http://www.cpsa.com.com/This is the syndication feed for the newsletter articles on www.cpsa.com.editor@cpsa.comCopyright 2008, Canadian Professional AssociationMon, 13 Oct 2008 08:22:55 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=270 Referrals should be considered the reward for a job well done. They are the by-product of your excellent customer service. As a true sales professional, you have earned the right to ask for and receive referrals. Earning referral business is a fantastic way to grow your business, and the best part is that all of the calls are warm leads. Jim CrossThu, 25 Sep 2008 08:10:05 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=266Relationships are overrated. Yep, I am drawing a line in the sand, and challenging the hardened belief that a sales person's most valuable asset is his address book in Microsoft Outlook. It's not. Jeremy MillerTue, 26 Aug 2008 10:44:42 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=264Establishing maximum value for your price is never easy. In today’s volatile economy, it’s even more of a challenge. For most companies, costs are increasing, yet the ability to pass them along to the customer is fraught with numerous roadblocks. The customer’s response to a price increase is rarely positive, with the usual line of objections that go along with it. Mark HunterThu, 07 Aug 2008 08:36:10 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=261Price is an issue in most negotiations. Salespeople need to deal with the price issue confidently, but with an understanding of the needs of the other side. Here are some notes to help you: Jonathan FarringtonThu, 17 Jul 2008 16:16:48 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=250Prospect, qualify, present and close. These are the basic elements of the conventional sales process most widely used today. Problem is, the world has changed. We must deal with complex problems and correspondingly complex solutions that involve multiple decisions and multiple decision-makers—most of whom are having an increasingly hard time understanding their own problems and the solutions that will best resolve them. Jeff ThullFri, 23 May 2008 10:51:14 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=248Three per cent of your market is buying right now. These are companies issuing RFPs, bringing you in for demos and requesting quotes. If you aren't talking to these companies, you can guarantee they are talking with your competition. They have a need, and they will buy to satisfy it. Jeremy MillerFri, 09 May 2008 08:25:00 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=241If you’re in sales, you have probably encountered this scenario. You’re trying to convince a potential customer that your great products or services will solve their most pressing problem. To prove the point, you explain precisely how your solution will work. Mr. Potential Customer listens carefully, asks many questions and takes copious notes. Everything seems to be running smoothly. The customer nods and says all the right things and you leave convinced that the sale is in the bag. The prob Jeff ThullWed, 09 Apr 2008 15:08:30 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=239When 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 response that I ask, "Are these the objections you are hearing directly from your prospects or what you're assuming as the reason why they don't buy?" Keith RosenThu, 27 Mar 2008 08:29:55 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=237Several years ago, while scouring the business section of my local newspaper, I came to a screeching halt when I noticed a small headline. It read, "Local Firm Acquires eBusiness". "Very interesting," I thought. The company, an international manufacturer, was not in my targeted market segment—but this high-tech acquisition certainly was. Jill KonrathFri, 07 Mar 2008 12:31:09 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=213Tips and Techniques - Dangerous Knowledge What We Know Can Hurt Us Keith Rosen, MCCMon, 17 Dec 2007 06:18:36 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=210The Power of Partnering Kelley RobertsonMon, 17 Dec 2007 04:30:30 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=206How to Prevent "Unpaid Consulting" Jeff ThullMon, 17 Dec 2007 02:51:33 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=205Five Steps to Negotiating Like an Expert Colleen Francis, CSPMon, 17 Dec 2007 02:50:44 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=200Secrets of Supersellers Derrick PickMon, 17 Dec 2007 02:38:37 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=1969 Steps to Building a Profitable Customer Relationship Colleen Francis, CSPMon, 17 Dec 2007 02:23:51 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=192How to Eliminate Price Objections Kelley RobertsonMon, 17 Dec 2007 02:11:03 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=1905 