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 Article Directory   Author   Robert Seviour
 

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Published Articles:51
Total Article Views:8,456 (unique visitors)
Total Article Rank:1 /5 (3 Ratings)
Robert Seviour
(USA)Author

Robert Seviour's Articles

Articles by: Robert Seviour

Recent Articles

You Don't Need to Work

Are you sick of working? If you live in a developed country such as the UK, USA or Europe, you probably feel that you have no choice but to continue working even if you have little enthusiasm for it. .
(January 11, 2008)
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  • Currently nan/5
 | Travel-and-Leisure | Visitors: 113

Make the Most of Your Sales Territory - With Two Simple Ideas

Obtain a conveniently sized map of your sales territory and two bright marker pens. Put dots on the map in one colour at the location of your existing customers. With the other colour make dots for ..
(July 24, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 141

'Stick' Or 'Carrot ' - Which Is More Powerful? - Tutorial For ..

Which is the greater motivator, ‘Stick’ or ‘Carrot’? - I have put that question to approximately 6,000 intelligent, well-educated people and most of them don’t know. When they ..
(July 23, 2007)
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  • Currently nan/5
 | Business/Management | Visitors: 178

Salespeople - Shut Up And Listen To Me

I was sitting in a café in Mexico City. A man at a nearby table was talking into his mobile. My Spanish is only basic, but he kept shouting a word so often that it became embedded in my memory. ..
(July 23, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 181

What Does A Good Customer Look Like?

It only take a couple of seconds to form an impression of someone, doesn't it? But if you are in sales, be alert to the problem of pre-judging. That means making a hasty, negative assessment of a ..
(July 22, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 141

Salespeople - Beware The Friendly Buyer

It’s a honey trap, you go to see the buyer and he is dead friendly. You have a cup of coffee, two biscuits, maybe even three. Your discussion ranges over the way things are in the industry, how .
(July 22, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 142

How To Set Sales Appointments On The Phone

The tools Phone, a notepad and a pen which works, a computer running a contact-manager program and a source of prospects. Nice but not essential a recording system and a headset. Method If you are ..
(July 22, 2007)
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  • Currently nan/5
 | Business/Sales-Teleselling | Visitors: 213

Salespeople - Take A Lesson From Sheepdogs

When I started out in my sales career, I was lucky to have a very good sales manager who taught me many important ideas. Here’s one of them. Have you watched a sheepdog trial on TV? It starts ..
(July 21, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 139

Sales Newbies - This Is Why You Should Explain 'Benefits'

Here's a working definition for you: Relevant benefits sell, features are technical characteristics which may deliver benefits. Let’s take a medium-complicated product as an example, such as a .
(July 20, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 156

Two Words - To Quickly Uncover Your Buyer's Motivations

Do you already know that open questions are an important tool for finding out what your prospect is looking for, and his or her motivations? It's a point to master in order to become a great ‘sales .
(July 20, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 195

'Just Tell Me The Price' - How to Deal With Domineering ..

You’re in sales, so it won’t be long before you get face-to-face with a prospect who impatiently demands to know the price before you have made your presentation. What outcome can you ..
(July 19, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 158

The Importance of Sales

Selling is important. Did you know that? For a moment I am going to assume that you didn’t and ask you a few questions. What do you do to make a living? You have a job? How does the company ..
(July 18, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 136

Are You in Sales - For Less Price Resistance 'Position' ..

If you won a lot of money, what would you spend it on? Now review that imaginary list to see if there are items within it which you could actually afford right now. If there are, why haven’t ..
(July 18, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 170

Does Your Sales Prospect 'Qualify'

Have you had the frustrating experience of going all the way through your sales presentation only to hear, right at the end, ‘I have to discuss this with my boss / partner / technician / ..
(July 18, 2007)
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 | Business/Sales-Training | Visitors: 160

Don't Be A 'Quote Factory' - Be Alert To The Symptoms Of Weak ..

What is your business’ closing rate? That is to say, what is the ratio of firm orders to the enquiries you get? If, for example, you only close one order from 15 enquiries and considerable work .
(July 18, 2007)
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 | Business/Sales-Management | Visitors: 205

A Definition of Selling

‘I just bought a new toy. ’ ‘They sold me a pup. ’ We all like buying things and hate being sold to. It seems as though there is something negative implicit in the word sell. But, ..
(July 18, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 179

Honesty - Your Best Sales Aid

Selling has a murky reputation, ask anyone. Salespeople are infamous for their deceptive practices. Would you buy a used car from a salesman? I said all of that to get it out of the way before you ..
(July 18, 2007)
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  • Currently nan/5
 | Business/Ethics | Visitors: 212

8 Steps of the Sales Process

Why Repeat Business is More Profitable than One-Off Sales Think about the steps you take to achieve an order if you are starting from scratch: (This assumes a medium to high value sale). First you ..
(July 17, 2007)
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 | Business/Sales | Visitors: 170

The Magic Of Keeping Statistics To Improve Your Sales Figures ..

Sales statistics - sounds dull doesn’t it? But here’s the good news, if you record your sales activity, you will sell more without noticeable extra effort. Here’s the operating ..
(July 14, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 142

Death of a Salesman

Ok I exaggerate, you might too if you had some of the experiences I have had in my travels. Baggage disaster #1 I’ve been in Cologne, Germany and I’m travelling for a meeting to ..
(July 14, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 179

Body Piercing for Salespeople?

Q. There’s a stud through my tongue and some of my hair is purple, the rest is green; is my personal appearance right for sales? A. If you run a tattoo parlour, you are perfect, don’t ..
(July 14, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 146

How to Recover from a Sales Slump

Have you experienced a period when you simply couldn’t sell? If your answer is no, then you are either one of the world’s best salespeople or you haven’t been doing the job very ..
(July 14, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 149

How to Close the Sale

For salespeople there is always tension as you approach the final stage of the sales process. It isn’t until you ask that you can be sure whether you are going to hear, ‘Yes, I’d like ..
(July 13, 2007)
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  • Currently nan/5
 | Business/Sales | Visitors: 186

Does Sales Training Work?

That is a fair question, but to answer it accurately, you need to know who is going to be receiving the training. Selling is an activity which combines knowledge and a range of skills which ..
(July 13, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 174

To Be Honest, I Woz Just Gonna - And Other Bad Words

Some things you shouldn’t say in sales because they make you less believable. Take this classic. Customer, ‘Will this phone work in Europe?’ Reply by salesperson, ‘It ought to. ..
(July 12, 2007)
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  • Currently nan/5
 | Business/Sales-Training | Visitors: 173