Author Archives: Barbara Eldridge

Here’s some tips to set the stage for better Selling:

1. Create the sales process ahead of time, (an appointment script, a list of qualifying questions, a presentation script and your closing question).

2. You need a lead management system, (know who your A, B and C prospects are).

3. Perfect your two most important sales skills: listening & observing.

4. Remember, people trust people they like and selling is all about trust

5. Take action and track your results, (know your appointment to call ratio, presentation to sales ratio so you can work on the areas that need improvement).… Read More

How are you at selling or is selling a concept that you tend to shy away from? You are not alone, but resistance to it shows up in how consistently your business grows.

Perhaps you find marketing tactics more fun, you know postcards, email newsletters, brochures, social networking, but sales tactics are essential to every business and can be learned. In fact sales is a function of marketing and requires a process and tactics.

When you walk into a department store, their sales people are assigned to a particular department so they can answer your specific questions about colors, or … Read More

If goal setting is essential to success, then time control and organized activity is the other hand of achievement. Several week ago at the end of one of our weekly Mind Masters meetings the topic of what activities were necessary to guarantee success came up. I commented, that fifty percent of the time members were spending in their daily schedules had absolutely nothing to do with the achievement of their goals.

What are the high priority, high pay off activities in your business? Do you have a formula that you track to produce consistent results? In order to generate income, … Read More

   Small business owners often find sales the most difficult part of being in business. In fact I have found they don’t want to be categorized as “sales” people. Often during Mind Masters meetings I suggest they reframe how they see the process.

   Selling in today’s environment requires an inquisitive mindset. So the consultative sales process is a way to gather as much information as possible about a prospect and then be able to prescribe one’s product or service solution to the prospect’s problem/issue. If this process is followed carefully, the close (asking for the “order”) will follow easily also keeping … Read More