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Scripts in Sales: What TO Do, and Avoid

Dec/05/2016

If you make assumptions about a prospect before you speak with them–unless they are positive–it can cost you big time. Likewise, if you assume you know what someone is thinking, without finding out for sure, that can cause you to fail. In ...





Making Sales ASSumptions Can Cost You

Nov/28/2016

If you make assumptions about a prospect before you speak with them–unless they are positive–it can cost you big time. Likewise, if you assume you know what someone is thinking, without finding out for sure, that can cause you to fail. In ...





“Shameless” Sales Tactics You Need to Avoid

Oct/31/2016

I had thought that today we were beyond much of the sleazy, deceptive tactics often associated with sales. But, sadly, I am wrong, as evidenced by an online article, “No Successful Salesperson Is Too Proud to Use Any of These 12 Shameless ...





Rex Huppke: Take just one step forward on your career goals

Oct/25/2016

It's the time of year when we start saying things like, "Wow, I can't believe it's almost the end of the year" and, "Wow, I've accomplished literally none of the career goals I set out to achieve" and, "Wow, I'm despondent and filled with shame." ...





Answering “I’m happy with who I’m buying from”

Aug/08/2016

Every prospector hears “I’m happy with my supplier,” or “We’re all set.” There’s a right way, and a wrong way to handle that, IF you want any chance of getting them talking. *About the Author: Art Sobczak works with thousands of ...