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Recent Articles from Liz Wendling
Soft selling in a hard economy
When it comes to sales, the debate rages on – to hard sell or soft sell? The idea of the hard sell doesn’t sit well with many people. No one […]
Optimize your sales process
Great salespeople and top performers have a process for generating a steady stream of good leads from multiple sources and possess the ability to close more sales with ease. Everything […]
A dose of sales mojo
One of the most common questions asked of me by salespeople and business owners is, “Can you help me to get and stay motivated?” I tell them that motivation isn’t […]
Becoming the closer
I receive calls every day from salespeople and business owners who believe that the only skill they lack is “how to close.” They’re convinced that's the one thing missing in their sales process. They think they’re not closing the sale because they lack that magical phrase, slick one-liner or fancy...
Be the change you want to see in your business
Economic downturn, recession, bad economy, call it what you like; but no matter how you define it, times have changed. Smart and savvy sales people look at change as an opportunity to refine their skills and adapt the new economy. A characteristic of successful sales professionals is that they pos...
The seven rituals of world-class salespeople
World-class salespeople make sales, not excuses. Most people think that success comes from a stroke of good luck or possessing enormous talent, but many successful people achieve their accomplishments is a simpler way: through self-discipline, self-mastery and rituals. It has been said that if peo...
Making money with your ears
Almost everyone sincerely believes that they listen effectively. Very few people think they need to develop their listening skills. Most of us are terrible listeners. We're such poor listeners, that we don't know how much we’re missing by not honing this skill. It's not because listening effecti...
Building a successful sales mindset
To achieve results and success requires discipline. Succeeding at anything takes discipline. Attempting to be successful at sales without discipline will never produce worthwhile results. Discipline means effort, constant concentration and a drive to succeed until the successful outcome is achieve...
Three steps to overcome your fear of selling
Sales fear is rampant these days. The economy has sparked fear and caused panic with many salespeople and business owners. This fear and panic is being strengthened by customers who have drastically altered their buying habits. When times are tough, it becomes more challenging to sell but now is n...
Great marketing plan, lousy sales strategy
Without a marketing plan, you can’t attract and retain customers. Without good sales techniques and a solid strategy to close those customers, your efforts will be stalled. Your marketing efforts may be producing great leads, but if you don’t know how to switch gears to close the sale, you won’t p...
Do you need sales rehab?
The first step is the hardest: admitting you have a problem. How do you know when you have a selling problem? 1.You’ve taken sales training, attended webinars and read the latest books and yet you can’t seem to close the gap between what you know and what you are actually able to put into practic...
Three ingredients of highly effective emails
Email is an effective way to increase brand awareness, leads and sales, but many businesses don’t get the response rate they are looking for because their approach is weak, worn-out […]