Keys to Effective Prospecting (Part 2) Michelle Cain, CSPMon, 17 Dec 2007 02:06:02 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=185Why Should I Buy From You? Roy ChitwoodMon, 17 Dec 2007 01:41:32 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=178Sales Tips and Techniques - Evaluate Your Customer’s True Potential Don CrossleyMon, 17 Dec 2007 01:07:59 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=177Sales Tips and Techniques - Make the Customer an Obsession! Brett RuffellMon, 17 Dec 2007 01:01:07 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=169SRC Offer of the Week - Add-On Sellingy Jim DomanskiMon, 17 Dec 2007 00:34:36 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=166Mastering the Complex Sale Jeff ThullMon, 17 Dec 2007 00:29:57 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=165Lead Retrieval Systems - do they work? Barry SiskindMon, 17 Dec 2007 00:27:57 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=163How to Read Your Prospect Like a Book John BoeMon, 17 Dec 2007 00:25:15 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=159Sales Tips and Techniques - Are You Busy . . . Or Productive?y: Mason DuchatschekMon, 17 Dec 2007 00:07:09 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=158Sales Tips and Techniques - Take the Chill Out of Cold Calling: Mel HardingMon, 17 Dec 2007 00:04:04 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=156Selling Conventionally in a Complex World Jeff ThullMon, 17 Dec 2007 00:01:22 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=155Sales Tips and Techniques - Preaching to the convertedy Colleen FrancisSun, 16 Dec 2007 23:58:57 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=153Book Preview - Buyer-Approved Selling Michael SchellSun, 16 Dec 2007 23:55:34 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=152Sales Tips and Techniques - The Real Benefit of Trade Shows Barry SiskindSun, 16 Dec 2007 23:42:12 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=151Sales Tips and Techniques - Interruptionsy: Peggy MorrowSun, 16 Dec 2007 23:38:18 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=147Service Tips and Techniques - Top Ten Telephone Basics: Shep HykenSun, 16 Dec 2007 23:14:42 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=146The Intrigue Syndrome Getting a Response to Your Voice Mail Jim DomanskiSun, 16 Dec 2007 07:50:40 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=144Less is More: Quick Selling Tips Martin WalesSun, 16 Dec 2007 07:47:04 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=143The High Cost of Poor Negotiating Michael E.Sloopka and Julie M.BradshawSun, 16 Dec 2007 07:45:00 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=141Secrets of Supersellers Part 2 Derrick PickSun, 16 Dec 2007 07:39:16 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=139CustomerCentric Selling™ Michael Bosworth and John HollandSun, 16 Dec 2007 07:36:17 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=138Be A Doctor of Selling Brian TracySun, 16 Dec 2007 07:35:39 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=136The Power of Follow Up Kelley RobertsonSun, 16 Dec 2007 07:32:23 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=130Killing the Sale: The 10 Fatal Mistakes Salespeople Make and How You Can Avoid Them Todd DuncanSun, 16 Dec 2007 07:20:03 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=129Cross-Selling Takes Teamwork John BoeSun, 16 Dec 2007 07:17:26 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=128Secrets of Supersellers Derrick PickSun, 16 Dec 2007 07:14:16 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=120Different Strokes for Different Folks John BoeSun, 16 Dec 2007 06:50:43 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=118Creative Cold Calling: Jim DeSenaSun, 16 Dec 2007 06:36:51 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=116Build a Sales Team your Customers Love to Buy From Colleen FrancisSun, 16 Dec 2007 06:30:22 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=114Ten Tips For Mastering The Complex Sale Jeff ThullSun, 16 Dec 2007 05:31:53 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=113The Fine Line Between Persistence and Over-Persistence COLLEEN FRANCISSun, 16 Dec 2007 05:19:08 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=112Secrets of Supersellers Derrick PickSat, 15 Dec 2007 11:01:58 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=1066 Powerful Prospecting Tips John BoeSat, 15 Dec 2007 10:28:36 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=101Are Your Salespeople Caving in Under Price Pressure? Jeff Thull, CEO and President of Prime Resource GroupSat, 15 Dec 2007 08:11:08 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=98To achieve consistent sales success, you must first set objectives and then focus on achieving those goals for every sales call you