BASELINE SELLING TIPS ARCHIVE

TACTICS -  GETTING TO FIRST BASE

Maximizing Referrals and Introductions
Voice Mail - Reaching Decision Makers
First Impressions
Getting More Appointments
All Set
Five Phone Selling Traps
Resistance
Obstacles to Reaching 1st Base
More on First Impressions
Not How to Do It
Getting Prospects to Do What You Want
Saying Hello - Are You Authentic?
Getting Your Prospects' Attention

TACTICS - GETTING TO 2ND BASE
Selling Value
Beating Your Competition
Asking Questions
How to Sell More Effectively
Stories That Make Selling Sense
Beyond Listening Skills
The Rule of Cause and Effect
Sales Call Gone Bad
When You're Perceived as a Commodity
When the Answer Isn't What you Expected
What if the Technique Backfires?
Negative Responses
Selling Commodities
Selling Value
Know Their Compelling Reasons
Asking Better Questions
Asking Great Questions - Case Study
Overcoming Sales Objections
A Good Sales Call
Asking the Question that Changes the Call
A Good Conversation versus a Great Sales Call
What Happens When You Don't Find the Compelling Reasons
Staplers - More on Compelling Reasons

TACTICS - GETTING TO 3RD BASE
Qualifying for Money
Counter Measures for Pricing Demands
How to Justify Your Higher Price
The Other Compelling Reasons

TACTICS - RUNNING HOME
When Your Prospect Goes into Hiding

TACTICS - SCORING
Short Window of Opportunity with Sr. Executives
An Exercise to Help You Close More Sales
Closing Urgency
Asking for the Business
Asking for Business Part 2
When the Opportunity Isn't Closing
More Closing Urgency
More Closing Urgency Part 2
Getting the Deal Closed
Overcoming Objections
Eliminating Think it Overs
Closing Objections
Getting From No to Yes
Get What You Want
Effective Proposals
Getting Prospects to Do What You Want
What Closing Feels Like
Creating Compelling Reasons

STRATEGY
Success with Big Opportunities
Death of Selling - The Raging Debate
Sense of Opportunity
Self Coaching
Best Practices
Never Miss Another Target
Home Run Derby Compared to Selling
The Importance of Practice
Do What's Not Comfortable
Stumped
How Appropriate Solutions Prevent Think it Overs
Practice Makes Permanent

MOTIVATION
The Secret to Success in Sales
Overachieving
Perseverance
How to Control Your Emotions When Selling
Goal Setting
10% Improvement Could Mean a 50% Increase in Income
Urgency and Achievement Part 2
Urgency and Being Under Control Part 3
When You Absolutely Have to Sell Something
Blizzard to Tropical/Dud to Stud in 30 Days
Best Sales Advice in the World
Kurlan's Law of Personal Sales Effectiveness