Keith's Articles On Selling Success
Articles on Selling
Here are some of the published articles on how to bring in more business, faster. Whether you're a non selling professional, manage a sales team or are looking to keep your edge, here's a resource for anyone who's looking for more effective tools to sell more.
A Great Selling Month Can Be a Matter of Perception
Read this article about Selling advice by Keith Rosen MCC'....Ahh, the holidays. A time for festivities. A time for vacation. A time for family. A time to relax, enjoy and reflect upon the year and your accomplishments. It is also a ....'
Costly Assumptions
Read this article about Closing Sales by Keith Rosen MCC'....When clients ask for help in closing more sales, I'd ask them to list the objections they are hearing that prevented the sale. It's when they start stumbling over their re....'
Dangerous Knowledge: What We Know Can Hurt Us
Read this article about selling by Keith Rosen MCC'....I recently purchased some advertising space in a national magazine. I have been a subscriber for years and knew everything I needed to know to select them as an advertisin....'
It Ain't About You
Read this article about steps to making a sale by Keith Rosen MCC'....On a very basic level, there are five ingredients needed to create a sale: 1. The salesperson. 2. The qualified prospect. 3. A need or want that the prospec....'
Just Follow Up!
Read this article about following up by Keith Rosen MCC'....My wife and I were about to undertake our last remodeling project. Being a consummate consumer, I wanted several qualified companies to bid on our next project. After call....'
Opening Closed Doors
Read this article about creating new sales by Keith Rosen MCC'....You are ready for a spectacular year. The resolution has been made to strengthen your business relationships, attract more customers and advance your career. You began r....'
Are Your Collateral Materials Doing More Harm Than Good?
Read this article about prospecting and cold calling by Keith Rosen MCC'....Marty was well into his conversation with a prospect that he cold called minutes ago. The conversation was going great and the prospect was responsive up until the point w....'
Getting To The Truth
Read this article about uncovering and defusing objections by Keith Rosen MCC'....When talking with someone, did you ever get the feeling that they were not being 100 percent honest and upfront with you? While many people have felt this way, whether it's a ....'
The Secret to Overcoming Objections-Don't
Read this article about preventing and defusing objections that stall the sale. by Keith Rosen MCC'.... ....'
The Top Costly Assumptions That Can Destroy a Selling Opportunity
Read this article about The Top Costly Assumptions That Can Destroy a Selling Opportunity by Keith Rosen MCC'....The Top Costly Assumptions That Can Destroy a Selling Opportunity 1. When meeting with a prospect, do you assume the objective of the meeting is to get the sale (....'
10 Principles of Great Sales Leaders
Read this article about the the ten characteristics of great sales leaders by Keith Rosen MCC'....10 Principles of Great Sales Leaders By Keith Rosen, MCC The 2005 Top 500 companies share its sales principles Congratulations to those companies list....'
Managing Customer Expectations
Read this article about managing customer expectations in order to overdeliver on value. by Keith Rosen MCC'....I'm happily writing this article from my new office. Yes, my home is finally (well, almost) complete. Like many contractors who are looking to build their business, you....'
Quantify Your Selling and Prospecting Efforts - The Formula For Selling Success
Read this article about defining, measuring and managing the specific sales and new business development activities in order to reach your sales goals. by Keith Rosen MCC'....Excerpt from "The Complete Idiot's Guide to Cold Calling" by Keith Rosen. ....'
The Seven Types of Prospectors
Read this article about determining the type of salesperson you are and your style of prospecting for new business. by Keith Rosen MCC'....Excerpt from Keith's best selling book on prospecting endorsed by Ken Blanchard and Brian ....'
Developing Your MVP
Read this article about what you can do to develop your unique competitive edge that will distinguish you from the rest. by Keith Rosen MCC'....Here's an interesting statistic. 99% of every person's DNA is exactly the same. Only 1% of our DNA makes us different and unique. Unfortunately, stating that you have a great ....'
Sell Them Where They Don't Want To Be
Read this article about selling advice and sales coaching by Keith Rosen MCC'.... Sell Them Where They Don't Want To Be The Hard Cost of Complacency By Keith Rosen, MCC Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith....'
The Objective of A Presentation
Read this article about selling advice and sales coaching by Keith Rosen MCC'....The Objective of Delivering a Presentation By Keith Rosen, MCC Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith Rosen. Reprinted with pe....'
Don't Sell Like You Buy
Read this article about selling, sales coaching, selling tips and thinking like a sales champion by Keith Rosen MCC'.... Excerpt from The Complete Idiot's Guide to Closing the Sale by Keith Rosen. Reprinted with permission by Alpha Books, a member of Penguin Group (USA) Inc.. Visit www.gu....'