Eternos conceptos

Tracy, Brian
August 2003
Entrepreneur Mexico;ago2003, Vol. 11 Issue 8, p48
No abstract available.


Related Articles

  • Become more aware of your sales sense. Gitomer, Jeffrey // Business Journal (Central New York);10/13/2006, Vol. 20 Issue 41, p21 

    The article presents the author's views regarding the sense of selling in business. The author states that such senses are both subtle and plain. Such senses, which are the key to sales success, are simple to understand and difficult to master. Sales senses include sense of self, sense of...

  • Present with Energy. Weissman, Jerry // Sales & Service Excellence Essentials;Oct2004, Vol. 4 Issue 10, p6 

    Offers advice on properly handling sales presentations or product demonstrations. Key factor in creating the illusion of the first time; Description of external linkages.

  • A principle that leads to wealth: It's all about them. Gitomer, Jeffrey // Long Island Business News (7/1993 to 5/2009);2/1/2008, Vol. 55 Issue 6, p27A 

    The author provides tips on how to control sales by avoiding the use of "we" in sales presentation. When sales personnel stop using such a word, they can substitute it for the word "you" or "they" and say things in terms of the customer. In selling, sales personnel have to know and make value...

  • 18 Ways To Make Sure You Lose The Sale. Graham, John // Business Journal (Central New York);4/27/2007, Vol. 21 Issue 17, p26 

    The article presents the factors that contribute to a failed sales transaction. These factors include the inability of the sales personnel to qualify prospects, failure to look into the small accounts, among others. The author also discusses how these factors affect the sales transactions and...

  • Winning More Business by Using Presentations As Part of a Solution Roadmap. Lipson, Randy; Teodorescu, Tina // American Salesman;Sep2015, Vol. 60 Issue 9, p14 

    The article discusses how successful sales presentations should be framed around the premise that people love to buy but hate being sold to. Topics discussed include the solution roadmap which is a framework for selling successfully and involves building a business case and presentation for...

  • Did you get the order? If not, here's why. Gitomer, Jeffrey // Enterprise/Salt Lake City;5/7/2007, Vol. 36 Issue 44, p8 

    The author offers tips on closing the sale. According to him, the strongest marketing strategy is the assumptive position. Major prerequisites that make the assumptive approach to the selling process possible are mentioned, including personal preparedness. He also adds that the actual close of a...

  • For presentations with impact, think like a headline writer.  // Sales Insider;2/11/2009, Vol. 3 Issue 56, p4 

    The article provides information on how sales professionals can give presentations with impact. According to the article, sales professionals must think like a headline writer because headlines effectively communicate only the most important information and grabs prospects' attentions...

  • Three ways to harness the selling power of the well-placed pause.  // Sales Insider;5/21/2008, Vol. 2 Issue 39, p4 

    The article recommends three ways to harness the selling power of the well-placed pause. Salespeople can grab people through silences and snap them back to attention. A pause can be used to offset a particular point or dramatize it. Asking questions throughout one's presentation is recommended...

  • SALES TOOLBOX.  // Sales Insider;10/22/2008, Vol. 3 Issue 49, p3 

    The article presents sales tools to aid salesmen in dealing with prospects including phrasing benefits of product or service in terms of how well results of it will reflect on the prospect's personality, overcoming presentation jitters by focusing on the subject of the presentation, and keeping...


Read the Article


Sign out of this library

Other Topics