Anthony Cole Training

FEBRUARY 4, 2011

Negotiating (2). She realizes, because she has been in the other chair, that you cannot assume anything about this person because she has learned that there are soooo many reasons people come to the shelter looking for assistance. She asked me, "Why would you assume that?" Sales and a Fish Story. Leadership Training (2).

Hiring 180

Hiring Ideal Customer Profile Groups Coaching 180

Anthony Cole Training

JUNE 29, 2010

Negotiating (2). In the book, "The Big Questions" by Lama Surya Das, the Dalai Lama has said: "If you want to be wisely selfish, care for others." Forget about what you need and what your company wants you to sell. Forget about what you need and what your company wants you to sell. Sales and a Fish Story.

Hiring 189

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 189

Anthony Cole Training

MAY 3, 2010

Negotiating (2). Thank you, Garrett C. Weve chosen a very simple approach that gets to the point, is easy to execute, and more times than not, your center of influence and client is more than happy to comply and provide you with the introductions instead of referrals. They can think of someone if you help them.

Hiring 120

Hiring Ideal Customer Profile SME Banking 120

Anthony Cole Training

AUGUST 17, 2011

Negotiating (2). unless you consider that every time he steps up to the microphone he is trying to sell you a story via song or he is trying to sell you that he and his music is worthy of your money. Usually what you get is Tony, the microphone and a spotlight. You get all of Tony at his very best.

Hiring 137

Hiring Ideal Customer Profile Webinar Metrics Up-Sell 137

Anthony Cole Training

AUGUST 6, 2010

Negotiating (2). I may be driving you crazy with my approach to covering the 10 Solutions for Successful Selling by going from #7 - Budget: Getting Time, Money and Resource to Solve Problems and then skipping to #10, 8 Steps to Closing More Business. You have to identify that starting point. Sales and a Fish Story.

Hiring 192

Hiring Ideal Customer Profile Webinar Metrics eBook 192

Anthony Cole Training

APRIL 27, 2011

Negotiating (2). With focused energy, you can withstand the constant grind of prospecting, interviewing, processing paper work, overcoming company economic and competitive obstacles, and certainly with "E", you can overcome the rejection. Sales and a Fish Story. 3 Lessons for Effective Communication in Selling. mentoring (2).

Hiring 175

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 175

Anthony Cole Training

SEPTEMBER 26, 2011

Negotiating (2). Continue to learn and you will continue to earn. I tell people all the time to work with people that they love and care about enough, so that when they mess up, you can tell them. That is what you were hired to do. It will remind you of the blessings you have. Sales and a Fish Story.

Hiring 174

Hiring Sales Management Ideal Customer Profile Webinar Metrics 174

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). Introducing the ACTG Learning Center which offers a full curriculum of sales courses at a price you can afford and 24/7 access for your convenience. Click here for more information on a tool so reliable that you can eliminate 96% of the mistakes made when hiring salespeople. Sales and a Fish Story. Your client.

Hiring 168

Hiring Ideal Customer Profile Webinar Metrics eBook 168

Anthony Cole Training

MAY 10, 2011

Negotiating (2). Your sales success - do you " want to " or do you "have to " be successful in selling ? Your answer is critical and not one you should arrive at quickly just because you think you know the right answer. The answer lies in not what you say, but rather in what you do.

Hiring 136

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 136

Anthony Cole Training

JANUARY 16, 2012

Negotiating (2). Did you call on the decision maker? Will you follow up next week? Are you sure this is a client that we want to have? When you demonstrate a behavior to your sales people, there is a high probability that they will duplicate that behavior. This allows you to ask, "why not?". mentoring (2).

Hiring 196

Hiring Ideal Customer Profile Decision Maker Sales Qualified Lead 196

Anthony Cole Training

MAY 16, 2011

Negotiating (2). Depending on the type of sales you are in, maintaining current accounts may have a significant impact on your sales success. If you count on repeat buyers, this is critical to your business success. If you are in a traditional retail situation selling a commodity, then not so much. managing sales (4).

Hiring 185

Hiring Ideal Customer Profile Webinar Metrics eBook 185

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). As you think about your sales people and their performance - sales results - I am sure that there are times when the sure thing doesnt close or the decision date passes by or the date to make a decision turns into another think it over. How much are you spending on Salespeople who cant or wont sell?

Hiring 181

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 181

Anthony Cole Training

FEBRUARY 6, 2012

Negotiating (2). Be the Best You Can Be. I will share some of those with you today. How can you hope to help someone build a career and a life if you dont examine how they think? You must help them align their thinking and beliefs with what they say they want to do. Sales and a Fish Story. mentoring (2).

