE Sections: Integrity Pays: "The Importance of Being Up-front" (July 1998) by Jay Youell Everything in selling is built on the foundation of integrity. World Class Sales Management: "Selling non-sales professionals on selling" (August 2001) by Ron Holm -Every employee must be able to sell your company to clients, all of the time. In a tight economy, this ability becomes paramount. Learn what steps you most contemplate prior to implementing a training program from this technical reseller and Track Selling System certified trainer. Focus on the Professional: (April 1999) "Michael Kiffmeyer" Book Review - Selling the Invisible: A Field Guide to Modern Marketing (May 2000) by Harry Beckwith Ask Roy: Ask Roy Chitwood (November 2001) One reader asks, "If I have a prospect who seems interested but is rather tight lipped, what are the best techniques or questions to get him talking?" Survey - Reader Survey Newsletter Archives   Track Selling Times - August, 2002 (This month features highlights from past Track Selling Times) Feature: " The Seven Deadly Sins of Selling" (May 1999) by Roy E. Chitwood, CSP, CSE Sections: Integrity Pays: "Integrity = Clear Conscience = More Sales" (May 2000) by Alex Johnson Integrity in business is one of the key elements to success. World Class Sales Management: "Getting company communication on 'Track'" (November 2000) by Joel Mahupin What's an effective way to get all departments speaking the same language? Learn how one rising software star accomplished this. Focus on the Professional: (August 2001) "Rick Rhodes" Book Review - Be Quick, But Don't Hurry (September 2001) by Andrew Hill, John R. Wooden Ask Roy: Ask Roy Chitwood (April 1998) One reader asks, "There's talk of my company being bought out, with considerable downsizing. What can I do to keep my job secure?" Survey - Reader Survey Newsletter Archives   Track Selling Times - July, 2002 (This month features highlights from past Track Selling Times) Message from the President Feature: " Five Great Ways to Add Value in Sales" (June 1999) by Roy E. Chitwood, CSP, CSE Sections: World Class Sales Management: "Getting out on the Road" (July 1998) by Dan Smith Focus on the Professional: (April 2001) "Roger McClung" Book Review - Raving Fans: A Revolutionary Approach to Customer Service (February 2001) by Ken Blanchard Ask Roy: Ask Roy Chitwood (May 2001) One reader asks, "How much more effective can a salesperson become if he/she learns as many different closes as possible, such as the assumptive close, alternate choice close, Ben Franklin close, etc.?" Survey - Reader Survey Newsletter Archives   Track Selling Times - June, 2002 Feature: " Separating the True Sales Professional from the Mass of Mediocrity" by Roy E. Chitwood, CSP, CSE -Dedication, discipline and attention to details separate true sales professionals from mediocre ones. Learn how knowledge, skill and attitude bring success to any profession. Sections: Integrity Pays: "Being a Trustworthy Salesperson" by Richard Boudreau -If your only motivation in this industry is to make a sale, you are in the wrong business. Sales professionals gain their clients' trust and make every sale a win-win situation. World Class Sales Management: "Managing Productivity" by Vic Sterne -Salespeople go through selling peaks and valleys. Learn how to identify early on when a member of your team is struggling and to provide ways of assisting. Focus on the Professional: "Anneli Driessen" Book Review - Ultimate Success: 7 Secrets to Spiritually-Based Leadership by Anneli Driessen, Ph.D., CMS, MCC Ask Roy: Ask Roy Chitwood One reader asks, "I am a new sales manager. I believe in goal setting, but I'm unsure how to teach this to my team. I'm worried they won't take this seriously. Any suggestions?" Survey - Reader Survey Newsletter Archives   Track Selling Times - May, 2002 Feature: " A Professional Salesperson" by Roy E. Chitwood, CSP, CSE -Learn what a professional salesperson really is and how to become one. Sections: Integrity Pays: "What Is Wrong with the Hard Sell Approach?" by Dan Kallestad -Learn why the Hard Sell approach is not the best sales method for servicing your clients. World Class Sales Management: "Teaching Professionalism" by Gail Gibson -Teaching professionalism starts with the executives and CEOs of your organization. Learn the key ingredients of training your staff to implement the basics of selling. Focus on the Professional: "Gary Vann" Book Review - Hope Is Not a Strategy: The 6 Keys to Winning the Complex Sale by Rick Page Ask Roy: Ask Roy Chitwood One reader asks, "I keep hearing how important servicing the client is, and I don't understand this. I always receive glowing comments from my customers on what a great salesperson I am. I receive many referrals from them. If they have already bought my product from me, why should I take time away from selling to new customers to see how my old ones are doing?" Survey - Reader Survey Newsletter Archives   Track Selling Times - April, 2002 (This month features highlights from past Track Selling Times) Feature: " Sales Training Sins" (July 2000) by