http://www.isnare.com/?s=author&a=Tessa+Stowe Business Management Tessa Stowe Fri, 31 Oct 2008 00:00:00 -0700 http://www.isnare.com/?aid=270550&ca=Business+Management The majority of salespeople fall into the product trap when selling their products and services. Are you falling into this product trap too? You will know if you are falling into the product trap if: * When you are having a sales conversation, you are passionate about your products and services. * Y... Career Tessa Stowe Mon, 06 Oct 2008 00:00:00 -0700 http://www.isnare.com/?aid=259067&ca=Career When selling to a prospect do you assume that your products and services will solve their problem? Then, as soon as you can, you jump in and tell your prospect all about your products and services and what they will do for them. You feel that if you tell them enough, they will see how great your pro... Business Management Tessa Stowe Thu, 04 Sep 2008 00:00:00 -0700 http://www.isnare.com/?aid=238867&ca=Business+Management Have you ever given a sales presentation and your prospect said thanks but no thanks? They didn't seem all that interested or even if they were interested, they didn't want to buy from you? Think of all the time, money and resources (TMR) you have wasted on these sales presentations that go nowhere.... Business Management Tessa Stowe Wed, 13 Aug 2008 00:00:00 -0700 http://www.isnare.com/?aid=229371&ca=Business+Management Have you ever had a prospect say to you "Tell me about your products and I only have 10 minutes"? What have you done in this situation? What was the response you received? Before we look at three ways to respond, let's look at the "I only have 10 minutes" statement. The "I only have 10 minutes" stat... Marketing Tessa Stowe Thu, 29 May 2008 00:00:00 -0700 http://www.isnare.com/?aid=138021&ca=Marketing Do you find yourself competing on price? Do you often talk to a prospect, think you have made the sale and then they decide to shop around and buy based on price? If this sounds familiar, then potential clients probably perceive you as a commodity. They think the service you're offering is much the... Business Tessa Stowe Fri, 02 May 2008 00:00:00 -0700 http://www.isnare.com/?aid=186805&ca=Business Have you ever had a potential client ask you to write a proposal or give a presentation only to respond with "Thank you for doing this and we'll get back to you at some time in the future if we decide to do something"? All that wasted time for nothing. If only you'd known they were going to say that... Business Management Tessa Stowe Mon, 10 Mar 2008 00:00:00 -0700 http://www.isnare.com/?aid=213188&ca=Business+Management A lot of people think selling requires a lot of effort. The reality is that it is easy to waste time when selling and it is easy to make it a lot harder than it needs to be. There are, in fact, simple tips you can apply which will not only save you a huge amount of effort but will also speed up your... Self Help Tessa Stowe Mon, 04 Feb 2008 00:00:00 -0800 http://www.isnare.com/?aid=181597&ca=Self+Help Do you know what your gap is? Why do you need to know what your gap is? What happens if there is no gap? Your gap is what your business is all about. Your gap is effectively what you do for your clients: the results you achieve and the problems you solve. Let me use an example to explain this furthe... Business Tessa Stowe Tue, 22 Jan 2008 00:00:00 -0800 http://www.isnare.com/?aid=167972&ca=Business Questions are the answer when selling. If you ask the right questions, your potential clients will sell themselves on your products or services. You will not have to sell at all. How great is that? So why are questions the answer? Why will questions do the selling for you? Questions will do the sell... Self Help Tessa Stowe Wed, 09 Jan 2008 00:00:00 -0800 http://www.isnare.com/?aid=132688&ca=Self+Help There are a number of courses available that teach you how to mirror body language in others and how to understand and mirror people's styles. They suggest that if the person you're talking with crosses their arms, you should too. They also suggest you match the other person's voice tone, pacing, an...