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	<title>FRONTLINE Sales Training &#38; Consulting - Peter Coombs</title>
	<link>http://frontlinetraining.com</link>
	<description>Helping people who help customers</description>
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		<title>35 Ways to Make Customers Smile</title>
		<description><![CDATA[It doesn’t take much to make customers smile. It just takes a little thought and a little effort. Call them by name. Listen closely to them, without interrupting. Write them personalized “Thank you” notes. Refer business to them. Tell them how much you’ve learned from them. Ask their opinion. Take them to lunch and don’t [...]]]></description>
		<link>http://frontlinetraining.com/35-ways-to-make-customers-smile/</link>
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		<title>The 4 Secrets of Building Rapport Quickly with a Prospect</title>
		<description><![CDATA[Think about your sales call from the prospect’s point of view. They don’t know you well and so they are guarded. Help them feel comfortable with you as a person before discussing what you sell. Here are some suggestions to help you: &#160; Use humor. But not just any humor. Forget jokes, most of us [...]]]></description>
		<link>http://frontlinetraining.com/the-4-secrets-of-building-rapport-quickly-with-a-prospect/</link>
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		<title>Overused Words and Phrases to Avoid in a Sales Call</title>
		<description><![CDATA[If you&#8217;re like me, you encounter countless overused words andphrases in a sales situation. When I hear them, my attention level goes right down. I&#8217;m distracted and I stop listening closely to the speaker.  I ask myself &#8220;Don&#8217;t they know not to say that?&#8221; Here&#8217;s a short list, with some of my prime offenders. Some [...]]]></description>
		<link>http://frontlinetraining.com/overused-words-and-phrases-to-avoid-in-a-sales-call/</link>
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		<title>7 Things You Should Never Do During a Sales Call</title>
		<description><![CDATA[Don’t sabotage yourself by misbehaving on a sales call. Understanding how to conduct yourself with a prospect supports all your good product knowledge and your understanding of your industry. Bad behavior can make it irrelevant. 1. Never underestimate the value of business-related objects in their office. Team photos and sales awards are golden nuggets, waiting [...]]]></description>
		<link>http://frontlinetraining.com/7-things-you-should-never-do-during-a-sales-call/</link>
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		<title>What 3 Businesses Are You In?</title>
		<description><![CDATA[Many of you are in small-businesses, working with and supplying other businesses. You sell a specific product or service. And some of you have been doing this for many years. But I’m guessing that you don’t have the volume of business you would like. You want more business from your existing customers. Or, you would [...]]]></description>
		<link>http://frontlinetraining.com/what-3-businesses-are-you-in/</link>
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		<title>The 4 Questions Your Prospect is Asking Themselves</title>
		<description><![CDATA[Every prospect has a list of questions they use to filter out new salespeople. The more prepared you are to answer these questions, the more successful your sales calls will be. Focus on making your prospect comfortable with you and your company. 1.   Who is this person, and do I want to do business with [...]]]></description>
		<link>http://frontlinetraining.com/the-4-questions-your-prospect-is-asking-themselves/</link>
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		<title>&#8220;I Was Lucky!&#8221;</title>
		<description><![CDATA[I recently heard Dr. Mark Hillman, an individual and corporate therapist, speak about Sales Call Reluctance. He is a highly engaging speaker with an interesting mix of humor and directness to his topics. As part of his talk, he listed different reactions that salespeople have to getting an order. Many of these reactions are based [...]]]></description>
		<link>http://frontlinetraining.com/i-was-lucky/</link>
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		<title>The Best Advice I Read in 2011</title>
		<description><![CDATA[We all like to put together a list of New Year’s resolutions. The problem is that we sometimes get so wrapped up in the list that we create something that is unattainable and overwhelming. Earlier this year, Fast Company magazine posted this blog with five great ideas for personal success.  I like it because it it [...]]]></description>
		<link>http://frontlinetraining.com/the-best-advice-i-read-in-2011/</link>
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		<title>End Your 2011 Sales Year with a Bang!</title>
		<description><![CDATA[The year is almost over, and you still have time for a last minute push to meet (or exceed) your sales goal. The overall rule with these tips is to let the end-of-quarter and end-of-year time frames work in your favor.  Here we go:  1. Remember the customers who said they had to “think it [...]]]></description>
		<link>http://frontlinetraining.com/end-your-2011-sales-year-with-a-bang/</link>
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		<title>Fifteen Ways to Lose a Sale</title>
		<description><![CDATA[As difficult as it is to land a sale, it can be incredibly easy to lose one. Our behaviors and attitudes always need to be positive. We need to be tuned in to the prospect throughout the call, and focused on what&#8217;s important to them. Here are a few things to avoid: 1. Assume that [...]]]></description>
		<link>http://frontlinetraining.com/fifteen-ways-to-lose-a-sale/</link>
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