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 Article Directory   Author   Jim Masson
 

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Published Articles:72
Total Article Views:19,363 (unique visitors)
Total Article Rank:1 /5 (2 Ratings)
Jim Masson
(USA)Author

Jim Masson's Articles

Articles by: Jim Masson

Recent Articles

Flamboyant or Understated, Which is the Best Selling Approach?

This has been an area of great debate over many years with some sales trainers believing that individuals should show off their success and style while others prefer the more conservative, ..
(March 10, 2008)
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 | Business/Sales-Training | Visitors: 461

Staying Positive During a Selling Slump & Why You Must

It doesn't matter if you are a new salesperson or someone who has been selling for years, sooner or later you will look around and realize that you are squarely in the middle of a selling slump. That .
(March 24, 2008)
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 | Business/Sales-Training | Visitors: 475

10 Strategies For Always Being Happy and Feeling Good in a ..

The title of this article actually could read, “10 Strategies For Always Being Happy and Feeling Good in a Any work Environment" since the strategies cross over into other jobs and professions. .
(February 25, 2008)
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 | Self-Improvement/Happiness | Visitors: 416

Just What Do the Terms "Selling" or "The Art of Selling", Mean .

If you sell for a living or are considering selling, how you answer this question will have a distinct influence on how you will likely conduct yourself in the marketplace and how you are perceived ..
(February 19, 2008)
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 | Business/Sales-Training | Visitors: 269

A Successful Winning Selling Strategy

Sales masters search out every possible tool, tip, technique or strategy in order to gain an edge. If you sell items that have some flexibility in pricing, here is a proven winner that will boost ..
(August 15, 2007)
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 | Business/Sales-Training | Visitors: 245

Handling a Collapsed Sale, Eight Powerful Strategies

When you sell on commission, either in whole or in part, you will run into your fair share of collapsed sales. Whether rookie or seasoned sales pro, these collapses can cause enormous mental anguish ..
(August 07, 2007)
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 | Business/Sales-Training | Visitors: 289

Selling Strategies Take Second Place to Feelings in Your Sales .

Everyone who sells successfully understands the importance of being trained in the art of selling. Strategies, techniques, communication skills, organizational skills and, of course, passion are all ..
(July 31, 2007)
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 | Business/Sales-Training | Visitors: 224

Successful Selling ... Can Procrastination Be Your Friend?

As a general rule, procrastination is recognized as a fear based condition that keeps careers from being properly developed, lifestyles being consciously improved and the top money from being ..
(July 13, 2007)
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 | Business | Visitors: 243

Success in Selling ... Thinking Work or Thinking Play Can ..

To the average individual, there is a definite distinction between work and play. Their perception often is that work is boring, difficult, a necessary evil and something standing in the way of ..
(July 17, 2007)
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 | Business | Visitors: 267

Success in Selling - Do You Want it Badly Enough?

It doesn't matter which product or service is being sold or which geographical area is involved, the results are almost always the same. Ten to twenty percent of the salespeople are sales masters, ..
(July 15, 2007)
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 | Business/Sales-Training | Visitors: 217

Who is in Control of Your Selling Career?

If you speak with master salespeople or the average salesperson on this topic you will get a totally different answer most of the time, based on the group you are dealing with. The interesting thing ..
(June 25, 2007)
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 | Business/Sales-Training | Visitors: 232

Successful Selling, There is No 'Lucky'

The belief in luck is likely one of the main reasons that most people under-achieve or in many cases downright fail and poor as a result. This applies to salespeople and everyone else, regardless of ..
(June 24, 2007)
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 | Business/Sales-Training | Visitors: 329

Building Value, How Far do You Go?

As a salesperson, building the value of your product or service is a very important part of the selling process for two specific reasons. The process helps to reinforce and in some cases, even ..
(May 22, 2007)
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 | Business | Visitors: 315

Customer Satisfaction Issue? How to Avoid Damaging Your Client .

Salespeople often feel squeezed between two masters, the company they work for and the customer they need to get them paid and refer new business to them. Master salespeople recognize that they are ..
(June 11, 2007)
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 | Business | Visitors: 292

How to Build Master Superstars

In a highly competitive marketplace, the roll of a sales manager can easily become blurred. Emphasis is often directed to the short term “Now’ transactions where salespeople are pushed to .
(May 02, 2007)
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 | Business | Visitors: 444

Two Career Blocking - Mindset Statements

There are a number of things that people do to put up roadblocks to their earning potential and their career advancement. Believing either of these statements relating to learning or training are ..
(June 04, 2007)
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 | Business | Visitors: 201

Goal Setting - Before You Begin - Start Here

Before we can begin setting goals, we first have to establish a couple of pretty important things. Goals are where we what to get to, aren’t they? First, before we can figure out where we want ..
(January 02, 2007)
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 | Business | Visitors: 388

Cold Calling, Does it Work?

In my many years in sales management, I've always realized that the least favorite area of prospecting for any salesperson would have to be ‘cold calling’, wouldn’t it? That would ..
(January 03, 2007)
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 | Business | Visitors: 455

Professional Development for Salespeople, the Difference ..

Since salespeople are coached and trained, not born, the difference between being a powerful sales ‘master’ and being the brunt of jokes like many poor quality ‘average’ ..
(January 05, 2007)
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 | Business | Visitors: 444

Trade-in Items, How to Avoid Killing Your Sale

Many businesses accept trade items into transactions. Master salespeople will determine if a trade item is present or possible during the qualifying process. When a trade is present, it’s ..
(January 04, 2007)
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 | Business | Visitors: 419

Obstacles to the Sale: Who Creates the Most? It’s Not Who ..

Wow, that’s a no brainer, isn’t it? It’s got to be those darn pesky customers, doesn’t it? Wrong! Wrong! some more! In fact that couldn’t be further from the truth. It ..
(January 08, 2007)
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 | Business | Visitors: 356

Control In The Selling Process - The Most Critical Factor

Control, it's one of the areas stressed by most sales trainers. Learning how to ‘control’ during the sales process is critical to your success, however it is what most trainers miss that ..
(January 10, 2007)
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 | Business | Visitors: 474

Comments Salespeople Hate Hearing: Part 4 - "What's your ..

There are several comments that salespeople hate hearing from their prospects. “What's your best price?" is one of them. When prospects ask this question, it creates a sense of panic in the ..
(January 16, 2007)
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 | Business | Visitors: 363

Selling Success, Is Your Ego Preventing You From Reaping the ..

Everyone possesses an ego. I like to describe ego as our ‘sense of self’. It can also be described as our ‘self worth’ or our ‘self esteem’. A big ego is ..
(January 18, 2007)
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 | Business | Visitors: 351

You Want to Sell as a Career, but What Do You Sell and Why?

Many individuals decide that a selling career is right for them. They recognize the wonderful benefits that they can enjoy. Unfortunately, many begin their career by making a critical mistake. The ..
(January 22, 2007)
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 | Business | Visitors: 291