Sales Effectiveness

Five Secrets to Selling Yourself in Sales

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May 19, 2017
Five Secrets to Selling Yourself in Sales

Tweet Follow these five sales secrets to be successful. Banish preconceived notions. A common mistake many sales rep’s make when selling themselves is focusing too much on themselves.  They memorize their resumes, important corporate facts, etc. they believe will appeal to prospects.  Truth be told, selling yourself isn’t about you at all; rather, it’s...
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Internationally Certified Carnegie Master Trainer Coming to Detroit to Teach Sales Course

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May 1, 2017
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Tweet Dale Carnegie of Southeast Michigan is pleased to welcome Internationally Certified Carnegie Master Trainer, David Stearns, to the Metro Detroit area to teach the Dale Carnegie Sales Training Program: Winning With Relationship Selling. Dave was the franchisee for the State of Maine for Dale Carnegie Training® from 1994 until November, 2015. He is...
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Negotiations—Four Steps for Smooth Selling

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February 22, 2017
Negotiations—Four Steps for Smooth Selling

Tweet Whenever stakes are high—as with negotiating, fear and anxiety tend to dominant our minds.  Instead of fearing negotiations, approach them with the same process and perspectives as those who have mastered the art of the deal.  Here is how. Define a win-win strategy.  Sales professionals sometimes refer to an upcoming pitch as, ‘Going...
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Three Stellar Service Steps from Sailing the Seas

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July 14, 2016
Three Stellar Service Steps from Sailing the Seas

Tweet Despite dozens of deranged cruise ship stories—from crashing into a giant rock to dozens of onboard illnesses, millions of Americans continue to cruise.  In fact, the number of passengers carried by the cruise industry has grown year-on-year and is expected to exceed 24 million in 2018.  If you’ve cruised before, you most likely have...
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5 Steps to Simplify the Solution and Seal the Deal

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November 27, 2015
5 Steps to Simplify the Solution and Seal the Deal

Tweet Here are five steps to make it easy for prospects to buy your product or service. Know thy customer.  Instead of rattling off all of your product’s or services’ bells and whistles, pare down the perks that pertain to the prospect’s situation.  Dale Carnegie’s 8th Human Relations principle is to, ‘Talk in terms...
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Five Psychological Tips to Please Your Prospect

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May 26, 2015
Five Psychological Tips to Please Your Prospect

Tweet Navigating behavioral cues was the subject of a recent HubSpot blog post.  Vanessa Van Edwards runs a behavior research lab called the ‘Science of People’ that focuses on helping salespeople.  Her six psychology tips to enhance sales calls complement many of Dale Carnegie’s tried and true Human Relations principles. Give the prospect a...
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Top Sales Professionals Traits to Emulate

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April 23, 2015
Top Sales Professionals Traits to Emulate

Tweet Henry Ford famously said, “Nothing happens until someone sells something.” He was referring to the sales engine required to drive sales of Ford’s vehicles, however the same mantra can be said for every product and service.  New research from Steve W. Martin, the founder of Heavy Hitter Sales, reveals what differentiates the heavy...
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Sales Strategies To Win The Battle (and the War)

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January 7, 2015
Sales Strategies To Win The Battle (and the War)

Tweet Any good salesperson knows that winning a sale is not a one hit wonder. There are rounds of conversations, relationship building and negotiation along the way. Sometimes, it can seem almost impossible, if not exhausting, to get the desired end result.  Sherrie Campbell seems to understand the challenge of securing that next sale,...
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Red Carpet Customer Service

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November 7, 2014
Red Carpet Customer Service

Tweet Eric Schiffer’s Forbes article sounds like a page right from a Dale Carnegie book. What does that mean? Well, it means he hits the nail right on the head as to what it means to create a customer-centric atmosphere. He starts by talking about imagining Beyonce as one of your clients. Don’t care for Beyonce?...
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The Secrets to Cross-Selling and Up-Selling

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June 28, 2014
The Secrets to Cross-Selling and Up-Selling

Tweet Cross-selling and up-selling are among the best ways to improve your sales. In fact, it is easy if you just think about it—the customer is already in your sales funnel. Additionally, cross-selling and up-selling can not only improve your customer retention but also your bottom line. Cross-selling means you are offering the customer...
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