Sales Management

Managing individual salespeople


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Is managing salespeople one of your most difficult tasks? If so, you’re not alone. CEOs who have few problems managing people in other positions still struggle with their sales department. 

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The salesperson's first test: Making an appointment via email


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We all use email to agree on a meeting time. Unfortunately it's terribly inefficient, especially when it’s done incorrectly. A salesperson who is sloppy about it will drive the new, potential client nuts and make the client wonder if she really wants to do business with the salesperson. It is the salesperson’s first test. You'll want to pass it.

Here's an example of good form:

 

Please stop selling me! Can't we just talk?


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I answered the phone. The salesman was a little nervous. “I’m new at this,” he said, as I corrected the way he said my first name. I wasn’t bothered by him not pronouncing my name correctly, although it’s usually the last name that people butcher. 

My book's out - here's what's in it for you


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Well, Dear Readers, my new book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, is finally out there - in print and in ebook form, available everywhere (including Amazon, of course).

I wanted you to know what the book contains and what it can do for you.

Not like all the others

 

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