What qualities or traits do managers or business owners that you admire have in common? Which ones do you most try to emulate in your own company? If you are in a position of authority and wish to become an effective leader, then find ways of developing or strengthening these four characteristics in yourself.

If you're in insurance sales and deal with these objections, "I'm happy with who I work with now", and "Why change what I have already?" then you'll love this article. It's good for those who get these objections in any sale!

Turning prospects in to customers is a big challenge many business owners face especially when they are not skilled in the selling process. But having customers is necessary to grow your business so here are 7 simple secrets to turning prospects into customers.

Chronic Follow Up Sales Call Cancellations

What Entrepreneurs and Direct Sales Women Can Do When Sales Leads Cancel

Most entrepreneurs, direct sales women who own and operate a business, or those specializing in sales have encountered the "chronic follow up sales call cancellation". Canceled sales calls can lead to distractions, discouragement, and even worse deter you from your goal, which is to increase your business revenue / home party sales. When do you stop pursuing a prospect? Why would this person(s) keep setting sales appointments, seem interested, and then cancel? For those of you who are asking these questions, here's my answer...

Most sales follow roughly the same pattern. It's a cycle of seven different steps, starting with prospecting and ending when you ask your new customer for referrals. Mastering each of these seven stages of sales is crucial. If your sales all tend to stall at the same point -- for example, you have trouble closing -- then you probably need to work on the skills related to that stage.

Your opening statement is the most important part of any cold call. Because if your opener doesn't pique the prospect's interest, she'll probably just say "Not interested" and hang up before you can get any further. A really strong opener gives you plenty of room to maneuver during the rest of the call.


The pivotal position that the Internet enjoys today in the world is unquestionable. From every aspect, the Internet is now one of the most happening places. A lot of real things are happening in the virtual world. From a sales and marketing perspective the Internet is now a crucial tool that helps to leverage a marketer's position tremendously. It is obvious that the Internet helps in boosting sales by providing access to a wealth of data and information about prospects. Within minutes, statistics, opinions, as well as background information about the prospects are available at our finger tips -- thanks to the Internet. Prudence lies in making good us of it.

A commitment to quality in the sales process is central to the growth dynamics of any enterprise. Each step in a sales process should be well defined and the action to be performed clearly set. Beginning from researching leads to closing a sale, everything should move in clockwork precision. Apparently trivial things can make a huge difference to the final outcome. It is less of an art and more a scientific formula that the combination of a smart sales process and efficient salespeople almost always produce astounding results. Companies therefore should have a vibrant and workable sales process in place to aid their sales force in achieving their sales targets smoothly.

Prospects are important in sales -- without them it's like a salesman without a job. Thoughtful prospecting translates in to actual sales. The ratio of actual sales to prospects goes up when leads are worked on creatively and in fresh ways. Creative ways of prospecting are endless. It just requires a slight imagination and commonsense to turn the ordinary prospecting method in to an inspiring and lively one.

Sales professionals are referred to as Hunters or Gathers. Only a small portion of people has both qualities. Hunters are naturally inclined to go out prospecting for new business and open doors. Gathers are nurturers. This type of professional is better at to tending to the relationship and allowing it to evolve. A good way to foster this exchange is to make it a practice to refer others when the situation warrants. This helps you believe that people will refer you. Use these three tips to be hunted more often in addition to hunting for business.