Roy E. Chitwood, CSP, CSE -Learn some of the most common pitfalls of corporate sales training and how to avoid them. Sections: Integrity Pays: "Integrity - The Key to Long-Term Partnerships" (April 1998) by Roy Chitwood World Class Sales Management: "Taking Charge of Your Distribution Network" (February 2000) by Mike Phillips -How do you handle an independent distribution network that isn't productive? This article discusses how one sales manager solved this problem, raising sales by 20 percent per year. Focus on the Professional: (January 2000) "Jim Naleid" Book Review - Selling the Invisible: A Field Guide to Modern Marketing (May 2000) by Harry Beckwith Ask Roy: Ask Roy Chitwood (September 1999) One reader asks, "How do I get around people telling me to either send them some information or send in a proposal? It seems to me that it is just a way of getting me off the phone. Unfortunately, it usually succeeds." Survey - Reader Survey Newsletter Archives   Track Selling Times - March, 2002 Feature: " Pushing your product versus pulling your customer" by Roy E. Chitwood, CSP, CSE -Learn the pitfalls of 'product push' and how to counter them effectively through customer 'leading'. Sections: Integrity Pays: "Revealing knowledge limitations can strengthen client relationships" Justin Sparr -Can answering a client's question with, "I don't know," help strengthen the relationship? Read why this manager believes it can and how he coaches his people to answer in kind. World Class Sales Management: "Strategies for managing a dispersed sales team" by Samantha Ryan -Qualifying your salespeople can be as useful as qualifying prospects. Learn an easy strategy for doing that also to build the trust of team members. Focus on the Professional: "Carol Holliday" Book Review - e-Service: Speed, Technology and Price Built Around Service by John Tschohl Ask Roy: Ask Roy Chitwood One reader asks, "I've been receiving Track Selling Times for sometime and always find it interesting. However, I work in aerospace in an engineering/sales capacity and have reservations as to whether the Track Selling System can work in this industry. Can you explain why it would, or wouldn't?" Survey - Reader Survey Newsletter Archives   Track Selling Times - February, 2002 Feature: " Associating your way to personal and professional success" by Roy E. Chitwood, CSP, CSE -Learn the true purpose of 'associating' (networking) and the life-improving benefits it can yield. Sections: Integrity Pays: "Taking the 'high road' when selling against your competitors" Tony Passannante -Read how this salesperson's integrity in the face of a competitor's criticism helped win him the deal, and many sales in the future. World Class Sales Management: "Getting 'buy in' from all salespeople" by James Chitwood -Are your salespeople individuals or team players? Can they be both? Learn why this senior sales manager believes they can and the key for getting individual salespeople to compliment the team. Focus on the Professional: "Leann Sallstrom" Book Review - ProfitRx by John Haskell, a.k.a Dr. Revenue, with Rick Rhoads Ask Roy: Ask Roy Chitwood One reader asks, "My company has monthly sales contests where a specific product is promoted. Sales teams and individual salespeople are enticed with incentives such as bonuses and trips for the team and salesperson with the highest volume. Consequently, my sales manager is always pushing us to get the 'product of the month' in front of our customers despite my reservations that, often times, it's not what the customer needs most (or even at all in some instances). I want to be a team player but also want to best serve my customers. What should I do?" Survey - Reader Survey Newsletter Archives   Track Selling Times - January, 2002 Feature: " Three Unique Strategies for Rewarding Top Customers and Increasing Their Loyalty" by Roy E. Chitwood, CSP, CSE -In today's competitive business climate, companies must focus on rewarding - and keeping - top customers. Learn three unique strategies for doing so that help increase customer loyalty, too. Sections: Integrity Pays: "You Must Sell for the Customer's Reasons, Not Yours" Jonathan Halleen -"Making money" versus "helping customers" is an inherent battle for many new salespeople. Learn how to resolve this conflict and make these two objectives complimentary. World Class Sales Management: "The Importance of Management Tracking" by Michael Radice -Read why effective sales managers must begin using new tracking methods such as 'progress measures' to manage and grow their sales operation. Focus on the Professional: "John S. Haskell a.k.a. "Dr. Revenue"" Book Review - Simple Selling: Common Sense That Guarantees Your Success by Thomas Ray Crowel Ask Roy: Ask Roy Chitwood One reader asks, "Recently I've had several prospects who seemed excited and pleased to purchase my company's service only to learn they cancelled their order within a few weeks. Why is this happening and how do I minimize such instances in the future?" Survey - Reader Survey Newsletter Archives
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