4 ways not to question a customer during a sales call

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June 20, 2012 CONNECT WITH SMARTBRIEF Share | Sign up | Archive | Advertise The Leaderboard    Morale-boosting tips for team leaders Telling the people you lead that they have done a good job is a good way to keep them energized, writes Ashley Fidel. "[T]aking a moment to recognize your team members for a job well done in their day-to-day work is the easiest, cheapest, and most effective way to boost morale," she writes. You can also keep morale high by setting short-term objectives and by maintaining a positive attitude. TheDailyMuse.com (6/19)       Cloud Security Who Do You Trust? Cloud computing changes the way we use computing with the promise of significant economic and efficiency benefits. But significant security issues are presented with this new approach to computing. This white paper explains why trust, reliability and security decisions are central to choosing the right model. Sales Strategies    The secret to high-level achievement Many people are busy without getting much done, but top-performing sales professionals are able to focus on what's really important, writes David Brock. "High performers don't get derailed. They stay the course, despite all the other distractions that may arise," he writes. Partners in Excellence Blog (6/18)       4 ways not to question a customer during a sales call Asking questions is a key sales skill, but representatives have to make sure they are doing it correctly, writes Richard Ruff of Sales Horizons. Representatives should avoid manipulating buyers or asking questions that they could have found out the answers to on their own. SalesTrainingConnection.com (6/15)       The regular meetings required to keep your organization headed in the right direction Sales leaders should schedule a few regular meetings to make sure their sales teams stay on track, writes Tony Albachiara. For example, during weekly meetings with regional sales directors, they should focus on topics such as forecasting and the sales pipeline. They should also hold monthly meetings to review the latest sales techniques and quarterly meetings to assess the current state of the sales organization. Sales Benchmark Index/Sales Force Effectiveness Blog (6/19)       Learn about Xerox® solid ink and enter to win an Apple® MacBook Air®— Exceptional color print quality, 90% less waste than comparable color lasers, and speeds up to 40 ppm make the ColorQube® 8570 printer your perfect solution for affordable color printing. ENTER TO WIN an Apple®MacBook Air® when you learn more. Daily Data Points    Manufacturing growth could be a boon for small suppliers A rebound in the manufacturing industry could be profitable for small and midsize component suppliers, according to an analysis by Shirley Mills, vice president and senior research analyst at The Boston Company Asset Management. The study says small and midsize suppliers could gain from manufacturing growth because of lower wages in the U.S. and rising costs linked to global supply chains. Los Angeles Times/Money & Co. blog (tiered subscription model) (6/19)         Other News Surge in telecom spending expected for this year ipTVnews (6/19)       Analysis: Lack of access to credit hinders recovery The Wall Street Journal (6/19)       Hiring exceptional talent is critical to the success of your business. Whether it’s the executive who offers visionary leadership, or the sales professional who won’t settle for less than 100%, a business needs great people to thrive. This guide provides best practices for securing the top talent you need to drive business results. On the Road    10 hard-to-track fees that affect business travelers The Global Business Travel Association has released a list of 10 of the hardest-to-track fees that can sneak up on business travelers. "Perhaps unsurprisingly, four of the top 10 were charged by airlines, including expenses for soft drinks, buying or renting a headset to watch the entertainment, buying movies or videos or buying food," the feature notes. Daily News (New York) (6/12)       Experian has joined forces with Moody's Analytics to create a business index and detailed report that provides insight into the health of U.S. businesses. The new Experian/Moody's Analytics Small Business Credit Index is reported quarterly to show fluctuations in the market and discuss factors that are impacting the business economy. Download the free report now! App Update    After all the rumors, Microsoft's tablet is finally unveiled Microsoft on Monday introduced its Surface line of touch-screen tablet devices and said they would be priced comparably to similar devices. Equipped with a keyboard and a kickstand, the tablets will run on versions of the upcoming Windows 8 operating system and come with a variety of chip sets, CEO Steve Ballmer said. The Wall Street Journal (6/19)       RadioShack has a global presence and a variety of innovative products and services. With reasonable investment levels and hundreds of potential markets, a RadioShack franchise represents an exciting opportunity for you to associate with a powerful retail brand. Click here to learn more. Featured Content    Text Coupons to Customers With Qwikon Stephanie Miles Microsoft Surface: A True iPad Competitor? Courtney Rubin 9 Slimy Sales Tricks That Work Mike Michalowicz Business Advice From the Fancy Food Show Jane Applegate Why Business Loans Are Getting Cheaper Mike Periu Making Small Talk  Teenager lives after a spear is shot into his head Doctors think that a teenager who was accidentally shot through the head with a spear gun will be able to make a full recovery. The teenager was accidentally shot by his friend while they were fishing, and he was taken to a hospital in Miami. The spear didn't hit any major blood vessels in his brain and didn't puncture the left side, which could have affected his speech. The Telegraph (London) (6/19)       SmartQuote  When there are problems, high performers don't try to do more, in fact they do the opposite, they intensify their focus." --David Brock, writing in the Partners in Excellence Blog       SmartBrief on Sales Partners SmartBrief delivers need-to-know news in over 100 targeted email newsletters to over 3 million readers. All our industry briefings are FREE and open to everyone—sign up today! 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