Blog articles to help you be a better business person. If you would like to contribute articles email Sean Nelson at
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or call (770) 662-2221.
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Written by <a href="http://www.northfultonbg.com/index.php?option=com_authorpages&task=showauthorcontent&id=78&Itemid=7"><a href="index.php?option=com_comprofiler&task=userProfile&user=78"><span class="small">Joe Wargo</span></a></a>
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Thursday, 05 February 2009 15:31 |
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 Practicing scripts is a wonderful way to perfect what you say to clients. It's also important to study how you look when you deliver your speech. Body language can account for up to 90% of the impression you make in a conversation, and it can enhance or undermine the point you're trying to make.
Here's one way to find out whether your gestures are telling customers you are desperate or self-confident. Set up a video camera and practice your pitch to your spouse, siblings, or co-workers in a role-play scenario. Talk to them just as you would a new client. Then watch the tape and see what your body language is telling people. Here are some key things to look for: |
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Written by <a href="http://www.northfultonbg.com/index.php?option=com_authorpages&task=showauthorcontent&id=68&Itemid=7"><a href="index.php?option=com_comprofiler&task=userProfile&user=68"><span class="small">Mark McGraw</span></a></a>
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Wednesday, 04 February 2009 18:43 |
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For Business Owners, CEO's and Sales Managers only... - Are your salespeople in control of the selling process or is the prospect leading the dance?
- Are your salespeople doing a lot of quotes, proposals, and giving away great ideas but not closing the business?
- Are you in front of enough prospects to achieve your sales goals?
If you are faced with any of these issues please join us on February 12th from 10-12. - Learn the three attributes that good sales people have and how evaluate your sales team.
- Uncover the attributes, outlooks, and mindsets that prevent your people from calling on new prospects and closing more business.
- Learn how to coach your people to control the selling process so they can FIND AND CLOSE MORE DEALS!
Complementary to CEOs, Business Owners and Sales Managers. If this isn't right for you, please feel free to forward this message to someone you know looking to grow sales in our new economy! To Register for the Executive Luncheon on February 12th or visit www.salesengine.sandler.com. |
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Last Updated on Wednesday, 18 February 2009 03:45 |
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Written by <a href="http://www.northfultonbg.com/index.php?option=com_authorpages&task=showauthorcontent&id=68&Itemid=7"><a href="index.php?option=com_comprofiler&task=userProfile&user=68"><span class="small">Mark McGraw</span></a></a>
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Saturday, 31 January 2009 20:01 |
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 Helen Keller was once asked, "What's the only thing worse than losing your sight?" Her response..."Losing your Vision."
You may not realize it, but as a manager you must often serve as a navigator. You set the course for your sales team, or for your department. You set a course for yourself. You help your staff set their courses individually, and within the team context. You are constantly navigating. You map your territories, chart steps to take, sample the conditions, correct others who have strayed off course, and try to reach destinations determined for you, in large part, by the company. |
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Last Updated on Saturday, 31 January 2009 20:07 |
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Written by <a href="http://www.northfultonbg.com/index.php?option=com_authorpages&task=showauthorcontent&id=68&Itemid=7"><a href="index.php?option=com_comprofiler&task=userProfile&user=68"><span class="small">Mark McGraw</span></a></a>
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Friday, 19 December 2008 15:48 |
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Are you trying to get your emotional needs met during a sales call? On the surface, most salespeople would say, "No." But the truth is quite different. Let's take a look. To which of the following can you relate? - You want to be liked as much as, or perhaps more than you want to close the sale.
- You're not "assertive" enough with prospects.
- You link your self-worth to your sales success.
- You experience call reluctance, perhaps because of a fear of rejection.
- You find it difficult to deal with negative prospects.
To one degree or another all of these issues have to do with our concept of ourselves and our need for others to like us, be nice to us, or make us feel OK. |
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Last Updated on Friday, 19 December 2008 15:52 |
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Written by <a href="http://www.northfultonbg.com/index.php?option=com_authorpages&task=showauthorcontent&id=68&Itemid=7"><a href="index.php?option=com_comprofiler&task=userProfile&user=68"><span class="small">Mark McGraw</span></a></a>
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Wednesday, 10 December 2008 12:53 |
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If that thought has ever entered your mind sitting across the desk or table from a salesperson, you are not alone. With everyone pressed for time, salespeople are finding it increasingly difficult to get in the door. Business owners and busy executives bemoan the fact that they can't possibly talk with every salesperson who requests a meeting. |
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Last Updated on Wednesday, 10 December 2008 12:59 |
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