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	<title>AcSELLerate Sales</title>
	<link>http://acselleratesales.com</link>
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		<title>If You Need Approval, Get a Dog!</title>
		<description><![CDATA[Attributes of Revenue Rock Stars is a topic I am frequently asked to speak or write about.   When discussing the attributes of top revenue producers, it&#8217;s also important to understand the most common disablers of sales people who otherwise look good on paper. One of these disabling factors is Need for Approval.
Need for Approval is [...]]]></description>
		<link>http://acselleratesales.com/if-you-need-approval-get-a-dog/</link>
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		<title>I Feel So Cheap</title>
		<description><![CDATA[
Many companies, sales teams and individuals come to me because  they&#8217;re very frustrated with one issue.  They&#8217;re sick and tired of  having to &#8220;buy&#8221; the business by dropping their prices. It seems that  there is no industry that’s immune to competitors who will engage in a  race to the bottom on [...]]]></description>
		<link>http://acselleratesales.com/i-feel-so-cheap/</link>
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		<title>Prospecting and Cold Calls &#8211; How Do You Feel?</title>
		<description><![CDATA[Take a look at the picture, and what phrase comes to mind? Unfortunately, this is how a lot of sales people feel right before they pick up the phone to start making cold calls. I think we&#8217;ve all had this feeling, however this “insert your favorite phrase here” moment is quickly replaced by the thrill [...]]]></description>
		<link>http://acselleratesales.com/prospecting-and-cold-calls-how-do-you-feel-2/</link>
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	<item>
		<title>We Are All Selling the Same Thing</title>
		<description><![CDATA[I often open a training session with a very simple question:  “What is every person in this room selling?”   The typical answers I receive are “ourselves” “trust” or “solutions”.   All are good answers, but not the answer I’m looking for.
CHANGE is what every hunter-salesperson is selling.  The change can be from [...]]]></description>
		<link>http://acselleratesales.com/we-are-all-selling-the-same-thing/</link>
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		<title>5 Things You Should Have Said On The Sales Call</title>
		<description><![CDATA[This blog is inspired by a great blog written by Ragen Chastain, http://budurl.com/peng.  It tells the story of a little boy who went to the zoo with his 1st grade class and managed to entice a penguin into his backpack, zip it up, conceal the wiggling backpack on the bus and bring it home. I&#8217;m [...]]]></description>
		<link>http://acselleratesales.com/5-things-you-should-have-said-on-the-sales-call/</link>
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		<title>Ask Questions Like A Lawyer</title>
		<description><![CDATA[

There are three dimensions to getting a good answer to a question:
THE TRUTH, THE WHOLE TRUTH &#38; NOTHING BUT THE TRUTH!
Unfortunately many sales professionals ask a question and accept the first answer at face value.  This is because their typical personality style is characterized by high optimism and trust.  Additionally if the information plays into [...]]]></description>
		<link>http://acselleratesales.com/ask-questions-like-a-lawyer/</link>
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		<title>The Wrong Sales and Marketing Approach!</title>
		<description><![CDATA[

This will definitely make you laugh!  Last week I trained a class on how to create Cold Emails That Get Results.  It reminded me of the email below which is the perfect example of what NOT to do. This is an actual email that was received by one of my clients. The italicized smart alec [...]]]></description>
		<link>http://acselleratesales.com/the-wrong-sales-and-marketing-approach/</link>
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		<title>Are You Relevant?&#8230;Rate Your Relevance</title>
		<description><![CDATA[The ART of business relationships is Authenticity, Relevance and Trust.™
Although most sales programs focus on building trust effectively (and they should), seldom is Relevance discussed or recognized. Here&#8217;s the question: If your prospect/customer trusts you, but you don’t regularly demonstrate your relevance, are you truly a Partner-Advisor to your client?
Relevance is critical.  Today, buyers [...]]]></description>
		<link>http://acselleratesales.com/are-you-relevant-rate-your-relevance/</link>
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		<title>To Brochure or Not To Brochure…</title>
		<description><![CDATA[That is the question I am asked by business owners who are planning their sales and marketing campaigns.  The first question I would ask is, “How do you plan to use it?” Here are the answers I receive:
•	“As part of a direct mail campaign.”
•	“In the sales call to help explain our capabilities.”
•	“As a leave-behind [...]]]></description>
		<link>http://acselleratesales.com/to-brochure-or-not-to-brochure%e2%80%a6/</link>
			</item>
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		<title>What Trick or Treating Can Teach You About Sales</title>
		<description><![CDATA[YOU HAVE TO YELL “TRICK OR TREAT”!
I don’t know about you, but if a kid shows up at my house and just stands there, they don’t get any candy.  Every kid who comes to my house has to say “Trick or Treat” before they get their chance at the goodies!
AcSELLerate Sales Tip: If you [...]]]></description>
		<link>http://acselleratesales.com/what-trick-or-treating-can-teach-you-about-sales/</link>
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