Coaching 190

Coaching Hiring Ideal Customer Profile Journal 190

Anthony Cole Training

APRIL 13, 2011

Negotiating (2). As you know, sales success is dependent upon sales prospecting success. Well, I believe you know why. Tony, you dont understand, I have to get this deal closed. You want me to prospect more, then get rid of all these meetings and reports!". Sales and a Fish Story. Leadership Training (2).

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Anthony Cole Training

DECEMBER 12, 2011

Negotiating (2). What I do want to focus on and what I would suggest sales managers to focus on is this: Of these 9 keys which ones are you familiar with, executing on and have the right skills for? The terminology might be different then what you are using, have read about or have learned to execute. Sales and a Fish Story.

Coaching 183

Coaching Hiring Ideal Customer Profile eBook 183

Anthony Cole Training

DECEMBER 14, 2011

Negotiating (2). Day in and day out, you have sales people on sales calls. This can be done individually or as a team depending on the size and complexity of the sale but you should expect this to be done on every call. Going through this process helps you set up an effective debriefing call. Sales and a Fish Story.

Sales Coaching 168

Sales Coaching Hiring Coaching Sales Qualified Lead 168

Anthony Cole Training

JANUARY 19, 2012

Negotiating (2). Pre - Call Practice if You Want Sales Success. The reason I wanted to post this today is to gently remind you as sales managers that no matter how many times your sales people have presented a proposal - they need to practice so that they can be their best. Sales and a Fish Story. Leadership Training (2).

Hiring 192

Hiring Ideal Customer Profile Conference Sales Qualified Lead 192

Anthony Cole Training

MAY 19, 2011

Negotiating (2). When you go about looking for sales people to help you grow your sales revenue, what is it that is most important for you to know or find out about your potential candidates? If you want them to have immediate impact and sales success, what should you know about them? managing sales (4).

Hiring 168

Hiring Sales Management Webinar Metrics Ideal Customer Profile 168

Anthony Cole Training

FEBRUARY 14, 2012

Negotiating (2). Theyve been taught by others that, in order to get someone to buy, you must first educate them. If you have a need for approval - cannot handle rejection - then asking for a decision might force the prospect to tell you "no" and you dont want to hear that. You have a direct impact on selling.

Hiring 168

Hiring Ideal Customer Profile Webinar Metrics eBook 168

Anthony Cole Training

OCTOBER 18, 2011

Negotiating (2). If you are a professional sales manager or if you are a professional sales person, make sure you follow this link to an article written by Guy Kawasaki about Steve Jobs. Customers cannot tell you what they want. Additionally, you need to be marketing where there is a market. mentoring (2).

Hiring 150

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 150

Anthony Cole Training

OCTOBER 21, 2011

Negotiating (2). I know you want to have more sales success. If we start from the premise that your customers really dont know what they want, then that will help you do a much better job of coaching sales people to ask questions that are business related, issue related and cause related. Sales and a Fish Story. mentoring (2).

Hiring 181

Hiring Ideal Customer Profile Webinar Metrics eBook 181

Anthony Cole Training

AUGUST 17, 2010

Negotiating (2). S uccess Factors assessment company will tell you that stack ranking for sales performance, sales activity, sales pipeline and the like is important and meaningful. But, and this is a big BUT, only if it is put into perspective of the expected outcomes and you gain insight from the data that you are looking at.

Hiring 185

Hiring Lead Rank Lead Scoring Ideal Customer Profile 185

Anthony Cole Training

JUNE 28, 2011

Negotiating (2). Those that are self-assured will have a tendency to use words like "we will, we are, I know, you should". How much confidence does that instill in your buyer when you tell them what you think instead of what you know? But, at the end of the day, you are supposed to be the expert.

Hiring 180

Hiring Ideal Customer Profile Webinar Metrics eBook 180

Anthony Cole Training

JUNE 22, 2011

Negotiating (2). If this was your story, what would you stop doing from the list of changed processes and procedures? If this was your story, what would you stop doing from the list of changed processes and procedures? Sales and a Fish Story. 3 Lessons for Effective Communication in Selling. Leadership Training (2).

Hiring 136

Hiring Ideal Customer Profile Webinar Metrics eBook 136

Anthony Cole Training

JANUARY 30, 2012

Negotiating (2). You see, in the fields we got paid by "piece work" - you did a piece of work, you got paid. You sell something, you get paid. Dad said, "You want to make ten dollars a day?" "Yep," Sometimes in sales, if you want to make more, you just have to work harder. mentoring (2).

