Articles written by Greta Schulz

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About me - Greta Schulz

Greta Schulz is president of Schulz Training and Consulting in West Palm Beach, Florida. She is the author of "To Sell is Not to Sell" and a columnist for Business Journals around the country. Greta does corporate training for fortune 1000 companies and she

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Business > Sales Do you believe salary has no place in a sales environment?: 1 of 6

I'm always trying to illustrated how professional sales really work - helping your prospect self-realize that he or she needs (or in some cases, doesn't need) your product or service. One of the best examples I've ever seen is one that happened to me when I decided to purchase a new Jeep. About six years ago, I agreed to mar...
Business > Sales A guide to the sales process: 1 of 5

I met with a CEO of a large manufacturing firm. We talked for a long time about challenges, goals and the like. I asked him what some of the salespeople's goals were and he said they each needed to bring in $50,000 a month. When I asked him how they are doing, he said some well, some not so well. What is the reason in your o...
Business > Advertising The future of advertising: 5 of 17

On-line social networking is huge...but the face-to-face kind will always be a strong business development tool. Advertising by using yourself as the brand is important. For example, your local Chamber of Commerce. Steve was a "good chamber member" by all accounts. He came to all of the functions, socialized with people he k...
Business > Sales How to hire effective sales people worldwide: 1 of 3

(re)Grow the Right Sales Team, From the Beginning In light of the news that the economy is beginning to tick up, I would like to talk about what a great opportunity you now have. The ability to re-grow your organization that you have likely already stripped to bare bones. The opportunity is to build the right team from the s...
Jobs & Careers > Job Search (Other) How to find a job in a not-so-perfect economy: 5 of 11

How to land the job you want I was a guest on a radio show talking about how to use your selling skills to get a job. When I was asked I hesitated since that is really not what I do. Since the radio host was familiar with my program he felt there was a lot of synergy. After I did the show I did find it ...
Business > Sales Customer management: How to keep the customer happy: 3 of 6

Follow the Banker, Not the Bank My husband, Peter, is a great sport when it comes to making appearances with me at networking functions. Being a business owner himself, he really does "get" the importance of networking to build a profitable business. Recently, he and I attended a dinner at our local chamber of commerce. We e...