Bibliography
2010
Hill, Andrea M.
Ask Better Questions: Improving sales prospecting Journal Article
In: MJSA Journal, no. May, pp. 21–22, 2010.
Abstract | Links | BibTeX | Tags: customer acquisition, sales, selling skills
@article{Hill2010h,
title = {Ask Better Questions: Improving sales prospecting},
author = {Hill, Andrea M.},
url = {http://mentorwerx.com/articles-whitepapers/product/22-ask-better-questions-improve-your-sales-prospecting},
year = {2010},
date = {2010-05-01},
journal = {MJSA Journal},
number = {May},
pages = {21--22},
address = {Attleboro, MA},
abstract = {To find the right customers you need to ask the right questions.},
keywords = {customer acquisition, sales, selling skills},
pubstate = {published},
tppubtype = {article}
}
Hill, Andrea M.
Selling is a Service: Give customers what they need Journal Article
In: MJSA Journal, no. April, pp. 20–21, 2010.
Abstract | Links | BibTeX | Tags: sales, selling skills
@article{Hill2010,
title = {Selling is a Service: Give customers what they need},
author = {Hill, Andrea M.},
url = {http://mentorwerx.com/articles-whitepapers/product/15-selling-is-a-service-give-customers-what-they-need},
year = {2010},
date = {2010-01-01},
journal = {MJSA Journal},
number = {April},
pages = {20--21},
abstract = {One of the most common sales mistakes is to approach a customer, break open the selling case, and start telling him or her about what you are selling. This particular mistake is also most responsible for the dreaded result of rejection. You could be the best chef in the world, but a person who just ate too much still won't want what you have to offer. This article shares a few pointers on how to improve your sales success rate.},
keywords = {sales, selling skills},
pubstate = {published},
tppubtype = {article}
}
Hill, Andrea M.
Sales Makeover: Communicating benefits, not features Journal Article
In: MJSA Journal, no. September, pp. 18–20, 2010.
Abstract | Links | BibTeX | Tags: benefits, communications, features, sales, selling, selling skills
@article{Hill2010c,
title = {Sales Makeover: Communicating benefits, not features},
author = {Hill, Andrea M.},
url = {http://mentorwerx.com/articles-whitepapers/product/24-sales-makeover-answer-what-s-in-it-for-me-by-selling-benefits},
year = {2010},
date = {2010-01-01},
journal = {MJSA Journal},
number = {September},
pages = {18--20},
abstract = {One of the most common forms of business miscommunication occurs when a salesperson pushes the features and functions of a product or service instead of translating them into customer benefits. In this article you'll learn - quickly - how to use What's In It For Me benefits to improve your sales results.},
keywords = {benefits, communications, features, sales, selling, selling skills},
pubstate = {published},
tppubtype = {article}
}
Hill, Andrea M.
Just Ask: Structure can improve sales results Journal Article
In: MJSA Journal, no. August, pp. 21–22, 2010.
Abstract | Links | BibTeX | Tags: sales, sales management, selling, selling skills
@article{Hill2010d,
title = {Just Ask: Structure can improve sales results},
author = {Hill, Andrea M.},
url = {http://mentorwerx.com/books/product/16-just-ask-using-structure-and-intention-to-improve-sales-results},
year = {2010},
date = {2010-01-01},
journal = {MJSA Journal},
number = {August},
pages = {21--22},
abstract = {Selling has a structure, and salespeople who use that structure make more sales. This article will teach you the three questions that every sales person should ask and answer before any sales call or visit.},
keywords = {sales, sales management, selling, selling skills},
pubstate = {published},
tppubtype = {article}
}
Hill, Andrea M.
Selling is a Service: Give customers what they need Journal Article
In: MJSA Journal, no. April, pp. 20–21, 2010.
Abstract | Links | BibTeX | Tags: sales, selling skills
@article{Hill2010b,
title = {Selling is a Service: Give customers what they need},
author = {Hill, Andrea M.},
url = {http://mentorwerx.com/articles-whitepapers/product/15-selling-is-a-service-give-customers-what-they-need},
year = {2010},
date = {2010-01-01},
journal = {MJSA Journal},
number = {April},
pages = {20--21},
abstract = {One of the most common sales mistakes is to approach a customer, break open the selling case, and start telling him or her about what you are selling. This particular mistake is also most responsible for the dreaded result of rejection. You could be the best chef in the world, but a person who just ate too much still won't want what you have to offer. This article shares a few pointers on how to improve your sales success rate.},
keywords = {sales, selling skills},
pubstate = {published},
tppubtype = {article}
}
Hill, Andrea M.
Watch and Learn: Interpreting the customer experience Journal Article
In: MJSA Journal, no. June, pp. 21–22, 2010.
Abstract | Links | BibTeX | Tags: sales, sales management, selling, selling skills
@article{Hill2010e,
title = {Watch and Learn: Interpreting the customer experience},
author = {Hill, Andrea M.},
url = {http://mentorwerx.com/index.php/articles-whitepapers/product/81-watch-and-learn-interpreting-the-customer-experience},
year = {2010},
date = {2010-01-01},
journal = {MJSA Journal},
number = {June},
pages = {21--22},
abstract = {When salespeople take the time to observe and understand their customers, they are better able to meet customer needs.},
keywords = {sales, sales management, selling, selling skills},
pubstate = {published},
tppubtype = {article}
}
Hill, Andrea M.
Art of the Tale: Salespeople as Storytellers Journal Article
In: MJSA Journal, no. July, pp. 16–17, 2010.
Abstract | Links | BibTeX | Tags: sales, selling, selling skills
@article{Hill2010g,
title = {Art of the Tale: Salespeople as Storytellers},
author = {Hill, Andrea M.},
url = {http://mentorwerx.com/articles-whitepapers/product/19-art-of-the-tale-to-be-a-better-salesperson-become-a-better-storyteller},
year = {2010},
date = {2010-01-01},
journal = {MJSA Journal},
number = {July},
pages = {16--17},
publisher = {MJSA Journal},
abstract = {The best salespeople are audience-aware and tell great stories.},
keywords = {sales, selling, selling skills},
pubstate = {published},
tppubtype = {article}
}