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Andrea Sittig-Rolf
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Entries by Andrea Sittig-Rolf

Asking the Right Questions to Get the Business

(0) Comments | Posted July 2, 2012 | 2:46 PM

The question-answer game in sales is vital to not only finding, qualifying, and closing deals, but offering the best possible solutions to your prospects and customers. The key in asking the right questions is to keep them open-ended. Questions you ask your prospect should begin with the words who, what,...

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Get Paid What You're Worth

(1) Comments | Posted May 30, 2012 | 4:21 PM

In a rough economy, how do you decide how and what to be paid? Should you charge an hourly rate or by the specifics outlined for each project? What about charging a fee based on the value you bring to your clients? Often, consultants and those who are self-employed undervalue...

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Don't Just DO the Numbers, Track the Numbers

(0) Comments | Posted May 10, 2012 | 4:27 PM

Like every salesperson, I have a set quota I'm responsible for meeting each month. The only difference is; it's self-imposed since I am my own boss! While most, if not all, sales organizations have a set quota for their salespeople, many do not outline the activities required to reach quota....

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The Audacity of Nope: Why Hearing "No" Can Help Salespeople Get to "Yes"

(1) Comments | Posted April 16, 2012 | 6:02 PM

You may often think, "How can I increase my number of face-to-face appointments when so many companies aren't buying right now?" The problem lies in the question itself. If you're scheduling an appointment just to sell something, you may have a tough time getting the appointment. If the perception of...

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Don't Waste My Time, Strategy Tips For Getting the Sale

(0) Comments | Posted March 23, 2012 | 12:38 PM

Contrary to popular belief, the secret to successful sales isn't necessarily the "close." While asking for the business is an important and crucial step, sales is a process that requires careful strategic planning. The "close" should be a natural next step in the sales process, not just a question you...

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Proposals That Sell: How to Write a Winning Sales Proposal

(0) Comments | Posted March 2, 2012 | 12:24 PM

Proposals can make or break any sales deal. They give you an opportunity to show that you truly understand your prospect's needs, that you have listened to them intently and that you will provide a compelling solution. Notice I used the word compelling. Not only do you want to give...

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Better Ways to Land Bigger Accounts: Getting Your Foot in the Door

(2) Comments | Posted January 30, 2012 | 9:35 AM

Fortune 1000 companies as clients are what I like to call "premium accounts" because they're typically larger and allow you the opportunity to sell more of what you sell as well as increase revenue more efficiently than with smaller accounts. But, getting a Fortune 1000 company as a client is...

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Take This Networking Challenge: It's Easy, It's Fast and It'll Boost Your Business

(1) Comments | Posted January 9, 2012 | 9:43 AM

When attending networking events, do you ever notice that there is an overwhelming cloud of "give me" that's in the air? That everyone you meet, while polite in asking what you do for a living, is really just waiting to tell you what they do so you can give them...

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When Sleigh Bells Ring, Opportunity Knocks...

(0) Comments | Posted December 20, 2011 | 12:58 PM

What's on your wish list this year? If you're a small business owner or sales professional, it may be a new client. If you're a job seeker, you've probably added a new job to the list. Luckily, around the holiday season there's always an uptick in networking, which is one...

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Plan on Giving Your Clients a Holiday Gift?

(3) Comments | Posted December 14, 2011 | 2:10 PM

Each year we're presented with the opportunity to show our clients how much we appreciate their business, their loyalty and their referrals. However, with this opportunity comes many gift-giving-etiquette questions and like most business opportunities, you can easily look foolish if you're not aware of the strategy involved. Read this...

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Establishing Credibility as a New Business

(2) Comments | Posted November 10, 2011 | 1:28 PM

Being self-employed can be very rewarding in the long run, but it's often challenging when you're just starting out. In order to get a new business off the ground, you need customers, but customers aren't easily willing to put their trust in a newbie. It's a catch-22 -- and nobody...

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How to Leverage a Satisfied Customer

(0) Comments | Posted September 13, 2011 | 11:29 AM

Have you ever really thought about the power that peer review has over consumer decisions? It plays a major part in every industry, from which sneakers your teenager wants to wear on the first day of school to which company you hire to do your marketing, your promotion, even your...

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Use The 'Aha! Formula' To Close On Sales Calls

(1) Comments | Posted July 26, 2011 | 12:50 PM

In challenging economic times, how do you increase sales?

It's not enough to do marketing campaigns and hope that the phone will ring, or run ads and mailers, expecting that orders will come falling from the sky. No, in this economy, it's more important than ever to be proactive...

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Double-Dip Recession: Is Your Small Business Ready?

(6) Comments | Posted June 24, 2011 | 12:56 PM

Economists are in a heated debate. Some analysts say it's possible a double-dip recession could hit later this year or in early 2012. If it does, are you ready? Is your pipeline full of new opportunities? Are you easily finding new business? Have the orders been flowing consistently from your...

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