Sales Management 159

Sales Management Hiring Ideal Customer Profile Call-back 159

Anthony Cole Training

MARCH 10, 2010

Negotiating (2). Im thinking that sending sales tips live from various locations might be of interest to you. Like many of these hotels that host conferences, if you are not first in the door for the aerobic equipment, you are out of luck. At first glimpse, you might think What kind of work out is that?

Hiring 120

Hiring Ideal Customer Profile Hotels Webinar Metrics 120

Anthony Cole Training

OCTOBER 25, 2011

Negotiating (2). As you think about your sales people and their performance - sales results - I am sure that there are times when the sure thing doesnt close or the decision date passes by or the date to make a decision turns into another think it over. If you dont ask, you wont get it. If you dont ask, you wont get it.

Hiring 168

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 168

Anthony Cole Training

APRIL 19, 2011

Negotiating (2). As a "tenured" sales person, it is easy for me, and maybe easy for you, to discount all the noise about selling and Sales 2.0. conference that you can attend that will help you: Strategically align sales and marketing. I could have missed it but I dont want you to miss it, so here it goes.

Hiring 181

Hiring Ideal Customer Profile InsideView Webinar Metrics 181

Anthony Cole Training

APRIL 18, 2011

Negotiating (2). When you want to know about if someone is really committed to making a change, you need to ask the right question: "Is this a have to or want to?" "Do Do you want to fix the problem or do you have to fix the problem?" What happens if you dont fixt the problem?". Sales and a Fish Story.

Hiring 175

Hiring Ideal Customer Profile Webinar Metrics eBook 175

Anthony Cole Training

NOVEMBER 15, 2010

Negotiating (2). This is all you ought to be concerned with - making the most of your own genetic recipe to enjoy a long life of excellent health and peak performance.". I did stop and wonder about our clients, the participants in our training, our own sales staff and you, our followers. Sales and a Fish Story. mentoring (2).

Hiring 189

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 189

Anthony Cole Training

OCTOBER 7, 2011

Negotiating (2). Dont you just hate those numbered "list for success"? You get the idea. Ive read it and re-read it several times and have concluded that, even though it was written as part of a business plan document, many of the thoughts apply to our everyday lives, so I thought I would share the list with you.

Hiring 185

Hiring Ideal Customer Profile Webinar Metrics eBook 185

Anthony Cole Training

SEPTEMBER 8, 2011

Negotiating (2). As sales managers, you will be faced with obstacles and challenges to your responsibilities for building a successful sales organization. But, succeed you must because, until something gets sold, nothing happens. Sales and a Fish Story. 3 Lessons for Effective Communication in Selling. Leadership Training (2).

Hiring 185

Hiring Ideal Customer Profile Face-to-face Sales Qualified Lead 185

Anthony Cole Training

APRIL 15, 2011

Negotiating (2). It doesnt seem like much if this is what you do all day every day. Before you engage in anything related to your sales business- your business strategy, your sales execution, calling on clients, etc. - you need to prepare. Check out this success formula if you want more proof. You betcha.

Hiring 174

Hiring Ideal Customer Profile Sales Qualified Lead Webinar Metrics 174

Anthony Cole Training

DECEMBER 16, 2011

Negotiating (2). Imagine for a second that you are about to take flying lessons only to discover that your trainer has crashed several times. You would not be too likely to hire that trainer. Most prospect will not opening and readily share with you deep problems. Sales and a Fish Story. Leadership Training (2).

Sales Coaching 181

Sales Coaching Hiring Coaching Ideal Customer Profile 181

Anthony Cole Training

APRIL 11, 2011

Negotiating (2). We Ko Pa translated by the Native American tribe means "4 peaks", which you can see from most holes in this Somoran Desert golf wonderland. Sales and a Fish Story. 3 Lessons for Effective Communication in Selling. Read Tonys Featured Segment in SalesForceXP Magazine! Click here to listen to Tonys BEW Interview.

Hiring 190

Hiring Ideal Customer Profile Energy Demographics 190

Anthony Cole Training

JUNE 14, 2011

Negotiating (2). But, if you think about it, he is also a sales person. Now for YOU, the successful sales professional: Your goals - Do you have the singlemindeness of specific goals that keep you focused and on track? Your passion and commitment - Do you love what you do and the reasons you do what you do?

Hiring 168

Hiring Ideal Customer Profile Sports Webinar Metrics 168

Anthony Cole Training

OCTOBER 24, 2011

Negotiating (2). You want to win when others are struggling or losing? Dont you just hate it when some old guy starts to brag about back in the day? If you have the right ones (there is a way to find out - GO HERE! Sales and a Fish Story. 3 Lessons for Effective Communication in Selling. Leadership Training (2).

Hiring 180

Hiring Ideal Customer Profile Face-to-face Webinar Metrics 180