make. Sales calls with no clear-cut objectives waste both your time and your company's money. ROY CHITWOODSat, 15 Dec 2007 08:01:00 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=96The seven steps needed to make your next sale Roy Chitwood Sat, 15 Dec 2007 07:51:04 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=92The Best Kept Secret of the Selling World Jeff Thull, CEO and President of Prime Resource GroupSat, 15 Dec 2007 07:29:56 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=857 Common Sales Challenges that Prevent Executive Level Access Jeff ThullSat, 15 Dec 2007 03:18:03 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=81The Power of One Kelley RobertsonSat, 15 Dec 2007 03:05:16 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=79Time management is key to sales success Roy ChitwoodSat, 15 Dec 2007 02:58:59 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=76Six Powerful Prospecting Tips John BoeSat, 15 Dec 2007 02:49:33 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=72"What If I Could..Would You..?" Kelley RobertsonSat, 15 Dec 2007 02:36:43 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=70Sales Through Storytelling: Story Tell, Story Sell! Craig HarrisonSat, 15 Dec 2007 02:32:30 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=69Time Management…The Cornerstone of Effective Sellingul Kidston, MBA, CSP, P.Mgr.Sat, 15 Dec 2007 02:30:16 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=68Stop Creating The Objections that Kill Your Sales! Keith Rosen, MCCSat, 15 Dec 2007 02:28:33 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=67The Power of Trustn Chisholm, CSPSat, 15 Dec 2007 02:25:00 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=64Stand Up – and Stand Out 12 Ways to Get Your Prospects to Call You Back COLLEEN FRANCIS, CSPSat, 15 Dec 2007 02:17:01 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=62Beyond the Elevator Pitch: A High Credibility Conversation Jeff Thull, CEO and President of Prime Resource GroupSat, 15 Dec 2007 02:12:05 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=52Sales Management Transcendent Unique Selling Propositions Pete SavageSat, 15 Dec 2007 01:22:49 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=49Want to Destroy a Great Business Relationship and Your Reputation in the Marketplace? Negotiate Poorly Brian DietmeyerSat, 15 Dec 2007 01:13:01 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=47The Barf Factor Kelley RobertsonSat, 15 Dec 2007 01:04:28 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=43How to Time Negotiation to Win the Deal Brian DietmeyerSat, 15 Dec 2007 00:51:14 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=39Turning Indecisive Prospects Into Satisfied Customers Ritchie HaleSat, 15 Dec 2007 00:31:26 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=38The six people you are likely to meet at a trade show Barry SiskindSat, 15 Dec 2007 00:08:43 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=36Why the Bottom Line Isn’t - Four true stories Colleen FrancisFri, 14 Dec 2007 23:59:29 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=32Avoiding Six Common Sales Mistakes Paul CherryFri, 14 Dec 2007 23:32:42 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=29How NOT To Handle a Cold Call Kelley RobertsonFri, 14 Dec 2007 23:13:17 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=27Become a More Organized Person Mitch JohnsonFri, 14 Dec 2007 23:02:26 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=26Manipulation is Not a Cold Calling Strategy Jeremy MillerFri, 14 Dec 2007 22:56:52 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=25Focus on your most important investment - your time Colleen FrancisFri, 14 Dec 2007 22:48:56 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=24Avoid the “What if?” Approach to Selling Kelley RobertsonFri, 14 Dec 2007 22:37:01 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=22Cross-Selling Takes Teamwork John BoeFri, 14 Dec 2007 22:28:00 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=20Four Ways to Redefine Sales Daniel BurrusFri, 14 Dec 2007 22:14:18 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=7The differences between top sales professionals and the rest of the crowd isn't just about what they do, it's about what they don't do as well! Over the course of more than 20 years developing the MasterStream Method, we've identified over two dozen traditional selling approaches that, upon closer examination, cause more damage than good. In this article, we explore one common mistake sales professionals make: T. Falcon NapierWed, 12 Dec 2007 16:56:30 GMTStrategy http://cpsa.com/newsletters/articleread.aspx?articleid=1Salespeople say, “Executives won’t pay attention. They’re indifferent and won’t take the time to see us.” Executives say, “Salespeople all sound the same..." Jeff ThullThu, 01 Nov 2007 15:52:47 GMT