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	<title>Lushin &#38; Associates</title>
	<link>http://lushin.com</link>
	<description>Indianapolis Sales Training</description>
	<lastBuildDate>Thu, 29 Jul 2010 16:14:47 +0000</lastBuildDate>
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	<item>
		<title>Sandler Business Development Activities</title>
		<description><![CDATA[
			
				
			
		
Business development has typically been a numbers game &#8212; a formula derived by tracking sales activities and successes. The formula predicts that X percent of the number of prospects you contact will grant you an appointment, Y percent will qualify for a presentation, and Z percent will become a customer. The &#8220;numbers&#8221; make the results [...]]]></description>
		<link>http://lushin.com/sandler-business-development-activites/</link>
			</item>
	<item>
		<title>The Tipping Point in the Sandler Selling System</title>
		<description><![CDATA[In traditional selling, the close is the tipping point. In the Sandler System it occurs at the very beginning of the selling process.]]></description>
		<link>http://lushin.com/the-tipping-point-in-the-sandler-selling-system/</link>
			</item>
	<item>
		<title>Sales Monkeys</title>
		<description><![CDATA[
			
				
			
		
During a recent private training session with a group one of the guys used the phrase “Sales Monkeys” in a comment he made to me.  Since I didn’t know what he meant I asked him to clarify and he responded by saying “How do we break the pattern of our prospects who are used to [...]]]></description>
		<link>http://lushin.com/sales-monkeys/</link>
			</item>
	<item>
		<title>Break the Rules, Close More Sales</title>
		<description><![CDATA[
			
				
			
		
a Lushin &#38; Associates Executive Workshop on August 20th in Fort Wayne, IN

Are you and your salespeople&#8230;
•    Frustrated with being perceived as just another salesperson instead of a trusted adviser?
•    Unsure why prospects aren&#8217;t buying from you?
•    Annoyed with constantly accepting think it overs instead of [...]]]></description>
		<link>http://lushin.com/break-the-rules-close-more-sales/</link>
			</item>
	<item>
		<title>The Sales Gut Check</title>
		<description><![CDATA[
			
				
			
		
presented by Paul Lushin  on August 25th at Lushin &#38; Associates Headquarters

Your sales people&#8230;

 Don&#8217;t know how to deal with prospects who want to &#8220;check the competition&#8221; before deciding
Do too much &#8220;quoting and hoping&#8221;
Hate dealing with intimidating people
Struggle with objections and pressure about price
Tend to be more of a professional visitor than a salesperson

Find [...]]]></description>
		<link>http://lushin.com/the-sales-gut-check-2/</link>
			</item>
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		<title>There&#8217;s No Magic Sales Potion</title>
		<description><![CDATA[
			
				
			
		
I got to thinking as we are now halfway through the year about my yearly goals. I have done well with many of them however there are a few that I am falling short on. Can anyone relate? Of course my first reaction when I discovered this was to start blaming outside factors but quickly [...]]]></description>
		<link>http://lushin.com/theres-no-magic-sales-potion/</link>
			</item>
	<item>
		<title>Commit to Sales</title>
		<description><![CDATA[If you aren’t committed to doing something, then you always have one eye on your emergency exit while doing it.]]></description>
		<link>http://lushin.com/commit-to-sales/</link>
			</item>
	<item>
		<title>The Sandler Rules</title>
		<description><![CDATA[
			
				
			
		
Why You Need This Book?


What if you found the secrets used by the world&#8217;s most successful sales people? David H. Sandler did, when he studied the most productive sales stars in virtually every industry and compared their behaviors, thoughts and feelings to those who struggled in exactly the same companies.
Mr. Sandler was more than a [...]]]></description>
		<link>http://lushin.com/the-sandler-rules/</link>
			</item>
	<item>
		<title>Twelve Sandler Steps to Sales Success</title>
		<description><![CDATA[This is a collection of twelve simple steps all salespeople should live by.]]></description>
		<link>http://lushin.com/twelve-sandler-steps-to-sales-success/</link>
			</item>
	<item>
		<title>The Truth Behind The Misconceptions of Salespeople</title>
		<description><![CDATA[
			
				
			
		
Misconception #1: Salespeople should convince prospects why they should buy.
In a recent trip to our children’s pediatrician the Doctor asked what I did for a living. I replied with a quick “sales and sales management training.” Without missing a beat he says to me “oh, so you teach people how to convince others to buy [...]]]></description>
		<link>http://lushin.com/the-truth-behind-the-misconceptions-of-salespeople/</link>
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