Columnists Brad Huisken

Brad Huisken

Sales Contests

 

Sales contests are a means by which you can increase sales and/or profits while at the same time making the job fun for your salespeople.  Salespeople overall are very competitive by nature and it is to your advantage to make the most of this competitive spirit.

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You hate it – but you have to do it!

Most people hate to role-play.   However, as professional salespeople you have to do it.   Athletes have to practice, lawyers run mock trials, doctors work on cadav...

My staff doesn’t seem motivated!

So you think that your staff doesn’t seem motivated. You don’t see them prospecting, making phone calls, enthusiastically helping customers, and generally aren’t do...

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The Be-Back Bus isn’t coming back

Last month we started to discuss the process of handling objections. Objections should be recognized when a customer says something like, “I need to think it over,” ...

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The process of saving sales

You have done everything in your power to give the customer a memorable presentation. You have developed a relationship, established trust, shared in the emotional reason...

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How to turn over

There are three basic types of Turnovers that I will explain in the course of how to turn over.   They are the Technical Turnover, the Formal Turnover, and the Second Voice...

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25 Customer Service Commandments

People have been in search of good service for decades, if not centuries.   Prospects and customers will continue to patronize the salespeople that provide exceptional...

The Turnover

An extremely powerful strategy for Saving the Sale is to turn it over to another salesperson.   This strategy is named the Turnover or T.O.   I want to make it clea...

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Here’s to Hope!

I talk to hundreds if not thousands of retailers on a regular basis, and it continues to amaze me how many of them are hoping that things get better and the economy turns...

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