Establishing A False sense of reality be careful what you ask for as a manager you just might get itAre you being bombarded with requests from your managers? In tough times insecure management will lash out by requesting detail information about everything you are doing! This is not productive and often times will have an opposite effect. This week Mike and Joe discuss or shall we say "commiserate" on what to do when management asks for too much information! Visit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Are you seeing a decline in your prospecting results? Maybe its because you're not keeping up with the times. Across the board traditional forms of prospecting are loosing their effectiveness. It might be time to abandon the old methods and move on to new ones. When Spanish Conquistador Hernando Cortez landed in Mexico, one of his first orders to his men was to burn the ships. In this episode of the SalesRoudup Joe and Mike talk about new ways to prospect and encourage you to "burn the ships" when it comes to doing the same old thing.Visit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Did you ever have a prospect that seemed really interested in your product/service, always eager to learn more, hear more "SEE more" but yet never getting to the stage of actually buying anything? These people are commonly referred to as "seemores" and they can waste a lot of your time if you don't know how to conteract them. In this episode of the SaelsRoudup Joe and Mike give pointers and how to identify and overcome the "seemores" of the world so you make more sales and earn more money.Visit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part two this two part series on negotiating Joe and Mike give you one of 4 negotiating patterns, a couple of strategies buyers use and a couple of strategies that sellers use.Visit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Even though it has one of the most direct and substantial impacts on a sales person's compensation a lot of sales people underestimate the importance of negotiation during the sales process. If you're like most sales people your annual income depends on the total dollar amount you sell. If you're constantly reducing your price to get deals done instead of using a sound negotiating strategy you're acting very effectively. In part one of this two part series on negotiating Joe and Mike give you a couple of tips to help you prepare for a negotiation and one of the tactics to use while making concessions.

Flu season is upon us and if anyone is going to catch a cold or the flu its probably going to be salespeople. We're constantly traveling, meeting new people and shaking a lot of hands. Getting sick can really hurt your sales efforts. But what are you supposed to do? In this episode Joe and Mike discuss some of the things you can do to reduce your chances of getting sick.Visit our Website to Get Detail Show NotesSalesRoundup BlogSalesActionPlan.com

Whether you are about to go into an interview or your just looking for organizations that you might want to work for its important to research the organization. In this episode of the SalesRoundup Joe and Mike talk about how to research an organization when you are looking for a sales job.

Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part two of this two part series on negotiating with procurement Joe and Mike discuss what to do when you are meeting with a procurement professional.

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Negotiating is tough enough but when you have to negotiate with someone who does it for a living, like a professional procurement person,it becomes a real challenge. In part one of this two part series on negotiating with procurement Joe and Mike discuss how to prepare before your initial meeting with a procurement professional.

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Selling consulting requires you to convince somebody that you can accomplish a specific goal within a specific timeframe for a specific amount of money. It's a difficult thing to sell to someone who's never done business with you before. It is IMPOSSIBLE to sell to someone you've done business with and failed to deliver on time and on budget. In this episode of the SalesRoundup Joe and Mike discuss why not meeting the client's expectations when seling consulting is the kiss of death for a sales person and what you need to do to make sure that doesn't happen.

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