Sales Best Practices Magazine
Welcome to BABM Sales Best
Practices Magazine where you can read succinct articles
online. The articles will provide you with valuable
information that can be immediately implemented to help
take your business and personal success to the next
level.
Who’s the Customer?
Dr. Robert
Kitahara, Troy University
Published: September / October 2008
Years ago in a former life,
when I was employed by a major defense company as a
program manager within their Advanced Programs Division
I learned a valuable lesson about the need to know in
advance exactly who the customer is.
You Deserve the Best, Prospects
By Brian Tracy
Published: June / July 2008
Salespeople often have mental blocks when it comes to
prospecting. Low self-esteem and feelings of inferiority
leading to the fear of rejection make some salespeople
tense and uneasy about calling on prospects that they
feel are “better” than they are socially or
economically. These salespeople will not call on senior
executives or professional people because they don’t
feel “good enough.”
Create Your Own Economy
Business Down? What Are You Doing About It?
By Jim Marshall
Published: April / May 2008
Recently, a sales executive in our weekly training
sessions shared with us that he was having his best year
ever. His sales were pacing ahead of last year, his
closing rate was higher and he was having no difficulty
getting appointments with prospects and referrals from
his existing clients.
All top executives are
excellent salespeople. All effective employees use sales
techniques to get their coworkers and bosses to
cooperate with them in getting the job done. Everyone
who is effective in virtually any area of life that
involves other people is an excellent salesperson of
some kind.
See Also:
Sales Moves |
