What are you going to stop doing this year? That is the first question this week on Saleopedia posed by Colleen Stanley in her article “What Will You Stop Doing in 2013?” Colleen provides a few win-loss analysis questions to get you started on stopping.
Art Sobczak is an expert on using the phone to prospect. He contributes an interesting article “Sales “Tricks” and Secrets You Should Be Using“. As Art points out, for the most part these tricks are actually sound principles of persuasion that he suggests you research, refine, adapt, and implement to increase your own sales, which is not trickery at all, but helping people buy.
Sales expert Colleen Francis provide insight with “The Key to Better Decision Making“. Colleen quite rightly suggests knowing the difference between what you know is true versus what you feel is true.
Rick Reynold is a business forensics expert. Rick helps clients identify company strengths and weaknesses as it relates to sales growth and account retention. His article “7 Deadly Rebid Sins“. Rick says it is possible that if you prove throughout the contract period that your company is the best option available, you may be able to turn a rebid situation into a “renewal opportunity” where you don’t have to compete for the contract.
Our left column featured article this week is from Jill Harrington entitled “Your “Stop Doing” List“. Jill was introduced to the concept of the “Stop Doing” list in one of her favorite books, “Good to Great” by Jim Collins. She says she has witnessed some frightening selling practices, she named each of these behaviors and created her top ten “Harrington’s Horrors.” If you happen to recognize yourself in the list then it’s time to create your personal “Stop Doing” list, and to retire each of the horrors that threaten to derail your sales success.