Sales Insights - Volume 3

Introduction

Welcome to Sales Insights, Volume 3!  Each of the articles presented in Sales Insights, Volume 3 was originally sent out to the Weekly Sales Insights subscription list that you are welcome to subscribe to.  The “Weekly Sales Insights” were launched in May of 2001 and I slowly began building a subscription list, which has steadily grown every month.

Just like it’s predecessors, this book will help you with many of the fundamental concepts of Professional Selling.  Contained in this book are 58 invaluable insights on a wide range of sales related topics.  For those who choose to embrace and apply this knowledge in their sales careers, you are certain to experience positive changes in your results.  Whether you want to learn a new skill or rediscover an old one that has fallen victim to a bad habit, Sales Insights is for you!

The easy to read format makes Sales Insights both an enjoyable and educational read.  There are so many solid ideas, concepts and techniques that any serious Sales Professional will likely want to read and reread this information several times.  From why to do something, to when to do it, to what to do and how to do it, all the subjects within are covered from various angles.

Although the target audience for this publication is Sales Professionals, many will benefit from the knowledge outlined in this book.  Sales Insights will provide the reader with a balance of soft sales skills, sales psychology, motivation and inspiration.

The ideas and concepts presented in this publication will help reinforce techniques learned in formal sales training.  Sales Insights will introduce new concepts to people who have never had the privilege of attending any training workshops.  Many common sense approaches to selling and how to effectively work with prospects and customers are outlined in the articles.  Plus you will gain valuable knowledge from the thousands of hours the author has spent in training seminars, listening to audio recordings, watching video tapes and reading hundreds of books on sales and other related topics.

The nugget format makes it possible for us to highlight many ideas or concepts so the reader can learn very basic information regarding a variety of topics.  Readers are encouraged to expand their knowledge by reading specific books on subjects which they require additional information and assistance on.  The author would be pleased to recommend additional sources for any topics that you require further information on.

Whenever possible the original source for quotes was researched and provided for the readership.  Where there is no name indicated the source is unknown.

If you would like to write with your comments or feedback please scroll to the bottom of this page for the address and email information:

Contents

Insight #1……………...................………..Destined for Greatness

Insight #2………………......................……….……………….Habits

Insight #3…………….....................…….Adjusting Your Approach

Insight #4………………....................………...Presentation Binder

Insight #5…………......................…………………….Proving Value

Insight #6………….....................………………..Qualifying Buyers

Insight #7………...................………………...Telephone Etiquette

Insight #8………...................……………..What Intimidates You?

Insight #9…………....................………A Moment in the Spotlight

Insight #10………...................……….Advance Customer Service

Insight #11………….....................…………………..Buying Signals

Insight #12………………....................…………….Everyone Sells!

Insight #13.Fast Food, Buy Now Pay Later and Microwave Ovens

Insight #14…...................……………...Getting Beyond Rejection

Insight #15………………….....................……...Mental Ownership

Insight #16…………………………….....................…….Objectives

Insight #17……….................………...Shameless Self-Promotion

Insight #18…………....................…………..The Maturing Process

Insight #19……....................Using Incentives and Gifts Ethically

Insight #20………….………...................……..What is Self-Image

Insight #21………….....................………………...Energy Drainers

Insight #22…………….………….......................Fat Cat Syndrome

Insight #23…………….…....................……..Altering Your Future

Insight #24…………......................…………………………Crutches

Insight #25……….....................…….…………………….Execution

Insight #26………....................…….………Stealing Your Thunder

Insight #27……...................……..What You Say is What You Get

Insight #28………...................…………...Woman Power Thrives!

Insight #29……….....................……………………Practice Politics

Insight #30…….....................…….……It’s All About Taking Risks

Insight #31……….......................How Many Times Should I Call?

Insight #32………......................………………………I Don’t Care!

Insight #33………...................……Rock Solid Recommendations

Insight #34……….................……..In the Strictest of Confidence

Insight #35…………...................…..Competition Keeps us Sharp

Insight #36……….....................………………………No Surprises!

Insight #37……….....................………………………Be Deliberate

Insight #38…………....................……………No Offense Intended

Insight #39…………....................………………..Get in the Game!

Insight #40……………...................……………..Express Yourself!

Insight #41……………......................………………Call Reluctance

Insight #42…………….....................……………………...Decisions

Insight #43…………..................…..The Advantages of Tolerance

Insight #44……….....................………..The Things That I Control

Insight #45………....................……………….Great Introductions

Insight #46………...................The Four Levels of Consciousness

Insight #47…………....................……………….Maintenance Free

Insight #48………….....................…………...How’s Your Driving?

Insight #49…………....................…...Do You Dread Cold Calling?

Insight #50……….......................…………………………The Nibble

Insight #51………….....................……………………..Benchmarks

Insight #52…………....................……………Instilling Confidence

Insight #53…………..................…….Presentation is Everything!

Insight #54…………....................………………...Proving Yourself

Insight #55………….....................…What Customers Don’t Know

Insight #56………....................……….When Time is on Your Side

Insight #57………....................…………...It’s Not All About Price

Insight # 58.................................................Fear of Objections

Insight # 59...........................................What the Judges Want

Insight # 60..............................Testimonials and Endorsements

Insight # 61.............................................The Art of Persuasion

If you have specific questions regarding an idea or article presented in this book please feel free write out your question in detail and forward it to the address indicated below.

Sales Insights, Volume 3 - Sample PDF Download

If you would like to write Marshall with your comments or feedback please click the link below:

Contact Information