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 Article Directory   Author   Will Fultz
 

Will Fultz  RSS Feed

Published Articles:19
Total Article Views:5,037 (unique visitors)
Total Article Rank:1 /5 (2 Ratings)
Will Fultz
(USA)Author

Will Fultz's Articles

Articles by: Will Fultz

Recent Articles

The Politics of Change and What it Teaches Salespeople

As we enter yet another Presidential election season, the politics of “change" have taken center stage (which they always do after eight years of any President). Both candidates are scurrying ..
(July 05, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 229

Why Dont Prospects Trust Salespeople

We have all had some really good meetings with prospective customers on the first appointment or sales call. Everything sounded great, we got good feedback from the prospect, and we walked out ..
(July 05, 2008)
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 | Business/Sales | Visitors: 230

The Blue Collar Salesperson in Review

Alright, I must mention that I have a deep affection for “blue collar" folks. After all, my father was blue collar all the way down the line and I did serve five years in the Marine Corps. I my .
(July 05, 2008)
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 | Business/Sales | Visitors: 226

Buying Vs Selling Broken Down

I often find that prospective customers would rather buy than to be put through some sort of sales process. Don't get me wrong, some situations require a little “push" to get the job done and ..
(July 05, 2008)
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 | Business/Sales | Visitors: 246

Sales Territory Mapping is Being Used Incorrectly

There are a lot of companies out there who have started incorporating sales territory mapping to list an individual salesperson's accounts. While this software is pretty cool, I think a lot of ..
(July 05, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 272

Sharpening Your Pencil a Little is Alright to Close a Sales ..

Many times, when a customer is right on the edge of doing business with you, they might ask you to sharpen your “pencil" just a little. Especially if it is large business deal, you will have to .
(July 05, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 302

Not Every Customer is Worth Having For Salespeople

We all need to remember that not every prospect or customer is good for us to do business with. I have found, where there is smoke there is always fire. It seems like a beat-down on pricing, weekend ..
(July 05, 2008)
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 | Business/Sales | Visitors: 236

The Products Or Services Salespeople Represent Greatly ..

The primary buzzword in sales for the 21st century has been “consultative selling". This type of selling has been applied to everything from telesales to actual consultants. While I have a few ..
(July 05, 2008)
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 | Business/Sales | Visitors: 206

Putting the Last Nail in the Coffin of Your Competitor

Oh no, the most dreaded words we could possibly hear. “William, well I know I said I was going to go ahead with the order, but. . . I just feel like we been with this vendor so long, I really. ..
(July 05, 2008)
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  • Currently nan/5
 | Business/Sales | Visitors: 247

The Best Sales Books Are Yet to Be in Book Stores

Without a doubt, my belief is that the best sales books for top professionals are not in book stores yet. The main reason is that our sales world is changing faster than it ever has before. Companies .
(July 05, 2008)
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 | Business/Sales | Visitors: 293

Salespeople Are Punishing Honesty

About a year ago, I was in front of a large prospective target customer in my territory. This prospect ran a great business and was well regarded within their industry. After getting the opportunity ..
(July 05, 2008)
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 | Business/Sales | Visitors: 255

Why Salespeople Need Their Own Customer Testimonials

Chances are your company already has testimonials on their products or services you represent. I can tell you first hand, this will do very little for your sales results if decide to present these ..
(July 06, 2008)
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 | Business/Sales | Visitors: 220

Why Do Great Salespeople Make Poor Sales Managers?

It is sort of a rule in the selling community to take your best salesperson and make this individual a sales manager. After all, if a salesperson is blowing away quotas, can you imagine what this ..
(July 07, 2008)
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 | Business/Sales | Visitors: 294

What Most of Todays Sales Training is Lacking For Salespeople

I'm often very surprised at most of today's sales training. Sure they go over prospecting, presenting, and closing (what I call the “usual" suspects). Even if a sales trainer presents a unique ..
(July 07, 2008)
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 | Business/Sales-Training | Visitors: 309

When Salespeople Should Cold Call

To me, cold calling is the last avenue of attack. Let's say you know of a prospect that absolutely could use your product or service. You have tried finding another method of getting in the ..
(July 07, 2008)
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 | Business/Sales | Visitors: 300

What Sales Guys Get Wrong When Dressing in Business Attire

This is one of my by biggest pet peeves in our current sales world. I want to go through some standard areas of “dress" that a lot of sales guys get wrong. I also don't want anyone to think of ..
(July 08, 2008)
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 | Business/Sales | Visitors: 347

Can a Salesperson Increase Overall Sales and Gross Profit ..

A pretty common sales question is the following: Can I increase my overall sales and grow gross profit margins at the same time? That question has perplexed almost every CEO, business owner, ..
(July 09, 2008)
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 | Business/Sales | Visitors: 304

Negative Sales Authors

Every sales author will certainly have a little negativity in their materials. After all, they are trying to sell you reading or audio materials. I find a certain amount of negativity acceptable; ..
(July 11, 2008)
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 | Business/Sales | Visitors: 247

Truth and Honesty Will Take You Far in Selling

Thinking back about all the wonderful information and strategies that I have written about in my career, I decided I needed to take some time out to discuss the simpler aspects of what makes a good ..
(July 11, 2008)
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  • Currently 1.00/5
 | Business/Sales | Visitors: 274